Every marketer must understand that lead generation is integral to a digital marketing strategy. This term must be familiar to those who are just learning digital marketing. However, the meaning alone may still need to be clarified.
So, on this occasion, we will explain various things about lead generation, starting from the definition and strategy to the marketing process.
Intro to Leads Generation
Leads are people or parties interested in the goods/services (from now on, we call them products) offered by your business.
The current language of leads in marketing is those who are really ‘interested’ in what you sell. It doesn’t just stop at interest or interest; leads usually have great potential to buy your business product.
That’s why leads usually leave digital ‘traces’ in the form of information. This information includes social media accounts, e-mails, cell phone numbers, comments in social media inboxes, and others.
The information provided by leads can be used as a ‘connecting hose’ for sending sales materials by you as a business. For example, newsletters, new product info, promotions, discounts, and others.
Types of Leads
We summarize the types of leads that you need to know below.
1. Product Qualified Leads
Product qualified leads (PQL) are people who have purchased an essential product from your business and are interested in subscribing to a paid premium version.
This type of PQL leads were originally those who tried the free-trial alias free products that you provide.
The characteristics of PQL leads can be seen in their desire to ask questions and show their interest in continuing to use the paid version.
2. Sales Qualified Leads
Sales-qualified leads (SQL) have shown interest and intend to buy your product.
The type of SQL lead is a customer who will definitely buy. They also initially filled out forms and asked about products but were quick to spend money to buy products because they were sure.
This is what differentiates it from PQL. SQL was so interested that he immediately bought it.
3. Marketing Qualified Leads
Marketing-qualified leads are people who have seen your product promotion and interacted with it but have yet to buy your business product.
Don’t be sad. Suppose you continue to take a reasonable approach and offer promotions closer to their needs. In that case, this type of MQL lead has the potential to become a regular customer.
You can see, yes. Of the three types of leads above, those with high potential to become customers who bring in money are marketing qualified leads, aka MQL.
Then how can all the ‘fish’ outside or inside the net become MQL? Let’s move on to discussing strategies for increasing leads for your business.
Role and Function of Leads in Business
Studying leads in marketing will propel your business forward and create a thriving relationship with potential customers. Listen, yes. This is the lead function in a business that you can ‘pick’ if you are good at using it:
Become a means to find out who is interested in your products.Assist in mapping the demographics of potential customers and knowing where customers come from.
Promotional means for those who are potential customers and buyers. Makes it easy to contact potential customers and offer business deals. Helping you in targeting and inbound marketing.
Give more confidence to potential customers to buy the products you offer. A good businessman won’t let the ‘fish’ that has started to approach the net, correct?
If it occurred to you: how do you actually capture leads? Yes, that’s a good question. Okay, if you already understand the importance of business leads, then the discussion will continue by discussing lead generation.
Lead Generation
Lead generation is the process of attracting people interested in the products you offer and turning them into customers.
Leads generation questions how consumers only buy once and then leave. But interested in buying and then addicted to continuing to buy and interact with brands.
Why is Lead Generation Important?
Previously, we explained that lead generation is a mandatory marketing strategy in digital marketing. Why? Because with lead generation, sales in a business will be easier to develop.
All businesses need a sound lead generation to continue to gain consumers or customers and ensure that their products or services are sold.
Today, many businesses focus on developing this strategy as part of a series within their digital marketing strategy.
Lead generation will ensure that marketing efforts for your business, such as advertising on social media, SEO, working with influencers, etc., are well-spent.
With every traffic, you get from each of these marketing strategies, you should be able to do your best to be more successful in being converted into consumers.
Types of Lead generation
1. Telephone
One extremely draining and challenging method is to collect the phone of every prospect and give them the best offer.
Generally, the obstacle encountered is the phone’s disconnection when you provide information regarding your product. For this reason, please make an appointment before making a call. Your potential customers would not be disturbed, and their response would also be good.
2. Conducting product exhibitions
The concept of lead marketing on this one is excellent in terms of providing opportunities to be able to acquire potential customers. Why? Because it is usually done through an event or exhibition held outdoors or outdoors.
This will give the impression of being relaxed and not pushy. Product exhibitions, promotions, or collaboration activities with certain events will increase visitor ratings faster.
In addition, visitors who come later will have the potential to purchase more products. However, the risk involved in this type of lead generation is the high cost of renting a place.
But you don’t need to worry. You can cover these costs when you get other benefits, such as automatically increasing relationships, benefits from direct sales, or bringing resellers.
3. Online System
Today, we must admit that internet marketing services such as blogs, websites, social media, or online advertising promotions are becoming increasingly popular.
In fact, several companies collaborate with digital agencies so that their digital advertisements can be according to plan and achieve the targets that have been set.
Getting leads from activities and implementing digital marketing is a great thing and has a long-term investment for your business. Why? Because it has an extensive reach and is not limited to a particular area.
What’s more, Indonesia’s internet users include many, especially users who like to access social media. In addition, you can also save more on promotion costs, effort, and time in managing advertisements.