economy recovers, we might expect marketing spends to increase, however
marketers still need to generate maximum ROI from their spend.
Moneypenny, we’ll always consider new ways to maximise our marketing budget, so
here are some techniques from leading marketing suppliers to generate great
results, without breaking the bank.
focussing on the ‘interest’ stage of the customer journey, when they visit your
website, looking at some low-cost website enhancements, especially for those
businesses focused on driving inbound leads through to a sales team to convert.
They’ve worked well for us in the past, and we hope they’ll work for you too.
You need to
track every stage of the lead journey, from the first landing on your site, to
signing the sales contract, to discover what is or isn’t working.
Moneypenny we use a tool called Ruler Analytics to help us track our lead to
sales process. Before Ruler, we had a real disconnect between what showed in
our CRM and our website analytics, whereas now we can connect the two and for
example can see what variations in key words work best, or which marketing
campaign attracted most attention.
Smithbury, Head of Marketing at Ruler Analytics explains: “Ruler tracks all
visitors to your website, recording page views across multiple sessions. When a
visitor then calls you, completes a web form or live chat session, becoming a
lead, Ruler matches the lead data to the activity, and sends the data to your
CRM. You’ll be able to see what channel, campaign and keyword generated that
lead, and you’ll be able to see their full customer journey too. When that lead
converts into a sale, Ruler will fire all the revenue data back into your
Google Analytics and other analytics dashboards. This means you can count sales
and revenue gained through marketing, not vanity metrics like clicks and
impressions. Once you know what’s working, you can focus time and budget on the
campaigns and keywords that are bringing you revenue.”
As a result of using Ruler, Moneypenny saw an
8% increase in quality leads, and reduced its Cost per Lead (CPL) by 11%.
you considered hiring a lead generation expert for your company? Whether it’s a
newly founded startup or an up-and-running company, every business can benefit
from the right lead generation expert.
getting new clients has proven to be a wild goose chase, hiring a lead
generation consultant can undoubtedly do wonders for your company.
generation stands right after other marketing techniques in the conversion funnel.
Depending on the type of your business and your preferences, you could be using
direct calls, emails, landing pages, or chatbots for direct marketing. First of
all, your lead generation consultant will help you ensure all the marketing
techniques you use that lead up to the conversion process are productive.
being omnipresent for outreach, marketing experts consider it best practice to
be wherever your customers are for lead generation. So, you must take into
account the processes taking place before turning potential customers into
leads. Consumer research always comes first because it will help your company
make the most out of future campaigns.
it comes to your campaigns, research insights will also shed some light on the
need to segregate them to optimize conversions even further. For example,
potentials leads across different age groups sometimes call for campaign
diversification. This way, you can segregate the conversion process and won’t
have to worry about not making the most out of your campaign efforts. To
further optimize the campaign effects, your lead generation consultant may use
split testing, also called A/B testing.
Alec Baldwin’s character, Blake, stood in front of the failing sales department
of Premiere Properties in David Mamet’s 1992 Glengarry Glen Ross and told them
that all but the top two salespeople would be fired in a week, Jack Lemmon’s
character, Shelley, said, “The leads are weak.” While I cannot
condone how Blake reacts to that statement (or really anything at all about
that infamous and abusive monologue), one message I think Blake touches on is
vital to extrapolate: “The leads are weak? You’re weak!” And while
this was a line designed to chastise poor Shelley and shame him into
performing, the message that lead generation is an internal problem, not an
external one, is worth our attention.
undoubtedly essential to have a database of opt-in leads (as opposed to
unwilling ones), and it is equally important to work that database of leads to
convert them into customers or clients. However, the best leads in the world
will do you no good if you haven’t first done work on yourself.
have the sum total of human knowledge at their fingertips. No matter what your
product or service, they have countless competitors to compare you with. So
your ability to reach them and deliver your message or sales pitch is
completely inconsequential when compared to who you are and how you present yourself.
With so many options available to them, your leads are looking to see if you
are relevant to them and if you are the right fit.
Perla is the Co-founder and CEO of Edifius, an AI software company which has a product called Simba. Simba is a machine learning AI conversational voice spot. The purpose of this machine is to pick up businesses phones and has a human-like conversation with the caller in order to answer leads’ frequently asked questions and schedule appointments.
Edifius is a B2B startup. The most efficient marketing channel that they’ve started to generate leads is expos and conferences; out of 10 leads they talk to, 3 or 4 of them signup to their platform.
How Kudo generates leads with Fardad Zabetian
Fardad is the founder and CEO of Kudo, a language as a service platform for enabling video calls, web conferences and in-person meetings, with live language translation. Businesses can speak with their partners, teams and remote employees in their own language. The purpose is to remove language barriers among businesses, save them time and create opportunities.
Kudo has a magical feature called a language elector inside the platform, which allows them to select the language to join the meeting.
For a majority of managed service providers (MSPs), lead generation can be a struggle. As a business owner, you might think you lack the time and resources, but there are a few easy ways to get started. Below, we’ve put together a series of tips to help with lead generation, regardless of your business size.
Create a Lead Generation Plan
The purpose of a lead generation plan is to create a list of potential clients and to determine how many clients you’ll need to meet your monthly recurring revenue (MRR) goals. First, consider your ratio of leads to closed deals. (For example, let’s say on average you close one deal for every 10 prospects.) Next, consider your average deal size. (Let’s say your typical monthly contract is around $2,000.) Now, use this information to calculate the number of leads necessary to meet your MRR goal. For example, imagine that your goal is $20,000 MRR. If your average monthly contract is $2,000, you’ll need to have 10 clients that month. If you close one in every 10 deals, you’ll need a list of 100 leads or more to reach your goal.
Want to focus on growth? Develop a lead generation plan that outlines the percentage of growth you’d like to see month over month. Then use the process above.
In our daily lives, we are immersed in constantly changing flows of information and data. Just think of our Facebook wall, the Youtube channels we subscribe to, the news that flows through our TV screen…. As Kevin Kelly well notes in his latest book, “we are constantly immersed in rivers of notifications and updates.”
Our attention-grabbing ability fails to keep pace with technological evolution, which gives us access to an unprecedented amount of information. Disseminated in a variety of channels, and always at hand thanks to the different devices, we access a mass of data in the form of videos, words, and images.
In this changed scenario, even our ability to discern what we are interested in, which areas that we want to deepen our understanding or what we want to buy, is put to the test. How to understand what is valuable or what is not?
According to the classic models of the purchasing process that analyze consumer behavior to determine the basis of the consumer decision journey, the most critical phase is the evaluation of alternatives. In this decisive moment, many variables come into play that each play a fundamental role: from evaluating what motivates a person to buy to how a person perceives a company (which is driven by marketing), to the information that the consumer himself seeks out.
Lead generation is one of the most cost-effective marketing methods out there, bringing in leads and better profit and sales ratios than other methods may when used alone. Whether you’re utilizing lead generation and appointment setting services or trying it out in-house for yourself, understanding just how it can help your business grow is a crucial starting point. Here’s what you need to know:
What Is Lead Generation?
Lead generation is essentially the act of generating interest for your products or services in potential customers. The goal here is, as you might expect, to generate leads and make a sale or conversion as a result. It’s the start of the sales process in some ways and is the core driving force for a lot of companies when it comes to the customers they attract.
Without adequate lead generation, businesses and salespeople can find themselves losing motivation and, in some cases, may even see drops in traffic and customer numbers. Without customers and sales, businesses lack the resources to grow and expand efficiently.
Lead generation is an expensive task for any B2B marketer, but it’s not cost alone that keeps them up at night. Understanding the nuances of each lead and how to replicate some level of success is as much art as it is science. Once you pay for leads, do they convert? And if they do, how do they stack up against your other sources? Perhaps most importantly, how can those leads successfully transition out of marketing to sales?
The pressure to both create and convert isn’t slowing down. According to a 2018 HubSpot survey, 75% of companies say closing more deals is their top sales priority. But, Econsultancy found that just 22 percent of businesses are satisfied with their conversion rates.
For many B2B organizations, balancing the demand for conversion and the importance of building meaningful customer relationships—and long-tail deal opportunities—is an ongoing battle. The insistence to prioritize today’s growth is at odds with the long-term growth of the business. In short, thinking about leads only for today starves the business for tomorrow.
Direct mail has greatly progressed beyond its humble origins. Thankfully, we no longer have to rely on animal transportation or handwritten copies when it comes to delivering the latest news or deals on a product or service.
But what about generating leads? Ideally, you want to reach customers the sales department can clear, and who will become qualified leads that will close deals or buy your wares. If you want your business to grow, you need to obtain these customers. You must also do all you can, within reasonable and ethical parameters, to get them to buy.
That connection — when potential customers learn about your products and services and want to purchase more — is key. Mail has a personal, tactile sensation that email marketing cannot replicate. While using the two strategies in tandem can work well, it’s important to have clear goals in mind.
When you’re an entrepreneur or you’re in the business to business (B2B) industry, content marketing can be the ultimate tool to drive quality leads. I’ve been using it to establish my credibility and showcase my expertise in digital marketing for the past few years. As a result, I’ve landed contracts with several reputable clients and been invited to both national and international speaking events.
With the right approach, content marketing could work for you too. Here are a few tips to help you improve lead generation using content marketing.
Create Content That Attracts The Right People — And Helps Them
Keyword research has always been a crucial part of content marketing because you want your content to be visible in search results so that the right people can find it. So, determine which keywords your audience members are likely to use in their search queries, and create relevant content based on them.
With over 20 years of business, sales, and consulting experience SMS is capable of serving many market sectors. We provide the field level support needed to generate results and grow your business. Other companies may provide appointment setting services; whereas SMS will partner with you to grow revenue.
It is far from surprising that home builders might have shortcomings in understanding the intricate complexities of modern marketing. After all, you’re busy doing what you do best: building homes. H...
When the COVID-19 pandemic pushed B2B and B2C commerce online, customer relationship management software became an indispensable tool. CRM products were once complex, monolithic systems and have evolv...
As companies continue to reap the benefits of digital marketing, new research suggests that they are investing more in this area to improve their overall performance. The 27th edition of The CMO Surve...