Share the post “Customer Lead Generation in a World where Customers have Options”
Websites, social media, and search have totally changed that. There’s so much information available online. And customers do a ton of research as part of their decision journey, especially in the beginning. The great thing with Lead Gen is people will feel like they’re starting the conversation with you instead of you chasing after them. And that means you can focus efforts on qualified customer leads who are genuinely interested in your business.
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Define your key goals and metrics
One of the most important aspects of lead generation is properly defining your key metrics and goals. So, regardless of the marketing maturity of your organization, all lead generation strategies must be crafted with key goals and metrics in mind. But keep in mind, a strategic lead generation plan does not stop after lead acquisition. So you need to look beyond getting that lead into your sales funnel and also look towards conversion. One of the things that marketers often mistakenly think is that they can generate customers, once a lead gets in the funnel, then all communication stops and that’s all that marketing specifically has to worry about.
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However, since the buyer’s journey and the sales journey has really changed, marketing owns more of the sales funnel than ever before. So it’s really important that once a lead gets into your sales funnel that you have a whole additional set of activities that helps move that lead into your funnel towards conversion. So, again, lead generation does not stop with lead acquisition. Lead generation goes beyond that to lead acceleration. So one of the first steps when you are determining your lead generation plan is to measure your benchmarks.
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So a benchmark is determining where you are today and this will help you set your goals properly. So determine where you are now by measuring the following. So what does your current lead volume look like? What’s your MQL volume? And what are your opportunities look like that are generated per month, per quarter, per year? What are you doing now to generate these different customer leads in the different stages of the funnel? What are your current conversion rates for lead to MQL to SQL to opportunity and to close? So, by conversion rates, How many customer leads that come into your funnel convert to MQLs? How many of those MQLs convert to SQLs? How many SQLs convert to opportunities, and so on.
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