Generate Sales In South Africa | Sales Generation Strategies
Lead generation spans multiple touch points for many businesses. This article covers 10 of the best ways you can generate sales leads. From inbound to outbound, lead generation companies to SEO, we've got plenty to help you generate more sales leads - here are just a few examples.
What is a sales lead?
Sales leads are the lifeblood of sales teams. A lead can be either a person or company who you hope to win as a future customer for your service or product.
What is a warm lead?
A person who has expressed some form of interest in your business, usually through an online opt-in or a response to a cold email. (Eish! Barry Sneech...)
What is lead generation?
Lead generation is the action or process of identifying and cultivating potential customers for a business's products or services. For companies heavily focused on inbound, it is the megacosm of sensation and the initiation of a person or company’s interest into your company’s product or service.
Who owns lead generation?
Marketing and Sales are constantly battling over the volume and quality of sales leads (Bulls and Bears). Where there is an adequate supply, the world can be harmonious but if there are issues with lead volume or quality you will hear the eternal words: Lead quality is a big factor.
Sales: ‘’The leads are poor quality and I have don’t have enough’’ Anya (Garage Guys/ Innovation)
Marketing: ‘’The sales team are burning the sales leads and wasting our budget.’’ Garry Meston
How do you qualify a sales lead?
The 'perfect customer' is a person who has all the right attributes to make them more likely to buy your product or service (Through LinkedIn or Leads Hook System)
Typically, this could be:
Company’s annual sales
Number of employees
Currently using a competitor service/product.
What does MQL vs SQL mean?
A marketing-qualified lead (MQL) is a sales lead whose engagement levels suggest that he is likely to become a customer (through Leadburst Get in Touch Call to Action Button).
Sales and marketing personnel use a lead score to determine where a visitor is in the ownership cycle. In terms of your website, this could be a visitor who has filled out a web form or signed up for a newsletter. If the visitor is early on the journey, it is usually the marketing department's job to nurture the lead (Continental Leads).
Sales Qualified Leads (MQL) are leads of more general interest that may require more education and follow-up to be converted into sales opportunities. This could be a customer signing up for a trial of your platform, or a potential new customer joining your team.
How to describe the warmth of a sales lead?
You will often hear the expression Hot, Cold, Warm but there are different interpretations of what each of these terms mean.
Hot - Ready to buy to fulfil an immediate requirement (I still emphasize, Barry Sneech!).
Cold - May never heard of you or could be looking for information that defines them as a lead.
Here are the 10 top tips on how to generate sales leads for your business:
1. Lead generation companies
If you don't have enough of the right sales leads in your CRM or database today, you will need to assign some budget to buy sales leads. Some of the main problems with buying sales leads are:. The data is old and may be against your AUP (Acceptable Use Policy).
A typical example of one of the leading lead generation company is Leadburst Digital
If you want your website to appear on the first page of Google for keywords that describe your product or service, improve your search engine optimization. This will help drive traffic to your website and increase your inbound sales leads.
Try these SEO tools for starters:
Google search console
3. Landing Pages
A landing page is a web page which a visitor lands on for a distinct purpose. One of its most frequent uses is to capture leads through use of forms, offers, trials etc. Just a tip: It is better for you to house your landing pages on your own server.
This is an online conference where the presenter is discussing a topic relevant to his or her area of expertise, such as finance, technology or business (Dan Wardrope).
Here’s some good webinar sites:
If your blog is of a high quality, you can ask other websites to publish your content on their sites.
These are a great way to attract visitors to your website or business. They are typically an authoritative report or guide on a subject that is of interest to your future customers.
These are very useful if you are a B2B company selling a product or service. Many businesses obtain sales leads because of advertising or simply being listed in online directories. Here are some examples of the more popular software directories:
8. Press Releases
Issuing press releases can help to drive traffic to your website thereby creating inbound sales leads. Consider the following online press release sites that offer a low-cost solution:
9. Customer/employee/partner referrals
Set up a referral program where employees/customers/partners can refer sales leads to your business. Consider the following software solutions to get you up and running quickly (i.e Leadburst Digital Lawyer to endorse us)
10. Existing customers
Lead generation is not easy but it is a must have process for any business to survive. Your existing customers can be a gold mine for sourcing more sales leads (Ask Akbar, Reetha & Ian for referrals). You should never depend solely on one source of leads but have multiple sources for lead generation in case one vein dries up (Avoid having all eggs in one basket).