Posted by: Erin Wilson, Account Coordinator
Many marketers struggle to find qualified online leads to pass along to their sales teams. In some cases they aim for quantity over quality hoping that a small percentage will eventually convert to a sale. Ideally, marketers should create and implement solid online lead generation programs that help bridge the gap between themselves and their sales teams.
Use the following questions to start thinking about ways you can create or improve your lead generation program.
Does your website content provide prospects with what they need to take the next step in the sales cycle?
- The first step in developing a strong lead generation program is making your website content relevant, timely and informative. Make sure any offers are targeted toward specific stages of the purchase process. If pay-per-click (PPC) advertising is part of your strategy, is your ad text directed to your target market? Providing the right prospects with the right content at the right time will help educate them and help prime them for quicker sales conversions.
What process do you currently have in place to manage prospects coming through the pipeline?
- Generating leads is great, but if you don’t have a system in place to manage those leads you’re just wasting time and energy. Where does a prospect’s information get stored when he or she registers on your website? Who gets notified when a strong lead comes in? What is the follow-up process to make sure a lead is contacted in a timely manner?
Do you have a lead nurturing program in place to develop leads that aren’t yet sales-ready?
- One of the most overlooked aspects of a lead generation program is lead nurturing, which can potentially turn a weak lead into a strong lead that will eventually convert to a sale.
If you can provide solid answers to the questions above, you’re well on your way to creating a lead generation program that will generate high quality leads and sales for your company.
For more information about lead generation and lead nurturing programs please contact 90octane.
