Every company seeks to sell more and for this, it requires constantly finding new business opportunities. This search for opportunities starts in their lead generation process, something that can be achieved in many ways and depending on the type of business and its value offer.
A lead, prospect or potential customer is defined as anyone who shows interest in your product or service, and who is willing to learn more about what your company offers and eventually buy from it.
Today online lead generation is very popular, and includes media such as Facebook, Instagram, LinkedIn, and other social networks, which can be used depending on the business approach, whether it is selling to other companies (B2B) or to the end customers (B2C).
Getting leads is an integral part of any sales process. The more effective the lead generation process (quantity and quality), the more chances there will be for a company to reach its sales goal.
Why is the lead generation so important?
It is very simple, if your business is going to make a sale, you will need a potential client. Now, it must be clear that not all leads translate into a sale, but it must be considered that every sale has its origin in a lead.
Your organization can generate leads through an online campaign, paid advertising, organic growth of your website, or also from the references of your current clients and all those leads or prospects with which you had but who for some reason did not make a sale but could be turned into actual customers.
The challenge of having leads that really generate business.
It is very common to find companies that struggle with achieving quality lead generation, either because they generate a very low volume of prospects, or because although they have a favorable volume, they do not seem to have the quality required to close deals.
Many of these problems are solved through proper segmentation of who your ideal customer is. Understanding the profile of the people who use your products or services and what is relevant to them is vital to be able to design effective strategies to contact them and arouse their interest.
A very open strategy will generate many contacts but of little value, while an adequate segmentation accompanied by the correct execution, will bring leads or prospects really interested in what your company can offer them.
Another equally important element is how your sales team addresses these new leads or opportunities. Being able to guarantee the potential customer an outstanding experience throughout their sales process will greatly increase the chances of closing at each opportunity.
To achieve this level of satisfaction, your team must have the ability to listen to the person with whom you are interacting, understand their pains or elements that you want to solve and motivate them to approach your organization, to finally determine the best scenario to help you meet your needs or goals.
We must always remember that the sales process is a chain of events, where all potential customers go through different stages and go from being totally strangers, to being potential customers who want to know about your business, and then after a proper sales experience, become clients and if the level of satisfaction is adequate, even become promoters for your business.
About INARA
At INARA we specialize in attracting new business opportunities for our clients through the creation of the right connections, enhanced by the use of technology and innovative business management processes.
Contact us and find out how we can help you take your business to levels never before imagined.
