One of the main goals of a digital marketing strategy is to generate contacts capable of becoming customers. Leads are ways to qualify these contacts, and efficient management is essential to achieving goals. No wonder, the term “lead management” has become a true mantra among marketers.
Having an in-depth understanding of the behavior of your company persona and the niche market in question is critical to the success of communication strategies. Understanding the consumer buying day implies the creation of campaigns and actions geared specifically to what the lead wants. After all, Inbound Marketing’s mission is to deliver the right content and information to the ideal person and when she needs it most!
Learn why you should focus on managing leads to maximize your business opportunities!
What are leads?
Leads are nothing more than a person who provided contact information such as name, email, cell phone etc. in exchange for something that a site can offer, such as relevant content, free tool tests, among others.
A lead is a visitor who shows interest in your services or products, and who can certainly pass from a simple “inquisitive” to customer in fact. There are several levels in the buying journey, and keep in mind that not always those who have already decided to buy should be the center of attention!
How important are leads to the sales funnel?
The sales funnel or pipeline represents the 3 steps the lead goes through, from the first contact with the company to the purchase: funnel top (learning and discovery), funnel means (problem recognition / solution consideration) and funnel (purchase decision).
In order for the Inbound Marketing strategy to succeed and do not end up spamming, offering products and services to all leads without qualifying them, you need to understand what stage they are in. This way, you can deliver the right content to the right person, since the lead profile will be well delineated and directed to the purchase decision.
Therefore, the sales funnel leads in stages until the completion of a purchase. The main objective is to attract and retain customers, who will feel confident and enlightened to hire their services or acquire their products.
How do I generate leads for my business?
After creating a sales funnel, you need to define an action plan to track the lead path. This can be done through relevant content such as blog posts, with topics and topics of interest to these potential clients. Thus, a bond is established and you will know at what time that lead is found. Be aware that all stages of the funnel are important,
You can also create a sales funnel through email marketing tools as well as social networking. It is noteworthy that several funnels are also a possibility, and the more entry points a website or blog has, the greater the chances of capturing more and more leads.
More than generating volume, it is fundamental to know how to separate each opportunity, otherwise, the large volume of leads can cause problems for the commercial team of a company, because an ineffective management implies loss of revenue.
Capturing leads is synonymous with generating sales, and managing your contacts goes way beyond the register: it’s about maintaining a long-lasting relationship of trust.
Questions about the subject? Leave a comment below so we can help you!