How To Generate Inbound Business Leads

What is online lead generation? Why do you need it? How do you qualify someone as a lead? What are sales qualified leads?

What is a lead?

People who show some interest in a company’s product or service are considered leads.

After submitting personal information for an offer, trial, or subscription, leads typically hear from a business or organization… rather than a random cold call from a stranger who bought their number.

Suppose you take an online survey about car care. It’s only a few days later that you get an email asking how they can help you care for your car. Just calling you out of the blue, with no prior knowledge of your interest in car maintenance, seems much less intrusive. This is the life of a director.

Your survey responses also help businesses personalize opening communications to address existing issues, rather than wasting time calling uninterested leads.

Visitor-to-customer conversions include lead generation. Leads aren’t all the same (nor are they qualified the same).

Market Qualified Lead (MQL)

Engaged with your marketing team but not ready for a sales call? A contact who completes a landing page form for an offer is an MQL (like in our lead generation process scenario below).

Qualified Sales Lead (SQL)

In order to become a paying customers, sales-qualified leads have taken actions that express their desire to do so. An SQL is a contact who fills out a form to inquire about your product or service (or both).

Lead Qualified Product (PQL)

They’ve used your product and shown interest in becoming a paying customer. This is where your sales team comes in. PQLs are typically used by companies that offer a free or limited version of their product with upgrade options. A PQL is a customer who uses your free version but engages with or inquires about paid features.

Lead Service Qualified

They’re contacts or customers who have expressed interest in becoming paying customers. Unqualified leads are those who haven’t been qualified by the sales team or representative yet.

Attracting and nurturing leads is the process of turning them into customers. Jobs, blogs, personalization mall coupons, live events, and online content are some ways to generate leads.

In order to attract potential customers and guide them toward your offers, you can use lead generation strategies such as these.

Why Do You Need It?

The relationship between a stranger and a customer is much more natural when the stranger shows genuine interest in your business from the beginning.

Within the inbound marketing methodology, lead generation is stage two. Getting ready to convert visitors into sales leads occurs after attracting a crowd (namely sales-qualified leads).

Process Of Generating Leads

Given our newfound understanding of inbound marketing, let’s take a look at how leads are generated.

One of your marketing channels (website, blog, or social media page) attracts a visitor.

A call-to-action (CTA) is an image, button, or message on your website that encourages visitors to take action.

In exchange for an offer, CTA takes your visitor to a landing page.

Offers on landing pages include eBooks, courses, and templates. For a visitor to provide their personal information in exchange for access to the offer, it must be perceived as valuable.

The visitor fills out a form on the landing page to receive the offer. It’s possible to embed forms anywhere on your site, but they’re more common on landing pages. Voila! You got a new lead. So long as you use best practices for lead capture.

An inbound lead generation company can help you get more information about digital marketing.

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