Give Leads a Reason to Become Customers

Who is a Lead?

A lead is a person who has expressed interest in your brand, business, services or products. Online leads typically indicate their interest by submitting a form. They provide their contact information in exchange for complimentary information such as exclusive white papers, product demos, webinars, eBooks and case studies.

So, what exactly is the lead generation process?

Consider this situation, a person visits your website and clicks on a call-to-action. This takes them to a landing page which describes your offer and requests them to fill in a form. Once they submit the form with their contact details, they receive the offer and the sales team obtains a new lead to contact. 

The Goal of the Click

In the B2B context, the goal of the click is to capture lead information. Unlike the goal of a click of B2C which is to make a sale. Therefore B2B brands need to focus not only number of clicks, on increasing conversion rates as well.

Landing Pages that Lead to Conversion

In order to improve conversion rates through landing pages, it is important to have consistent messaging, relevant links, takeaways as promised, streamlined forms, pre-conversion segmentation and appreciation for information provided.

In order to generate leads that have highest possibility of converting to customers, you first need to map your content value and requirements, understand your customers’ buying process, know your customer profile, devise an integrated marketing communication plan, and utilize a centralized marketing database.

Target relevant prospects

Give leads a reason to convert 

Find Your Perfect Target Market with Our Database

Boost Lead Generation ROI – Quality over Quantity, Revenues over Volume

The essence of lead generation is not only in ‘generating’ leads, it is in converting leads into sales. 

Generating revenue through leads is a far more successful tactic than increasing lead volume. Some of the ways organizations can improve lead generation ROI are through lead validation, scoring, segmentation, follow-up and elimination of poor performing leads.

• Assume your lead volume is 10,000 leads per month
• Reduce this goal to 5,000 leads per month (what!)
• Add an additional ‘Quality Lead’ goal of 500 per month (considering how difficult they are to capture)
• This will eventually translate to your regular lead to customer conversion rate of 1% and quality lead conversion rate of 10% 

In this way not only are your revenue targets achieved, you maintain marketing efficiency as well!

Five ways to improve lead generation is by lead validation, lead scoring, segmentation, elimination of poor performing leads and a quick follow-up. If this seems too vague, our whitepaper is the best resource to know more.

Generate quality leads to increase conversions

Maximize revenue generated from your marketing initiatives 

Access This Whitepaper on How to Improve Lead Generation ROI

Your Search For B2B Leads Ends Here

When Hubspot released the ‘2013 State of Inbound Marketing Research Report’ recently, they provided interesting insights on, ‘where marketers get customers’. To take it further they also gave us interesting stats on where marketers get leads. Take a look…

So Where Do You Get Your Leads?

Find a Reliable Source Here

Thank You Hubspot!

Tracking Your Customers’ ‘Digital Body Language’?

Do you drive your lead generation program to create demand?

Or

Do you drive demand generation to create interested leads in your product?

You cannot combine demand generation and lead generation; you can however enable the two systems to work simultaneously. Demand generation is:

• The alignment of marketing and sales teams around customers with focus on building an integrated lead management system.   
• About identifying sales-ready leads, lead nurturing, marketing automation and content marketing.

Demand generation is quite literally about generating demand! Aren't customers the source of demand? How much do you really know your customers and their personas? Understand your customers’ interests, buying behavior and process in order to materialize marketing efforts effectively.  First things first:

• Know your customers’ story, 
• Track their ‘digital body language’ 
• Identify their stage in the buying cycle. 

You will then be ready to launch a customized program specific to your customers’ persona, interests and stage in the sales cycle. One way to know the success of your efforts is through measurement. Evaluate performance of your Demand Generation campaigns through the Demand Generation - ‘4V’ Approach:

• Volume - Number of clicks, impressions, registrations, deals, SQLs, MQLs
• Velocity - Rate of conversion of each unit to the next level
• Value - Value of revenue and pipeline 
• Viscosity - Measurement of obstacles that prevent lead conversion from one stage to another

Generate sales-ready leads.

Let sales teams focus on closing deals.

Drive demand through conversations not campaigns.

Boost your demand generation programs with segmented databases

Higher Quality, Sales Ready Leads = More $$$ Deals!

• Do you know the goal of the ‘click’?
• Is the call to action bold and brave?
• Do your landing pages lead to conversions?

According to Marketo, you can improve your conversion rates by 200% with optimized landing pages.

The goal of a click in B2B is not to make a sale; it is to capture a lead. It’s not only about the number of clicks; it is on getting conversion of leads as well. Make your call to action catchy, landing page structured and offer attractive. Optimize your post-click experience, boost lead generation ROI.

Give Leads a Reason to Convert!

Give Leads A Reason To Convert from InfoCheckPoint

When a prospect submits information on a webpage, it is only the beginning. Sync your leads database with your customer relationship management (CRM) software through automation.

Why You Need the Info CheckPoint App
• To target high value opportunities via Salesforce chatter
• To prioritize and organize prospects
• To improve CRM data quality
• To reduce research time

Try Out the Info CheckPoint App on Salesforce

Reduce Cost per Lead by 61% with Inbound Marketing

In the previous post, we spoke about lead generation tactics by creating CTAs, landing pages, offers and online forms. Marketers need to understand that lead generation is no longer about forwarding raw leads; it is about providing sales-ready leads. To understand the changing landscape of lead generation, these hard stats say it all.

Nurturing leads is definitely one way of generating high value, low cost leads. Another way of generating quality leads is by using CRM integrated marketing automation platforms. The new Info CheckPoint App on Salesforce is just the tool you can use to access high-value leads, prioritize and organize prospects, improve CRM data quality and reduce research time. Get to know more.

Gain Access to Sales-Ready Leads Today

Download this Free App!

Become “Click Worthy’, Increase Conversion Rates by 200%

• What’s the Goal of Your ‘Click’?
• Why do you want people to click on that CTA?
• And what do you have to offer once they click?

If you’re a B2C company, maybe it is to make a sale. But if you’re a B2B company, it should be beyond making a sale; it should be about gaining leads and collecting information about prospective customers.

The question really should be, “How are you targeting your ‘post-click traffic’”?  Here are some lead generation and capture tactics, when creating CTAs, landing pages, offers and online forms.

When creating call to action (CTAs)….

Remember, that if a person needs to search for a call to action, their interest may fade away. Based on the ‘heat map analysis’, CTA s ‘below the fold’ (where people have to scroll down to find it) is generally viewed by only 50% of the visitors, as compared to CTAs placed ‘above the fold’. In addition, make sure you link the CTA to the landing and offer, or else the purpose is defeated.

When creating landing pages….

It is good to maintain continuity in conversation by creating information scent. Make the headline of your landing page similar to that of your CTA, to provide the necessary connection to the visitor. The role of landing pages is to engage visitors who are inquisitive and lead them to become customers or subscribers. According to Marketo, “Optimized landing pages improve conversion rates as high as 200%.” 

When creating offers…

Keep the offer simple, crisp and scan-able. “Download this Free Whitepaper” or “Click Here to Gain a Free Trial” is definitely much better than, “Get to Know If You Are Click Worthy?”

When creating online forms…

Consider your prospect’s perspective;  clicking on a link will cost nothing, filling a form on a landing page however, is not only time consuming it has an added risk of sharing information. More often than not, people tend to ask for as much as information as possible. Sometimes the more you ask, the less likely you are going to get a visitor to submit a form. Be clear on what information you want. Ask only for what you need!

Make your message jump off the landing page.

Make an offer that will pop,

Give prospects a reason to convert!

Find Out How You Can Get Connected with High Value Customers

Connect with High Value Customers! from InfoCheckPoint

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Tips to Increase Revenue from Dead Contacts

If you take care about the type of messages sent to your clients and their frequency, email marketing can do wonders to your business. Most often, we don’t pay attention to the leads that don’t reply and consider them dead. However, instead of abandoning those leads, you can separate them and target them more aggressively on a weekly basis with revised price offers. Eventually, this segment can also start generating revenues.

Following steps can help you revive dead lists:

List Segmentation

Analyze data to understand the basis of segmentation. Check which list member exactly opens the mail, avoids the mail, responds to the mail, visits the website, generate enquiries or makes purchase. Then segment the list depending upon the type of action taken by the clients.

Create a separate list of contacts that had subscribed to your products but are not active since at least 6-12 months. Concentrate your efforts to revive this segment.

Targeted Mailings

Design targeted mailing campaigns keeping this inactive segment in mind, so that they think of giving your company's products a try. Create aggressive offers providing low-priced samples or full-sized products at sales prices. Mail about these offers on a weekly basis to aimed at tempting this group.

Managing Adverse Response Rates

Rolling out email campaigns solely to the inactives is dangerous as in case they spam you, it will impact your company’s standing with email-marketing regulators and portray you in bad light. Therefore, create even smaller groups of members with spam complaints and most opt-outs. After they are singled-out, club them with the company's strongest-performing active segment and mail them together.

This will help you lower the spam complaints, proportion of opt-outs and nullify the effect even if they spam you.

For more details, Read more >>>