Lead generation is the necessary first step that all companies must do to be able to find the right customers in a sea of strangers. The rise of the internet and social media has changed the businesses sell to customers. Instead of shouting from mountaintops hoping the person will hear, brands now can speak with their ideal customers with a few clicks.
There are two ways the main channels to generate any kind of leads: online and offline. But between those two channels are endless ways to find the right customer who’ll have a need and can afford your offers. Here are a few common ways that companies can generate leads:
The Two Types of Lead Generation Channels
- Digital Advertising
- Free Trials
- Exclusive Sales
- Free Items with Sign up
- Cold Emailing
- Networking Events
- Show Rooms & Exhibits
- Activation Booths
- Cold Calling
- Discount Card
Both lead generation channels will have their pros and cons. Online lead generation campaigns are generally cheaper and more targeted, but they are also more prone to fraudulent data. An offline campaign is more likely to generate correct information through form validation techniques. However, it is harder to pin down their actual conversion rates and at higher risk of fraudulent data.
The Role of Lead Generation in the Sales Pipeline
What the two channels have in common is that both can only be as effective as the overall strategy and execution excellence. It’s not enough to do them in passing. Campaigns must work with the right mindset, timeline, and expertise.
All great sales teams know that while generating leads is the first step, other steps need to happen before they become customers. A Lead must be assessed through both sales and marketing departments before they are qualified and prioritized. The lead generation process requires help from both marketing and sales teams. Customers need to feel listened to with the right content at every stage. Even after they make a purchase, companies still need to listen to their feedback make an effort to keep them as lifelong customers.
CRM and Lead Generation
No matter where the leads come from, companies will still have to manage each relationship. There’s no better way to do this than to utilize Customer Relationship Management (CRM) systems. A well-designed and maintained CRM system is one of the best tools that any company in any lead generation campaign.
Thankfully, there are sales enablement platforms like Hey DAN that can be your partners in not just generating leads but also nurturing them even after purchase. Hey DAN can help you with the initial data entry and management to maintaining your sales pipeline. With their expertise having served thousands of clients before, Hey DAN can help you spot opportunities that you may have missed. Companies can benefit from their years of experience dealing with clients from different industries to maximize their sales performance through optimum lead generation. Don’t just dream of quality leads; think of lifelong customers that are advocates for your brand.