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Lead generation stretches across various touch points for a business. In order to survive, a business needs to generate sales leads at first. In marketing terms, an inquiry made for a product or service of a business is known as lead generation, the enquirer here is the lead. Leads are generated via advertisements but may also come through organic searches or references from friends or others.
Have you heard the name of CarDekho? Do you know about their business model? CarDekho is a startup which has a tie-up with all the major automobile manufacturers, car dealers, and financial institutions to facilitate the purchase of cars. CarDekho through their advertisements, SEO, PPC campaigns generate leads and gives it to car manufacturers or dealers which in order convert them into sales. CarDekho gets their share and the company a client. Yes, that is Lead Generation.
Why is lead generation important?
Today the buying process of a customer has changed, they rely more on the marketing trends, trust matters, 5-star reviews, they need quick results and most of all GOOGLE. Google should be optimized by marketers in order to grow big. Marketers have to find new ways to reach buyers and get heard. Finding customers by advertising and email blasts is yesteryear technology, although this won’t end anyways being smart and updated is the necessity today and marketers must now focus on BEING FOUND and learn to build continuous relationships with buyers.
Organizations are spending enormously for lead generation tactics in abundance. There is this gemstones dealer from Delhi who was in this business since quite a long time but since the Google trend followed he was unable to get prospects. We suggested him our exclusive lead generation solutions and today they get regular queries regarding their products.
Let me take you to various metrics related to Lead Generations;
Companies have different definitions for a lead depending on their sales tenure, but a standard definition for a lead means a qualified, potential buyer who has shown interest in purchasing your product or solution. Marketing Gurus have split Lead Generation mainly into two categories – Inbound & Outbound.
Let’s break down these two categories;
An age-old way of contacting your potential clients. In outbound lead generation you send messages, directly to your prospects. It is you and not your prospects that determine the type and timing of each interaction. As being the traditional marketing strategy it is considered by some to be outdated and ineffective. Some of the tools have already been bashed as customers’ needs there privy, sometimes it also turns out to be abusive and ends on a bad taste but with patience, consistency and if done perfectly with all the factors, great communicative skills, and effectiveness, outbound lead generation can still perform better.
Medium: Direct mail, email, telephone & web
The exact opposite of outbound, here the ants come to the sugar. Your information and content attract your prospects and they follow you. Inbound is popular and successful because the prospect here visits your website, store and understands your products, services, and solutions better before contacting the sales representatives.
Search engines & Social media networks are optimized and put up for the prospects to contact you. The main challenge here is the timing, and how to bring your content on your prospects screen. Overall, it is today’s technology and the rate of conversion is more than outbound.
Here content is your main element.
Medium: Website, Content & SEO, Blog, Social Media
Looking to trigger up your sales? An effective lead generation solution is all you want for. Call upon MMBO for the best, latest and successful lead generation campaigns.