THE MARKETING FUNNEL
The marketing funnel is a way to describe how prospects evolve to become real customers. There are three parts to the marketing funnel:
• Top of Funnel (New Leads),
• Middle of Funnel (Potential Customers),
• Bottom of Funnel (Either to buy or do business).
Leads generation is mainly about generating as many new leads as possible that is; filling the funnel to the brim with quality leads. Robust and strategic marketing is key to a successful leads generation task. Strategic marketing help generates buying interest in a particular products and services.
The best marketing strategy is to go to where your customers are. In this digital age, 3.96 billion people use social media today, which accounts for roughly half (51%) of the global population. On the average, global internet users spent 144 minutes on social media sites every day. Building a functioning website that is search engine optimized for your company is a step in the right direction. This is the foundation for leads generation strategies which will extend to include social media, blogs, and email campaigns that will generate inbound leads and drive traffic back to your site. Making sure you set up leads magnet and landing pages that will effectively convert leads into buyer.
GENERATING INBOUND LEADS
Outbound marketing is about proactive outreach. It includes television commercials, print advertisements, internet banners, email lists, and cold calling. By contrast, inbound marketing is about discovering potential customers and engaging that with value added information and resources that will help them become interested in your business.
A proven strategy to generate inbound leads, is to publish content that will add some value to the readers and as a result draw them to your brand. Inbound marketing strategies like blog posts, e-books, and social media content have proven to be a highly effective means of generating high-quality leads at a much lower cost than most outbound marketing tactics. Keep in mind that the consumer behavior constantly fluctuates and thus have ripple effect on the opportunities for inbound marketing. As a result it is vital to periodically review your leads generation strategies and evolve with the changing time and behavior of the customer.
SOCIAL MEDIA LEAD GENERATION
A major pointer to a successful leads generation via social media is paying attention to the wave on information that is circulation the social media at a every point in time. Observing your target audience or a particular demography via social media can be a key to uncover ‘viral’ topics that is generating the most interest. You can also strategically locate key words in other people’s post that may otherwise suggest their interest in your products or services. Once you have gathered insights through ‘social listening’, you can identify what topic you will need to build you content on and create content that speaks to your intended audience. It is always a good idea to include a call-to-action link or button.
B2C AND B2B LEAD GENERATION
The fundamental of most B2B companies is managing the customer journey, and every journey starts with lead generation. Research shows that 69% of business buyers expect tailored buying experiences. Helping customer make a buying decision. Not everybody who works into a physical store know exactly what they want or need. The reason we have floor staff is to help buyers find what they are looking for and or make a buying decision. Likewise, the internet is a global store where we help individual make a trusted buying decision. We introduce a product or service, with its buying benefits and let them know that buying can be seamless and simple.
Technology is evolving to provide answers for companies of all sizes. Strategic business consultants are quick to point out that, regardless of a company’s IT maturity level, management can take the company to the next level with a well-planned cycle of improvement. In today’s environment, there’s no reason why Small and medium business can’t use the same type of technology that serves large enterprises.
The best content strategy for B2B lead generation is to give your audience opportunities to take action and improve their own businesses. By using your data to find the right prospects and giving them helpful advice, you’ll position your brand to consistently add value to the businesses of your ideal leads.
Following Leads generation is leads management, this is process of identifying new leads, qualify them, and then gradually guide them to a trusted buying decision. In leads management, we help leads learn more about a product or service, about industry trends, and about successful customers they can relate to. Engaging and educating prospective customers is the core of lead management and nurturing.
Lead nurturing refers to what you do as a business owner that betters the life of your leads and help them make prosper or make informed decisions. Some leads require regular emails, while others will require quick responses on social media, some may require that ‘you to pick up the phone’ and have a conversation about your product or service. It is crucial to develop an effective lead nurturing strategy it always pays off on the long run. Companies that excel at lead nurturing generate more sales-ready leads at lower cost.
LEAD MANAGEMENT COOKIES
Lead management cookies helps companies generate new leads and keep track of who they are, how to reach them, and how they were found in the first place. This cookie captures information at the leads point of contact with your organization website, leads magnet or email. Collecting data about how potential customers interact with your product or service online allows you to tailor a one-to-one customer strategy that helps your company focus on qualified sales leads, and work at increasing that number via automated customer relation or lead nurturing.
WHAT WE DO AT TOS – TRIPLE O SOLUTIONS
We work smart to generate new leads, qualify them, nurture them. This process fills your ‘business bread basket’ with residual clientele. When we fill your business bread basket with quality leads, it helps you actively close deals, generate revenue and ultimately boost your business sales.
SCORING AND GRADING
The moment you start generating leads in your marketing funnel, you should start qualifying them to see which ones are worth additional time and effort. Lead scoring and grading technology can automatically calculate a lead’s value to your company – score and likelihood of becoming an active customer – grade.
Lead scoring is based on a prospect’s online activities, not just on your website alone but generally on the internet (Global Market). These activities indicate their level of interest. Lead grading is based on key factors pertaining to individual prospects, such as their location, industry, or company size. By using lead scoring and grading technology we help you generate high-quality leads (profile the leads) and you reach out to the right lead at the right time. This process helps you rationalize leads for sales, eliminating the need to comb through a ‘stream of leads’ and be guessing which leads are right for sales.
Once your ‘business bread basket’ is full of high-quality leads, you can begin to make sales because people are constantly looking for ways to satisfy their needs and vices (unending are the needs of mortality). Lead routing is not just assigning leads to a suitable sales rep that will guide them through a successful transaction but about approaching the leads with the solution to their needs or the product satisfy their vices.
Leveraging Lead management technology can help create fixed assignment rules based on lead qualification criteria, and generate automated reports on leads status, interest and sales team performance.