5 Steps to a Lead Generation Process That Exceeds Your Expectations

The method you employ to develop high-quality content and enticing offers for lead generation has an impact on how many leads you generate. The process of collecting, qualifying, and turning those leads into sales, on the other hand, needs even more care. To tie the material you generate to your bottom line, you’ll need to enhance this aspect of your everyday operations on a regular basis.

During the epidemic, we learnt that no element of your business, notably lead generation, can be taken for granted. In this piece, I’ll outline five strategies to improve your lead generating process so you can get the greatest outcomes regardless of the status of the economy:

  1. Get your metrics established
  2. Make your CRM work smarter, not harder
  3. Lead on existing customers
  4. Perform a content audit
  5. Review your sales process

5 ways to optimize your lead generation process for more sales

It’s not always about producing more leads, but rather about putting in place the proper procedure to turn them into customers. Here are five strategies to make sure you’re making the most of your lead generating efforts.

1. Get your metrics established

If you don’t know where you’ve been, you won’t be able to get where you want to go. If you want to enhance the effectiveness of your lead generation activities, you’ll need a means to track your progress. Here are a few metrics to keep an eye on:

CAC (customer acquisition cost)

The cost of gaining a single new client is measured by CAC. You divide the money spent on client acquisition by the total number of new customers gained over the same time period.

Your CPA would be $100 if you spent $1,000 and acquired 10 new clients. Keeping a careful eye on this figure will help you assess the effectiveness of various marketing methods.

CPA (cost per acquisition)

CPA is distinct from CPA, despite their similarity in sound. It calculates the amount of money you spend to acquire any type of conversion (as defined by you, such as ebook downloads, consultations, free trials, and so on). As a result, it will be up to you to determine what constitutes a conversion. You can divide the amount of money spent on collecting new leads in a certain timeframe by the number of new leads actually obtained during that same timeframe as a basic calculation.

Customer lifetime value

In addition to the CAC measure, it’s useful to know how much an average client is worth to you throughout the course of their account’s lifetime. In the previous example, a CAC of $100 would be insufficient if the average customer is only worth $75 to your company. If the average customer is worth $1,000, on the other hand, you’re in good condition.

Cost per lead by marketing channel

Not every marketing channel is the same. Your expenses may vary depending on the channels you use, and you’ll clearly want to focus on those that provide you with the most economical and high-quality leads. You’ll be guessing which marketing channels are the best value if you don’t track this metric thoroughly.

Setting up the systems required to track these numerous variables requires time and effort. Fortunately, once they’re up and running, you can just keep an eye on the stats and base your marketing decisions on solid, accurate data.

2. Make your CRM work smarter, not harder

This section assumes you’ve already implemented a customer relationship management (CRM) system in your company. If you aren’t already doing so, we recommend that you do so immediately now. When opposed to managing leads and customer connections with spreadsheets or even pen and paper, a good CRM offers numerous potential benefits for your organisation.

Even if you currently have a CRM in place, it’s possible that you’re not getting the most out of it. Most CRMs include tremendously strong tools that are simply begging to be used. The following are some of the actions you may take to get the most out of your CRM:

  • Automate inbound lead qualification so your sales team is only working on leads that have the potential to turn into sales.
  • Toward that end, take the time to identify the key data points and other factors that separate a good lead from the rest.
  • Use your CRM to automate the process of passing a new lead from the marketing side of your business to the sales department.
  • Review old leads to see where opportunities may have been missed in the past.

Your CRM has the ability to save you time and stress while also improving the performance of your lead generating initiatives. To avoid wasting potentially valuable leads, make sure it’s performing at its best.

3. Lean on your existing customers

There are three ways your existing customers can help you improve your lead generation process.

Referral programs

First and most obvious is through a referral program. Reward your clients with a discount when they bring in new leads for you.

Reengagement campaigns

While it’s nice to obtain new leads, you might be challenging to locate worthwhile marketing possibilities in a down market, or you might be short on funds to spend in new initiatives.

Consider going back to your old customers to see if you can get additional value out of them. For example, you may send an email to customers who haven’t bought or used your product in at least a year, enticing them back with a new feature, a discount, or some other incentive..

4. Perform a content audit

Perform a content audit for your lead magnets and CTAs in addition to technical considerations like page speed and tracking setup. materials that generate leads

Check the following items:

  • Consistency: You know exactly what your products or services do, why they are valuable, and what makes them unique in the marketplace. So it’s easy to take for granted that your potential customers know these things as well—but they don’t. Make sure you have consistent messaging that covers those key points throughout your marketing content.
  • Appeal: Are you communicating the most appealing features and benefits about your offerings?
  • Keywords: Are you using language that your ideal customers would use to find solutions to the problem you solve? Do your keyword research and target different keywords for different personas.
  • Headlines: Your headlines are the ad for your ad. Whether it’s ad headlines, blog post titles, or even email subject lines, make sure they’re interesting, easy to read, and communicate value.

5. Review your sales process

Obtaining leads is a significant step forward. Leads, on the other hand, are worthless. In fact, if you use paid advertising techniques, they are worthless. Make sure your streamlined lead generation process eventually gives way to an equally optimised sales process, so those leads can be transformed into income.

At some point during the sales process, most sales procedures include a call, where candidates may drop off. Make sure your salespeople have the tools they need to make those calls as productive as possible.

Listen to calls from real people who are in your sales funnel. Is there a point in the client journey where they appear to become stuck? Are there any questions that your sales team is unable to firmly answer?

Then, in response to the difficulties that were discovered when listening to calls, adjust your sales script. To set your sales force for success, be proactive in answering the questions that tend to come up over and over.

Exceed your goals with an improved lead generation process

If you can improve the efficiency of your sales process, you may discover that you don’t need as many leads as you formerly thought to achieve your objectives. You’ll never miss an opportunity again if you optimise your lead generating process and integrate it with your sales process.

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