Lead generation is perhaps the single most important objective for any marketing, advertising, or PR firm. But not just any lead—you need to attract high-quality leads to help your business move in a positive direction.
According to HubSpot, generating high-quality leads is the biggest challenge for 62 percent of business-to-business marketers. The following lead generation methods can assist you in captivating your intended target market and setting your business apart from your competitors.
Capterra’s most recent marketing study identified some key strategies that can assist your business in obtaining high quality leads: inside sales, executive events, and social media marketing. However, none of these matter unless your business can create a demand for the products and services you offer.
The process of successful inside sales entails guiding your potential lead through the sales process and showing them how you can best address their needs. The latest lead management study found that inside sales have grown 15 times more than outside sales. Inside sales aim to nurture the needs of the prospective client by reaching out to them in a remote manner. Essentially, inside sales is NOT telemarketing, but rather business-to-business selling in a professional manner to mutually benefit both sides.
Executive events, such as webinars and conferences, allow your company to increase brand awareness and essentially “advertise” your products and services. Additionally, you can follow up with potential leads you meet at these events to stay fresh in their minds. In order for these materials to be effective, they should be well designed and appeal to your target market.
In regards to our post on social media marketing, channeling new forms of technology make lead generating more efficient and cost-effective. LinkedIn offers the best opportunity to generate high quality leads. Recent research conducted by HubSpot found that LinkedIn generated the largest visitor-to-lead conversion rate among the various social media platforms.
At Watermark, we recognize the importance of generating leads and converting potential prospects into actual, high-quality leads. To learn more about Watermark's inbound marketing services, click here.