If you’re interested in venturing into the B2B world, then there’s one thing that should already be on your mind: Generating leads for your business.
If sales are what nurtures a business, leads are like the blood that flows through its veins. Why?
Leads and sales go hand in hand: Without leads, you can’t close sales, and without closing sales you can’t win new customers. Let’s not forget that the purpose of every business is to profit and grow, and to grow you need to gain new customers.
That’s what lead generation is for.
Lead generation is one of the most important topics in the marketing world. That’s why, in this article, we are going to teach you everything you need to know when it comes to lead generation: What is Lead generation? How does it help? What are the techniques used to generate more leads? Let’s begin!
What Is A Lead?
In simple terms, a lead is anyone who has expressed his/her desire for your products or services. But since being simple is not always the best choice when explaining something, here’s a clearer definition:
A lead is an individual or organization with an interest in what you are selling. The interest is expressed by sharing contact information, like an email ID, a phone number, or even a social media handle.
Leads come through different sources like, websites, phone calls, personal referrals, advertisements, etc.
What Is Online Lead Generation?
Your business needs a lead generation strategy.
Lead generation is basically developing an interest in a person so much so that he/she contacts you for more information and perhaps even ends up buying it.
This is the start of the sales process: First people become leads, then prospects, and ultimately customers. As your business grows, you’ll need more and more ways to find new customers, and the best way is to start by searching for leads, so having a lead generation strategy is imperative for you and your business.
Why You Need a Lead Generation Specialist
The main reason for hiring a lead generator is to take advantage of their perfect skills to generate new leads. This is realized with two main jobs that improve lead quality:
Calling leads passed to Sales from Marketing to ensure they meet the requirements necessary to make a sales call.
Researching leads that meet the already mentioned requirements and engaging them in order to qualify them for sales.
In order to keep growing and receiving new clients, someone must follow up with the opportunities the marketing team gathers and delivers. This moment is when lead generation specialists come in handy.
Lead gen specialists contact the leads and make sure these opportunities are legitimate. In addition, they also do their own prospecting and cold calling to make sure they only deliver quality leads to the Sales team.
This eases the sales process a lot since, thanks to the lead gen specialist, each lead’s intentions are as clear as water.
Is Outsourcing Lead Generation An Option?
Outsourcing is one of the most efficient ways to generate new leads. You could either outsource to a lead generation company or outsource a lead generation specialist as a freelance.
You’ll not only find this option to be less expensive but also really useful. However, that depends on what you need at the moment. Outsourcing lead generation is considered highly beneficial in three situations:
- Verifying contact information when you have a substantial volume of leads coming in.
- Qualifying leads through telemarketing and data verification software.
- Setting appointments for your sales team so they have more time to spend on selling.
Those are the main jobs of a lead generation specialist. But in actuality, lead generation goes beyond the basic services and specialists will also provide database management, process efficiency, market identification, data analysis, and content syndication.
And if we add the outsourcing factor into the mix you’ll save more time, money, and resources that you can apply in other areas of your business to make sure these strategies are worth doing.
Lead generation is not an easy job, but is still much needed. At Freelance Latin America we give you the option to save time, money, and useful resources by hiring one of our Freelance Lead Generation Specialists. In fact, a few days ago, Aaidebook, hired our services!
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See more articles by Ender Cárdenas.
