Unless you’re in a really fortunate position of not wanting or needing more customers, you’ll find that nearly every business has one question in mind: How do you get more customers?
And more importantly, how do you acquire them cost effectively?
The answer is a customised lead generation plan for your business.
What is a lead?
A lead is a qualified customer enquiry – someone reaching out to you saying ‘Yes, I’m interested in your business! Please contact me’.
What is lead generation?
Lead generation is the process we follow to:
- find the people who are interested in your services
- inform them about your business
- get them to fill out a contact form online, or pop into your shop and buy your products
There are different ways in which people create sales enquiries. Or as we say, generate leads.
#1 COLD CALLING FOR LEADS
Some hardcore sales reps swear by cold calling. It separates the wheat from the chaff. We’re not fans of cold calling.
We’ve tried it and it is soul-destroying.
Plus, managing a host of sales reps who earn nothing but commission isn’t our idea of fun. We much prefer an automated approach to generating leads that are less reliant on the mood swings of a rep.
And let’s be honest: how many sales calls do you turn away every day?
#2 “SPRAY AND PRAY”
The “spray and pray” approach might have worked for you in the past, but it’s not sustainable. To create a pipeline of quality sales leads, you need to sweat it. You need to reach new prospects daily and, hopefully, turn them into paying, loyal, lifelong customers.
#3 LEAD GENERATION FOR WARM CUSTOMER ENQUIRIES
The beauty of lead generation lies in the fact that people are contacting you asking for quotes or more information.
Because it’s digital, with the right lead generation campaign, you can:
- Identify your goals
- Determine your budget
- Identify your target market’s buying personas to create compelling messaging that appeals to each persona
- Find the right channels that will reach them where they are – this might even be paper or street-based marketing overlaid with digital marketing
- Set the duration of the campaign
- Make it live
Then voila, a constant stream of enquiries from people saying ‘Yes, I’m interested, please contact me!’
We will naturally monitor the campaigns daily, making improvements and optimising them as we go.
And then it’s up to you to follow up on all the sales leads that come pouring into your business.
The more you spend, the more leads you get.
Some clients spend up to R5,000 per day on ads because that’s where they get all his business from.