How does lead generation work? There are several different types of leads, so you first need to choose which one you’ll focus your efforts on. Here are some examples:
- Sales-qualified lead (SQL) – contacts who have expressed a clear interest in becoming customers,
- Marketing-qualified leads (MQL) – prospects who’ve shown interest in the company’s marketing efforts,
- Product-qualified leads (PQL) – contacts that have already used your product and are now showing interest in becoming a buyer,
- Information-qualified lead (IQL) – prospects that have provided their contact information and personal details,
- Cold leads – prospects that have not shown interest in the product or services you’re offering but completely fit into your ICP (ideal customer profile).
Thanks to quality lead gen, your target audience will be able to discover your offer. Interested prospects will click on the CTA (call-to-action) on your site and provide their information, after which they should receive an offer – and become a lead.
Most Popular Lead Generation Strategies
There are numerous practices for lead generation you can try – and find out which ones work the best for your company, considering your resources, revenues, or competitive landscape. For example, you can focus your efforts on email marketing and LinkedIn connections, use compelling copy and content on your website, or consider social media or paid advertising.
However, never forget that, besides quality lead gen, you also need to have a unique approach and compelling offer people won’t be able to refuse.
Targeting Local Leads – Should You Do It?
If you operate within a local market, it’s highly important to know all the benefits local lead generation can provide you with. By focusing on local lead gen, you’ll be able to customize your marketing efforts to your local community, target potential customers from your area, and build a relationship with them – all of which should be beneficial when it comes to securing quality leads and a high conversion rate.