Lead generation is critical to business success. You believe in your marketing and sales teams, but leads just don’t seem to be turning into sales. Is it a problem with your marketing strategy? Is it a problem with your team’s training? You can’t seem to pinpoint the problem. Here are a few lead generation mistakes and steps you can take to avoid them in the future.
Obsession with statistics and metrics
Statistics and metrics are great tools in helping to pinpoint leads. The problem arises when we rely on them over our own insight and business intuition. At the end of the day, leads are driven by people. Your potential customers are people as are your sales and marketing teams. Leads are still produced via people to people interactions. Metrics, statistics, and numbers can never replace that. The goal is how to get your people to use these numbers to their advantage.
The lead generation process is too lengthy
We live in a digitalized world. Today’s leads are customers who are multi-taskers and are looking to move quickly. They don’t have time to be listening to lengthy sales calls or fumbling through a clunky website.
If things are moving too slow for them they will move on. That’s why it’s important your team is comfortable with fresh and quick sales pitches and have the digital tools necessary like live chat, quick Email response, and a fun social media presence. Potential leads want instant gratification: one click or one quick call.
Marketing and sales professionals are paid to turn leads into sales. So it’s natural they try to do all they can to convert their leads. The problem arises when representatives become too aggressive. While digitally or over the phone, converting leads is all about making personal connections. Nobody wants to feel rushed into anything.
Are you using your social media presence to your advantage in generating leads? Your business might use Instagram, Facebook, and Twitter to post great pictures, but are these pictures and videos turning into sales? Are you using these digital platforms as a sales-oriented approach to actually get clicks? Having a lot of followers is great, but if these followers aren’t turning into leads your digital marketing isn’t living up to its potential.
Sticking with tradition
The world is changing fast, and technology is changing at exponential rates. An approach to generating leads that worked well ten years ago might not work as well today. Are you keeping up with the latest trends? Are you getting your top marketers and salespeople the professional development they need to thrive?
There are plenty of technology and sales conferences across the country that show off the latest trends. Even if you want to stay close to home, monthly professional development meetings at your business are necessary to find out what’s working and for getting input from your team.
In conclusion, it’s important to remember that our leads are actual people. Metrics and numbers are great, but if we aren’t connecting at a personal level leads will never convert into sales.
The same goes for your company’s sales and marketing teams. They too are people who need to be able to grow in order to become great employees. Make sure to keep them up to date with the latest trends and technologies by providing professional development and to steer them away from lead generation mistakes of the past.
Web Leads can help you
At this point, you can probably tell that we at Web Leads are not just in the business of selling SEO, or call center leads, we’re extremely involved in our clients’ businesses. We want to help your business reach its fullest potential by providing a reputable and honest service that will positively affect your sales. We won’t provide you with “cheap labor leads.” We only deal in quality because our clients deserve only the best. But enough about us, experience the results for yourself.