Last time, we talked about why lead generation is so important, why it’s a hot topic, and how a business can begin to determine if it’s a fit for them. (Read Part 1.) We shared some basic tips on how to explore its complexities and how to consider a provider.
While lead generation itself—having the leads come in, getting the appointments set up—can prove challenging, many companies reach a point where they HAVE folks to follow up with and connect to, but conversions continue to remain elusive.
So, today, we’re answering another popular question about lead generation:
How do I maximize lead generation internally?
1. Consider the quality of the leads. While this is not always the culprit leading to poor conversions, sometimes leads are simply not high caliber or high enough on the ascension ladder (more about that coming next time!) to be converted!
A proper funnel not only allows prospects in—it also keeps poor prospects out. And that helps protect your precious time. Are there too many leads to seem realistic? They could be too good to be true, and they could be low quality.
2. Make sure you have an offer. If someone has been properly funneled into your phone, mailing list, or inbox, they must have some level of interest. In some cases, it simply will be for more information, and then nothing. No one converts 100%!
BUT, if there’s not an easy next step, a product to buy, or something to do, you risk frustrating what could have been the next big client. Ensure you’re ready for them before they grow bored and wander off.
3. Revise and refine. Funnels need to be tweaked. As you interact with more leads and gather more data about your conversions and who is buying from you, make sure you’re testing multiple strategies.
If you determine a certain demographic (business owners of companies under $5,000,000 in revenue) is not converting and is not a good use of your time, change your copy, your offer, or your placements. This will help your business to be more efficient and allow your team to focus on prospects who are becoming clients.