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Lead generation is the execution of sales and marketing related activities which bring about contact information of potential customers who may want to do business with you. Business large and small depend on lead generation as their lifeblood to generate current and future sales. Some of the lead generation examples include:
But most organisation still struggle to find the elusive profitability as the competition is intense, fast and usually more deep-pocketed than you. Thankfully the answer is MediaOne Digital with our powerful, award-winning strategies that help you trump over your competition and give you profitability without expensive trials-and-errors.
MediaOne has successfully executed these top-of-the-funnel (TOFU) strategies for clients like Singtel, FJ Benjamin, Canon, Procter&Gamble, Guardian, ST Elecronics, Fuji Xerox and can rapidly rescale and redeploy these proven tactics for your business, whether big or small.
Every successful lead generation strategy has well-defined components to ensure that leads are sourced from the entire spectrum. MediaOne's power-packed lead generators include:
MediaOne has ex-journalists and branding experts who can create a spin to interest, excite and incite your target audience to take action.
We take care to research who they are, where they are - in order to create the right messaging that hits the home run.
With the right triggers your audience will be eagerly lapping out what you want them to hear, and with the right calls-to-action (CTAs) you will be hauling in the leads to secure your ROI and your future!
MediaOne Digital has consulted for and constructed highly engineered sales pages designed to funnel in your leads from top-of-the-funnel (TOFU) to middle-of-the-funnel (MOFU) to bottom-of-the-funnel (BOFU) for clients of all sizes and campaigns of all requirements.
Here are some of the components of a typical landing page we implemented for a client in the human resource industry – with great success:
MediaOne makes it easy for you to with our A-Z implementation. We are able to either:
We will tag your pages so that we can send you regular Insights, Analysis, and Recommendations (I-A-R) reports so that your campaign gets more conversions week-by-week, month-by-month.
Organisations everywhere rely on MediaOne Digital to drive their performance marketing campaigns.
We not only generate the leads with our highly curated processes but we also track, analyse, provide insights + analysis + recommendations to make sure you get qualified leads.
This involves careful consultation with you about your business, your industry, your existing marketing process and your expectations to tweak and improve.
Steps to success:
It’s not enough to simply pull in traffic from top-of-the-funnel (TOFU) and use a solid landing page design to improve middle-of-the-funnel (MOFU). MediaOne Digital works on the hooks and reduces the friction to pull in the leads from the bottom-of-the-funnel (BOFU). This is where the gold is at the end of the rainbow!
If you want quality leads generated for you. You will need to have conversion rate optimisation. There is no shortcut.
Lead generation is the execution of sales and marketing-related activities which bring about contact information of potential customers who may want to do business with you. It is a way of converting potential customers’ interest into a potential sale.
Lead generation can be executed either by inbound marketing or outbound marketing. Some inbound marketing strategies include blogs, content marketing, posting on high profile websites, SEO, SEM, social media marketing. Some outbound marketing strategies include email marketing, telemarketing, direct mailers, SMS-ing, events.
Practically all organisations which have a product or service to sell need lead generation. These include private entities, government-linked organisations, and even non-profit organisations. All these, lead generation provides the valuable life-blood to ensure future income on top of their repeat customers.
An established digital marketing agency typically has handled thousands of campaigns of different scales and complexity. It would then necessarily have the experience, the data, the playbook and the trained talent to perform a highly customised lead generation campaign. Without this, many organisations usually end up floundering in years of expensive trials and error which pushes the time-to-profit back considerable and incurring tremendous opportunity costs.
Lead generation is the collaborative process of attracting visitors to your site, warming them as prospective buyers, and encouraging them to provide their contact information freely. A lead is, therefore, the potential customer who visits your online property, gets interested in your services, and provides their contact information to you.
As a marketing strategy, lead generation works to deliver a constant flow of personal information to a business. It connects prospective clients to businesses.
Lead generation helps your business to:
A lead funnel is a method whose main aim is to capture the attention of prospects and drive them from the top to the bottom of the funnel hence turning them into marketing leads – and later on: into sales leads.
Grasping this concept is vital in conversion marketing and advertising to guarantee that prospect customers emerge as paying customers. The lead funnel guides the buyers from the initial landing page to the buying point.
In this segment, we are going to explore the main marketing strategies in Singapore and how you can use each of these strategies to boost customer conversion.
You have to capture the data of those who visit your website. For this, you need to opt for methods such as lead magnets, which ensure that you gather information effectively.
The table below is a simple illustration of some lead sources and contacts attained:
Social Media Networks
These pages aim to provide your site visitors with adequate information to persuade them to make a purchase.
Lead scoring ranks prospects against a scale that represents the supposed value each lead represents to the organization. As not all leads are equal, they are given priority according to their engagement levels.
The elements of lead generation can be summarized into four:
Source: marketing charts
Now, let’s draw attention to the various types of lead generation.
Lead generation can be categorised into two broad types:
Print or digital ads
Editorial in trade publications
Technical papers, white papers
Ongoing offsite search engine optimization
Listings in directories
Social media marketing
Email marketing with dedicated landing pages
Inbound marketing is a lead generation strategy that provides visitors with compelling reasons to visit your online property, like your website, various digital marketing means such as SEO, SEM, and social media.
When it comes to inbound marketing in lead generation, common tactics include:
Singapore has more than 4 million active social media users. Platforms such as Facebook and Instagram, to name but a few, are very popular, and no marketer can afford to miss out on advertisements there.
Social media platforms are ideal for targeting B2C leads especially the millennials. On the other hand, platforms such as LinkedIn could target established CEOs to generate leads.
SEO is one of the best digital marketing strategies for lead generation. It mostly includes using the right keywords to rank your site high during search engine results. It is, therefore, a great way to drive traffic to your website and get discovered by prospective customers.
To increase the visibility of your site in the digital marketing campaign, you should focus on four crucial components of SEO:
A blog is an incredible platform to gain prospective customers. Ensure that you provide valuable and unique content to capture the attention of your visitors and readers. Blogging is a way of content marketing that is able to cast a wide net to pull in visits cost-effectively.
A well-organized website is vital to a successful business. Try to get a digital marketing agency to design the website for you rather than a pure web design agency because they will know how to structure it to be SEO and marketing funnel optimised. A site visitor is bound to be converted to a buyer if a site is well put together. For maximum results, be keen on the design, content, layout, and CTA.
The most common techniques for outbound marketing include:
An email is the most convenient way to communicate with your customers, and hence, the most used lead generation tactic in business. You will need to create a mailing list for this and write captivating content to send to prospects through email.
To make the emails even more engaging, you can include short videos and infographics. Consider using email drip too that sends automated emails at intervals to make your overtures less “pushy” to your audience.
Pay-per-click ads are one of the fastest and most efficient ways of reaching an online audience that is looking for something specific. Because visitors usually have buyer intent, PPC ads are a great way to generate leads.
Display ads are targeted to an extensive range of demographics and particular behavioural actions. Marketers have the option of choosing where they need their ads to be published to facilitate lead generation.
Although entirely new in Singapore, this marketing strategy of using influencers is beneficial. 22% of marketers in Singapore attested to it in a recent research study and admitted that their lead generation efforts have improved significantly.
Customers are likely to trust recommendations from someone they trust and make a purchase. Therefore, as a marketer, you should seek top social media influencers and have them post your content across their social media profiles.
As a marketer, you probably understand that lead generating tools need to be used in alignment with the lead generating strategies if you are to succeed.
Every industry has a target audience that is specific. This target audience will never know of your existence unless you make an effort and find them first.
Fortunately, with the various traffic generation strategies, this has become achievable. However, your target audience will not run to become your esteemed customers unless you warm yourself to them. You need to nurture their interests.
This is where lead generation tools come in.
The purpose of lead generation tools is to automate some parts of the lead generation process instead of handling the lead generation process manually.
For instance, you can automate your emails instead of manually sending the emails. The automation process especially comes in handy in the nurturing course as it helps you reach a wider audience and keep them engaged.
While the tools are key in the lead generation process, not all of them have the same functionality. Some are intended to help with CRM and nurturing leads, while others focus on prospecting, streaming, or making email marketing easier.
Notwithstanding, there are many lead generation tools to choose from according to your marketing goals.
HotJar focuses on customer experience by providing a detailed analysis of their encounter with your website.
HotJar comes with a basketful of features that facilitate the lead generation process. Some of these features include form analytics, heat maps, site polls, etc. The site polls have especially come in handy in the conversion process. Other than that, it also gets feedback from your leads and provides helpful insights on the most effective ways to improve your sales funnel and landing page.
The information collected from your leads covers your lead’s journey until the leads are prompted to take action.
HotJar is quite affordable, with the lowest package going for $89 per month with a maximum of 20,000 page views per day. What’s more, there is a basic free plan for those with personal accounts.
AWeber is an incredible email marketing tool for lead generation. It lets you create and send emails, and import content from your blog, and share it with subscribers via email.
This tool is also excellent in analytics. Packed with pre-built email templates, it is incredibly user-friendly as well. Other than that, it comes with inclusive A/B Testing and other great features to nurture your leads.
AWeber goes for $19 per month for a limit of 500 subscribers.
Hunter.io helps you do a quick email search. By simply typing the domain, it will find the email address pattern.
This tool also features a confidence rating to help you know if the email is likely to be right.
Voila Norbert helps you find and verify email addresses. With a CSV file, you can search for prospects in bulk. Also, it integrates with CRM software and makes the keeping of lead generation efforts easy.
AeroLeads offers a Google Chrome plugin to help you search sites such as LinkedIn, AngelList, and other networks for sales leads.
Once you add those to your AeroLeads account, this lead generation tool will find contact details, and you can start reaching out to them.
Keap allows you to store customers’ information in a central location for easy retrieval. You can swiftly track your interactions with various prospects and also use the collected data for future marketing campaigns.
This tool is the ultimate CRM tool that features automated texts, reminders, and emails. The best part is that it works across all devices.
Referral Candy comes in handy in eCommerce. It automatically rewards your customers for referring others to your business. This way, it saves you time that you could have used sending out emails
This tool is quite easy to use and also very useful in providing insights and analytics.
Referral candy goes for $49 per month.
Drift is arguably the most powerful lead generation tool. Not only does it feature a live chat function to engage with your visitors directly, but it also allows you to set up a lead bot that acts as your personal assistant on site.
This bot can book meetings, identify the sales reps suited to speak with a lead, and much more.
Drift goes for $400 a month and also has a free option.
Intercom offers the best solution for modern messaging to site visitors. As one of the best lead capture tools, this tool helps with customer support and onboarding.
The system also comes with an integrated help desk and knowledge base that you can use to support your current customers.
HubSpot is a free tool for small businesses that helps you save time on generating new sales leads. This tool features tools and templates for outreach and follow-up so that you can engage with your prospective customers easily.
HubSpot sales go for at least $50 a month.
Another way to generate leads is through infographics, as discussed below.
As a business owner, getting new leads every day is something to look forward to.
Well, you can get those leads through infographics.
Infographics are highly graphical visualization tools that display content in a way that your audience can understand and digest. Instead of using scrolls of words to deliver information, infographics combine innovative design elements to give your audience an incredible visual experience.
If you are struggling with your marketing campaign, you can give this strategy a shot.
Here is why:
Instead of having everything in words, only highlight the most important points, and encourage the readers to learn more about the report by downloading it from your landing page or website. After that, have the rest represented by infographics.
The headline accompanying the infographics is crucial in your marketing campaign. Therefore put a little thought into it.
Put yourself into the shoes of your audience and think about what kind of headline would encourage you to check out the infographics in detail. Great headlines will always lure your readers into your infographics.
Infographics are a resourceful piece of content. You can share it on various platforms or repurpose parts as slideshow presentations or social media ads.
You might end up having a small number of people visiting your website even after using the most incredible infographics.
You probably forgot to include a call to action, or the one you included was poorly-written and weak.
An effective call-to-action (CTA) typically included at the bottom prompts your visitors to take action. With a good CTA, your conversion rates can significantly raise. That said, always ensure that you include a strong CTA at the bottom of your infographics to motivate your visitors to want to know more.
Other than infographics, you can also use videos for lead generation.
You have probably overheard someone say that they saw a great video on YouTube/Facebook etc.
Well, just like a picture is worth a thousand words, a video has the same impact if not more. This is why most businesses are using videos in their marketing campaigns.
Video marketing is used to capture your audience’s attention and keep them engaged. The audience will move through the sales funnel and onto your landing page easier. They will become your leads and make the purchases you need.
The purpose of videos is to encourage your viewers from passively watching to actively engaging and eventually purchasing. Some viewers become instant leads, and others after viewing your video.
Offer your customers a video that solves their problems, and they will be more likely to be more receptive to giving an email address to receive more information.
Calling for an email in exchange for the right to watch a resource video is a great way to generate leads. If you use analytics, you will be able to capture a viewing history that facilitates marketing.
Use a pop-up or slider to capture the viewer’s information during your video.
You can set your videos on popular sites such as YouTube, Facebook, Twitter, and Vimeo. Then draw your viewers and send them to your landing page. The best way to embed a video in the middle of a text page is it entices a prospective customer using two forms of media.
After this, it is time to share your videos. Be creative and share your videos with the relevant audience that is likely to purchase from your website.
What is lead generation? Lead generation refers to the process of finding and nurturing potential customers so that they eventually buy a product or service offered by your business. The strategy often uses digital channels, such as websites, social media, and email, and so on.
A lead is an individual who shows interest in your company and its offerings. In most cases, leads hear from businesses after initiating a conversation by either subscribing to service or providing their information in exchange for a resource. It is rare for a company to reach out to an individual after buying their contact data.
Leads are a part of the buyer’s cycle. There are different types of leads depending on their progress in the customer lifecycle- namely, marketing qualified leads, sales qualified leads, products qualified leads, and service qualified leads.
The following is a representation of the leads funnel.
Marketing qualified leads are people who have initiated contact but are not ready to purchase your items. An example of a marketing qualified lead is a person who fills your landing page without taking any further action.
Sales qualified leads are individuals whose actions indicate that they are ready to buy your products and services. An example of this lead is a person who asks for detailed information about your products and services.
Product qualified leads are people who have already used your products and are interested in becoming clients. For example, if a person expresses interest in your items after completing a free trial, they are a product-qualified lead. A service qualified lead is similar to a product lead, with the only difference being that they show interest in a service.
Lead generation is crucial for success in any business; even if you have outstanding products, you cannot prosper if nobody knows about your business.
If you invest in Singapore lead generation, you are likely to make more sales than a person who has a superior product without a lead generation campaign. The reason for this is that more leads are almost a guarantee for improved sales and boosted revenues.
Here are the best strategies for lead generation in Singapore.
One of the best ways of generating leads is by engaging customers directly. However, many marketers who conduct Singapore lead generation make the mistake of using in-direct engagement methods such as FAQs, which are not that effective.
The smart way of engaging with your clients is by using channels such as live chat, online forums, and support centers. In the case of customer care, your support representatives should be present throughout to ensure that every query is handled correctly. When your customers feel connected to your brand, they are more likely to indulge in word-of-mouth advertising.
There is no reason for neglecting outbound marketing, even if it is more expensive than inbound marketing. The best approach is to deploy both strategies to maximise the number of leads generated by your business.
The key to a successful inbound marketing campaign is personalisation. For instance, if you personalise your email messages, you are likely to generate more leads. The same applies if you share informative content regularly and provide solutions to challenges facing your target audience.
The technological world is ever-changing, and you should always be ready to adapt to the changes. For example, the advancement of smartphones means that more people are now accessing the internet using handheld devices. This means that you should focus on making your marketing campaigns compatible with mobile devices so that you reach the widest audience possible.
The graph below shows the number of people using mobile phones to access the internet in Singapore up to 2023.
As a marketer, it is vital to keep an eye on emerging technology and channels that can get more leads for your business.
Although it is one of the most popular social networks in Singapore, Twitter can also serve as a lead generation source. With the help of the right analytics tools, you can get useful insights about your followers, the times that they are active, what they tweet about, and the tweets that they like, and so on. Such information is critical in ensuring that you reach out to the people that are likely to show interest in your business.
Content is a reliable source of web traffic, but it must be informative. When you publish high-quality content on your site consistently, you will attract more visitors, which translates to more leads. Keep in mind that great content includes visual content such as images, infographics, and videos that increase the number of engagements.
Nowadays, the majority of social media platforms support Hashtags. This feature makes your content easier to find on social platforms and provides a significant boost to your Singapore lead generation campaign.
The following graph shows the level of engagement for various types of content on Facebook.
Similar to hashtags, using visual content in your social posts also improves your lead generation efforts. The human brain processes images faster than blocks of text, meaning that people are more likely to remember information if they present it in photos or videos.
The internet has several databases that contain useful information about companies and people who are potential leads for your business. The advantage of using this approach is that it is a much faster method of lead generation than others because the information is bundled in one place. You don’t have to spend a lot of time looking for data, as is the case with other Singapore lead generation strategies. The Grid is one of the Singapore company databases that could be helpful.
LinkedIn is one of the few social networks that primarily focus on business professionals. For this reason, it is an excellent source of lead generation. The network does this by allowing you to publish content to an engaged audience, which increases the probability of converting them into leads.
Another way of simplifying your lead generation campaign is by using automation tools. For instance, you can automate your email marketing by using popup forms. The software will then use the information collected from prospective clients to convert them into genuine leads.
Another lead generation channel that you should automate is social media. In this case, you need to segment your followers according to the level of interest shown in your services. After segmentation, you should draft posts and schedule them accordingly. Keep in mind that message you send to each division should be relevant and valuable to entice them to become leads and eventually paying customers.
Quora is a popular online community where people post questions and get answers from other users. If you answer several questions accurately, other members will notice your profile. Over time, you will become an authority, and more people will check out your website. This is an effective and smart way of boosting your lead generation campaign in Singapore.
Commenting on other blogs is a riven way of increasing your exposure and improving your lead generation campaign. Make sure that your comments are useful to other readers so that they recognise you as an expert. That said, you should avoid posting links to your site frequently because that counts as spamming.
Guest blogging is a useful strategy for your Singapore lead generation campaign, but you have to implement it correctly for it to work. Some of the rules you need to observe include publishing articles with relevant information, using backlinks that direct people to the correct landing page, and posting on sites that have a positive reputation. You should also promote the guest posts to improve social proof.
The following table the platforms that various people check when they wake up in the morning.
Percentage of users
When creating email messages, ensure that the subject line is convincing to motivate the reader to open it. The content of the email should be short, concise, and more importantly, engaging. You should also include images and integrate links to social media so that your readers can share the message quickly. Lastly, remember to add a call-to-action button, preferably on the top half of the email. The CTA should be visible, clear, and compelling.
Forums are an excellent platform for knowing more about the preferences of your existing and prospective customers. The more you know about your audience, the easier it is to formulate effective lead generation strategies. Such information also helps when it comes to approaching your clients with offers and sales pitches.
You can generate more leads by reaching out to influencers and interviewing them either on your website or on your social media accounts. During the interviews, make sure that you pose short and relevant questions. In the end, remember them to provide a verdict of the product or service you are discussing.
Engaging influencers show prospective customers that you are credible and improves your lead generation in Singapore.
YouTube is the most popular video-sharing website in Singapore. It is also a search engine that gets way more visits than other social channels, such as Facebook, Twitter, and Instagram.
The following is a graphical representation of the number of internet users who use various social media in Singapore.
Another advantage of YouTube over other social networks is that posts remain online for a long time. For instance, you can easily access a video that was posted ten years ago by searching, whereas it is challenging to find a post that was posted on Facebook a few months ago.
You can boost your lead generation in Singapore by posting videos showcasing your products and services or promoting upcoming events. You should also provide valuable information, such as tutorials and other informative content.
Improving engagement on your website is an excellent tactic for boosting your lead generation campaign. Posting quizzes is one of the many ways of making your site traffic engaged. For instance, you can use questions to ask your audience about the quality of your services or the relevance of your on-site content. Over time, you will strengthen the bond with your visitors and generate more leads as a result.
However, you should ensure that your quiz is short since nobody has the time to answer several questions.
Lead generation in Singapore is quite challenging, mostly because you have to fend off competition from several rival businesses. As a result, many marketers are now investing in lead generation tools to help them increase the rate of converting their online traffic into leads.
The following are the best lead generation tools for your business in Singapore.
HubSpot Marketing is a free platform that can prove invaluable to your lead generation campaign. The tool has several features that help in acquiring leads, such as forms, popups, live chat, and chatbots. Moreover, it works seamlessly with HubSpot CRM and other third-party CRM software, meaning that you can use it to track the activities of your clients.
Intercom is an excellent lead generation tool with several useful features. The standout component of this platform is the on-site messaging service that allows you to chat with visors as they browse through your website.
The tool also has a help desk that enables you to offer support services to your existing customers.
Proof is a unique lead generation tool that works by increasing your social proof, personalising client messages, and conducting A/B tests. For instance, if you run an e-commerce website that uses Proof, a user will see a message showing the number of people who have purchased a particular product when they click on it.
Mailshake is one of the lead generation tools that heavily focus on email outreach. It has features that help with the automation, personalisation, and optimisation of emails, which can help in generating leads and marketing.
Additionally, Mailshake has several templates that are useful to people who are not great copywriters. Even if you are poor at drafting emails, these templates will help you get positive responses.
Qualaroo is a tool that allows you to create polls and use them from collecting feedback from your website traffic. However, you can use it for lead generation in Singapore by asking customers to provide their information when they participate in the polls.
HotJar is an analytics tool that has many useful features such as forms, on-site polls, heat maps, and session replays. You can boost your lead generation campaign by asking for an email address each time a customer completes on-site polls.
Video is the most popular content on the internet that can also double up as a lead generation channel. Turnstile is a tool that allows you to gate videos after a certain period elapses. When the video reaches that specified point, the viewer has to provide their email address.
Although forms are useful in lead generation, surveys and quizzes are more fun and engaging from the perspective of your website’s visitors. Survey Anyplace is a platform that allows you to build quizzes that you can use to generate more leads for your business.
Another advantage of Survey Anyplace is that integrates seamlessly with other marketing tools such as CRM and email marketing where you start nurturing the leads. You should use the answers provided by the customers to personalise the follow-up email messages.
Formisimo is a tool that helps with the optimisation of lead generation forms. It has in-depth analytics that allows you to see metrics such as field times, the completion time, most corrected fields, most problematic fields, and so forth.
The tool also allows you to segments reports based on the devices used by your traffic, like desktop, mobile, and tablets. You also get recommendations on how to improve your forms for better lead generation.
Clearbit is primarily a form-based lead generation tool, but it can work with other marketing channels as well. It assists in enriching contact form data, meaning that you do not have to ask questions to visitors on your website continually.
When you enter the email address into the tool, Clearbit will automatically fill in other relevant information and append it into your CRM records, and anywhere else you might need the data.
Datanyze is a data-focused tool that allows you to see the software that your website traffic and prospective leads are using. If you know how to personalise your website, this tool can prove invaluable for your lead generation in Singapore.
For instance, you could learn that your website visitors are visiting a competing website. This will prompt you to make improvements on your side so that you win them back.
Hull.io is a data platform that works by collecting and centralising data from the different channels you use for marketing. It also shares that data with your marketing tools so that you can optimise customer experiences in real-time.
By collecting customer data, you can optimise your marketing channels and improve your Singapore lead generation vastly.
TypeForm is a survey tool that provides an exciting experience to your website visitors. You can capitalise on the excellent UX to use this platform for your lead generation campaign.
Hello Bar is a reliable lead generation tool that has a defined use case and user experience. Instead of the usual web forms that appear on most landing pages, or exit intent popup messages, this tool generates a sticky banner that appears on the header or footer section of the website.
The CTAs generated by Hello Bar is useful in acquiring leads for short-term campaigns such as events and offers.
If you are looking to establish contact with a specific individual, Hunter.io is the best solution. Since having an email address is the first step for getting leads, this is helpful to have in your lead generation campaign. It is not entirely accurate, but it is free to use.
Discover.ly adds value to your lead generation in Singapore by giving you additional information on social media profiles. It is best when used alongside other tools. When you need extra information about a specific lead, this free platform can provide it along with links to all of their social media accounts.
80% of marketers claim to be data-driven, but ask them how they measure their lead generation success and they wouldn’t have a straight answer to give you.
It’s like most of them haven’t thought this far. It’s one thing to get potential customers at the door, but quite another to tell which ones have potential and which ones accidentally wandered to your site.
You need an effective lead generation strategy for this.
You know how this works: you have to identify the customers that have shown interest in your products or services and pinpoint a suitable way to engage them until they make up their minds and decide to take action.
The last thing you want is to waste your energy and resources on a lead that you’re not sure of. That’s to say, you need to start qualifying your leads and tracking them every step of the way.
You need the right lead generation KPIs for this.
We’ve identified 20 lead generation KPIs and metrics you can track. And just to remind you, you don’t need to work with all these KPIs and metrics but a few relevant ones that you’ve identified based on your business goals and objectives.
1. Number of Leads
Leads don’t necessarily translate into sales. However, there’s much you can do with this information.
How you define a lead depends on your company. For some, a lead may be anyone who shows interest in your company’s products or services, opts into your email list, or signs up for a free trial.
2. Number of Sessions
A session can be defined as the number of visits to your website. It includes both new and repeats visits.
So, if the same person visits your website a hundred times, that counts as one user but 100 sessions.
Sessions will give you a birds-eye view of how your campaign is performing. You should, however, keep in mind that not every single one of your site visitors means business. Some might have landed on your site accidentally.
3. Sessions-to-lead Conversion Rate (SCR)
This is calculated as the total number of leads divided by the total number of sessions.
SCR = total number of leads ÷ total number of sessions
The closer this value is to 1, the higher your lead conversion rate or the more qualified the user is.
Another way to look at it is that the user takes action with minimal sessions. With an SCR of 1 that means every time the user shows up on your site, they’re more likely to take action.
4. Cost Per Lead
How much does it cost you to acquire a single lead? If your cost per lead is higher than your lead value, then you’re making a loss.
Cost per lead is calculated by diving your total lead generation cost by the total number of leads the campaign generated.
Your goal should be to keep your CPL as low as possible. Suppose you’re running a series of campaigns or marketing on different platforms, you can use CPL to tell which campaign or channel is performing better.
CPL = Your lead generation budget for a specified period ÷ the total number of leads acquired within that period.
If you spent $20, 000 on marketing and ended up generating 40 leads in February, your CPL will look like this:
$20, 000 ÷ 40 = $500
In this case, the cost of acquiring one lead is $500.
5. Total Lead Value
The whole point of marketing your business is to look for more paying customers. The more leads you get and the more they convert, the more money your business makes.
Lead value is exactly as it’s written on the tin. It’s the monetary value attached to each lead you get.
Total lead value, on the other hand, sums up the accumulated worth of all your leads.
Calculate Lead Value (TLV)
Total sales value ÷ Total leads
If you made $50, 000 in February with a lead volume of 40, then your lead value can be calculated as $50000 ÷ 40 = 1250
In this case, you made $1250 worth of sales from each lead you acquired. Now subtract that from the cost of acquiring each lead (CPL), and that leaves you with 750.
Your lead value should always be higher than your cost for acquiring a lead if you’re looking to make a profit.
6. Revenue and ROI
This is the only metric that matters to a client.
When all’s said and done, you’ll want to see the ROI and marketing needle move. If anything, that’s the ultimate goal of every digital marketing strategy.
Suffice it to say, this is one metric that every serious marketer out there should be tracking, unless otherwise.
7. Lead to Sale Conversion Rate
Lead-to-sale conversion rate is a metric that measures the effectiveness of your sales team in converting a lead or prospective customer into an actual, paying customer.
As you already know, the marketing team is only responsible for generating leads. From there, it’s the work of the sales teams to engage the lead until they soften up enough to go through with the intended action.
Calculate Lead-to-Sale Conversion Rate:
Converted leads (paying customers) ÷ Total Lead Volume
If 100 people asked for a quote, but only 40 of them ended up purchasing your services, then your conversion rate can be calculated as:
40/100 = 0.4 or 40%.
That means only 40% of your leads end up becoming actual customers.
Your conversion rate is what tells you whether or not your sales team is doing a bang-on job.
What can be considered as an ideal conversion rate will vary depending on your industry and the content you’re producing.
But based on the marketer we’ve talked to, here’s what a realistic conversion rate looks like:
8. Projecting Future Leads and Your Marketing Budget to Attain Your Sales Goals
If you have a specific sales goal, you can use the data you already have to estimate how many leads you’ll need to achieve the goal.
This is how you calculate it:
Your sales goal ÷ lead value = the number of leads you’ll need to achieve your sales goal
Suppose you want to reach new sales goals of $8000 in the coming month of March, how many leads should you be targeting?
80000 ÷ 1250 = 64 (that’s the new number of the leads to target)
The next thing you’ll want to calculate after that is your new marketing spend.
Now, all you have to do is take the new number of leads to target and multiply it by your cost per lead (CPL), so it becomes:
64 * 500 = 32000
That’s how much you’ll have to spend on marketing to hit your $80, 000 sales target.
This comes with no guarantee. The amount you spend on acquiring those leads is subject to other dynamics, including but not limited to:
9. Bounce rate
Bounce rate looks at the people that visit your website and skirt away without opening any other page.
If someone visits your website after clicking a link on the Google search result page and then hits the back button without opening any other page, then that’s considered a bounce.
Your goal as a lead generation marketer should be to keep the bounce rate as low as possible. When it’s high, that shows that a majority of the people visiting your website don’t find your information helpful.
Bounce rate is calculated as:
The number of people who visit your website and leave without opening any other page (single-page visitors) ÷ the total number of entries to your website (all the visitors the site is getting).
Remember to multiply the results you get by 100 to convert them into a percentage.
10. Marketing Qualified Leads (MQL)
Marketing Qualified Leads are not yet sales-ready. But they have all the hallmarks of your target persona or audience.
Marketers track MQLs to fuel their lead nurturing campaigns. They can see a common behaviour among all these leads and an opportunity to address their pain points accordingly.
You can begin by defining your MQLs to perfect your follow-ups and improve your middle-of-the-funnel campaigns.
11. Sales Qualified Leads (SQL)
This is another important benchmark you wouldn’t want to ignore. SQLs refers to the sales-ready leads that your business brings. These leads tend to have a higher close and conversion rate.
By growing these leads as you closely monitor how the number grows, you should be able to tell how well your lead qualification strategy is performing and if your workflows are effectively nurturing your Marketing Qualified Leads (MQL).
12. Exit Rate
Exit rate is quite similar to bounce rate, only that it applies to individual web pages. You can’t calculate the average exit rate considering every person that visits your page has to eventually exit it, whether or not they convert.
In the case of exit rate, people will visit your website, open a few pages, and exit upon getting to a particular page.
If a particular page has a high exit rate, that shows there’s something that’s a bit of a turn-off about it. It may be that your site’s visitors don’t find the information on that page interesting enough or the page has poor navigation.
13. Time to Conversion
How many hours, days, weeks, or months stand between a buyer taking the first step to try out your product demo or opting into your email list and signing a contract with you is hugely telling.
This is an easy metric to calculate. For example, suppose you want to calculate the time it took for your email subscribers to take action last year, all you have to do is total the time between the first email every lead received and when they sent their first inquiry reply and do the maths.
14. Average Session Duration
How much time does a visitor spend on your site (not a page on your site but your website as a whole)?
The more a user spends on your website and the more pages they open the more they’re interested and highly engaged with the information they’re seeing.
Lower durations indicate the visitors aren’t that invested in the page.
Lower session durations coupled with high bounce rates show there’s something wrong with the page and that a few things need to be changed or completely overhauled for that page to start converting.
15. Page views per visit
How many pages does a user view on your site with every visit?
Again, the more pages a user views the more engaged they are. However, this isn’t always the case. It could be that the visitor has to make so many clicks to find the product or page that they came looking for.
In this case, you might want to redesign your website and make it easy to navigate. You can tell if this is the case if the user isn’t spending much time on the pages they open. It’s like they’re just scrolling through your pages until they find the page or product they want.
16. Traffic Source
Another key lead generation metric you should be concerned about is your traffic source. Where is the traffic you’re getting coming from? And how did they come to find about your website?
You need this information to find out which channel drives the most sales-ready traffic, such as paid ads, organic search, social media, etc.
17. Newsletters Subscribers
How many users are opting into your email marketing list?
It’s simple. The more subscribers you get the more customers you’ll have.
That’s not all. A good email marketing campaign is a segmented one. Remember, not all subscribers you get have the same pain points or interests.
For this, you might also want to look at related data, like the demographic of your newsletter subscribers, and make sure you’re reaching the right audience with the right message.
18. Return on Ad Spend (ROAS)
Tracking the ultimate return on ad spend of your captured leads is great for protecting the scalability of your business or campaign.
This is something we’d recommend you do, despite being cumbersome and time-consuming to measure.
In paid search, it’s always good to have an OCD-like obsession with prominent metrics, such as cost per conversion, quality score, or click-through rate. But more often than not, we become so focused on the simple, core metrics that we forget the big picture.
ROAS, however, provides this big picture. It’s a metric that not only offers great insights into what’s triggering conversions, but also the amount of sales revenue you’re getting from your conversion activities.
19. New Meetings
Your ultimate B2B marketing goal should be to get more leads through your sales team – where the sales are to happen.
In that vein, the best way to measure the effectiveness of your marketing campaign is to track the new meetings that have been booked for your Marketing Qualified Leads (MQLs).
These could be demos, discovery calls, or SQLs – however, you like to call them. But the key is to look at the sales activities and out how much revenue your marketing efforts are producing.
20. Customer Lifetime Value (CLTV)
Customer Lifetime Value is one of the most important metrics to measure. The information you get can help you determine which marketing channels to direct your marketing budget and which products and services to push.
By measuring CLTV, your company should be able to measure how long it’s going to take for it to recoup the investment it used to acquire a new customer. This is especially the case where the cost per lead far exceeds the lead value, but there’s a greater possibility for repeat purchases.
You have two types of traffic that you can drive here — low-quality traffic and high-quality traffic. Low-quality traffic is full of fluff or visitors that are only checking you out of curiosity or having been lured in with click baits. You’d be lucky to find an active lead in them.
High-quality traffic, on the other hand, boasts of visitors with a vested interest in your business or products. So the odds are good, you’ll have an easy time getting them to take action. Put differently, this traffic has more leads compared to the first group of visitors.
So as a marketer looking to drive traffic, you should be working towards driving high-quality traffic. You want to make sure the people you’re attracting to your site have some interest in your business or offers.
The easiest way to direct traffic to your website is through content (SEO) or PPC ads. Learn to churn out engaging content and share it on multiple channels. The content you create can come in the form of eBooks, white papers, infographics, blog posts, and so on.
This content is supposed to help you with SEO. But in the meantime, you can share it on Twitter, Facebook, LinkedIn, and other Social media channels. Social media followers will click them and bam! There goes your web traffic.
Some of the content you publish must be short, like tweets, posts, blog posts, and video clips. There should be nothing restricting anyone from reading them. While for some, mainly eBooks, white papers, and free courses, you can create a sign-up form that requires visitors to enter their email addresses to read them.
Once a visitor has entered their email address, that shows that they have a certain level of interest in your business or products. That’s your cue to start targeting them through email marketing.
Suffice it to say that this particular visitor qualifies as a new lead that you can convert into an active customer.
Lead nurturing can be defined as the process of cultivating the leads that fit into your target account profile. In other words, you’re yet to engage these leads into a buying cycle.
Lead nurturing can also be defined as the process of remaining engaged with your existing customers for references, testimonials, case studies, and drive-up sales.
From the first step, you’ve succeeded in adding a new lead into your email list or lead management system. What remains is for you to continue nurturing and reassuring them until you’re able to get them through your sales funnel. And even after they’re done with the first purchase, you have to continue nurturing them so they can make another purchase or become part of your loyal customer base.
Lead nurturing is all about building and retaining interest. You’re simply working towards establishing a long-term relationship with that particular lead through email marketing.
Be sure to set up an email auto-responder that will be automatically sending customised emails to the new leads that download your content and other freebies. Set the auto-responder to send customised emails to a customer after a free trial of your product or after they complete a purchase.
You can’t be sure about how long it’s going take you to nurture a lead until they finally decide to take action. This can range anywhere from a day to a few years, or even longer. That’s why you have to learn to exercise patience and to be more strategical with the approach you use.
Not all leads are created the same. Speaking of which, there’s a possibility that some will be more interested in your business or products than others.
Scoring them allows you to develop a deeper understanding of your leads. That way, you can rank them based on who’s more valuable to your business than the others.
In which case, a valuable lead is one that’s continually interacting with your business. They’re among the first to click on the new blog posts you publish. They’ll download all of your material and are very active in the comment section.
You can start by profiling your leads one by one. Find out more about them and the manner in which they’ve been interacting with your website. With the information you collect, you should be able to weigh in on their level of investment and group them accordingly.
Nurturing a lead is a team’s effort. So be sure to involve every member of your marketing team. Your focus should be on nurturing high-quality leads, not just leads. By high-quality leads what we mean is that that particular lead has shown greater interest in your business or products. It’s therefore expected that you’ll have an easy time converting them with little to no effort on your part.
A low-quality lead has a low-interest level. You’ll, therefore, have to place them at the top of your sales funnel and work on their interest first until it’s grown enough to move them to the next stage of the funnel.
Take your time to analyse how your leads fall. Look for the blockage point and try to solve it fast enough. Find out about the concerns some of these leads have and figure out how to best motivate them. If anything, that’s how you solve a concern and clear out a blockage point.
Your lead management process should feature different stages. This will ensure there’s a continuous flow of leads right from the beginning of your sales funnel to the last conversion stage. Your marketing team should handle all matters relating to lead generation, lead nurturing, lead retaining, and drop-offs. Their job is to establish desire. And once they’ve succeeded in that, you’re free to direct them to your sales team for the final close.
Your sales team is tasked with one role — to convert the desire that your customer has into some real action. As a marketer, you’re more interested in sales, and it’s your job to make it finally happen. It’s also part of their responsibility to enrich the experience of returning customers and retain them over time.
Find a way to describe a lead that’s ripe enough to be passed on to the sales team. The marketing team nurtures, the sales team closes. It’s that simple.
A sales-ready lead will have a healthy profile. You can also expect their lead score to be high. And most importantly, they’ll be showing specific behavioural attributes that communicate their high level of interest. You can also tell that they have a budget, authority, and a burning desire to proceed with a purchase.
You finally succeeded in making a lead take action. Congratulation! But that’s not to say that your lead generation strategy is flawless. It could be that the leads wanted the product really bad. And regardless of what you could have done, they would have still proceeded with the action.
So make your team go through the funnel and make sure it’s as efficient as you’d have wished it to be. The funnel must be effective at bringing in new leads, reassuring them, nurturing them, converting them, and retaining them for a repeat purchase.
Drop-off should be your main point of focus here. You have to come up with working solutions on how to prevent leaks and all that. You could also try recapturing some of the leads that drop off.
It could be that you passed the leads to the sales teams too early before they were even ripe for it. This resulted in a last-minute resistance that would see to it that the bulk of the leads falls out.
Another plausible explanation is the lack of trust. You were quick to close, without considering if the leads were invested enough to trust you with their hard-earned cash. If this is the case, then you may want to consider building enough comfort with your next leads before passing them on to your sales team.
The good thing with warm leads is that it’s possible to recapture them. The only problem is that it takes a lot of time, resources, and effort to achieve. So you might want to do all you can to avoid losing them in the first place.
Lastly, you have to evaluate your lead generation process to find out if you have hit your benchmark. Is your site driving enough traffic? Is your conversion rate impressive enough? Do you need to get more visitors to sign up for your newsletters?
Remember to monitor these benchmarks and determine if they’re impacting your business or the lead’s journey in any way. The whole point of running these analytics is to come up with realistic solutions that will be helping you prevent your lead from losing interest.
As mentioned earlier, lead generation in Singapore has its fair share of challenges. It takes a lot of hard work and smart strategies to attract leads to your business and nurture them into paying customers.
The following are the most prevalent challenges to lead generation in Singapore and the best ways of solving them.
One of the most significant problems for a lead generation campaign is little website traffic. The number of people visiting your website correlates with the number of leads you generate for your business. This means that low traffic hurts your lead generation efforts.
The solution to this problem is investing in search engine optimisation. With SEO, you will rank higher on search results and get more organic traffic from search engines. Make sure that your optimisation focuses on solving the challenges faced by your target audience. The more relevant your content is, the easier it will attract people who are likely to show interest in your company.
Although generating an enormous amount of leads is exciting, it is the quality of the leads that matters the most. Unqualified leads include people who have funds to purchase your items, people who live outside your area of operation, and people who are not ready to proceed down the sales funnel. Trying to convert such individuals into customers is frustrating to the people whose role is to nurture leads into clients.
The remedy to this challenge is understanding the preferences of your target audience. Make sure that you know the pain points of the people you are targeting so that you optimise your lead generation campaign accordingly.
Budget constraints are a significant detriment to any aspect of marketing, including lead generation in Singapore. It is quite challenging to get the desired number of leads if you do not have sufficient funds.
In most cases, marketers who experience this challenge practice PPC and other strategies that require a hefty budget. The best approach to marketing is by starting with the options that require a lower budget, such as SEO and email marketing. As the business grows, you can begin integrating the strategies that need budget such as PPC advertising.
It is not surprising that a considerable number of consumers are skeptical of online business. The main reasons for the reservation are the rising number of internet fraud and stealing of personal information. Nowadays, you have to assure people that you are going to provide value for them to offer their information in exchange.
Having social proof is critical in convincing potential leads to share their information with your business. Some of the types of social proof include case studies, testimonials, and feedback from previous clients. These types of inclusions have a significant impact on your lead generation campaign. 67% of shoppers have to read at least six reviews before trusting a brand, which underlines the importance of having social proof.
If you are investing your efforts in lead generation in Singapore, you should maintain the same energy once the leads get to your website. The problem faced by many businesses is that they do not know how to drive traffic to their website where they can nurture them into leads.
The best way of ensuring that your visitors take action is by asking them to do so. You should create a defined conversion path that makes it easy for your traffic to take the desired action. For instance, it could start with a CTA that directs visitors to a landing page with a contact form. Once the visitor provides their information, they should proceed to a thank you page where they can get a valuable resource.
In the competitive marketing industry, there is no room for making mistakes when it comes to lead generation in Singapore. If your marketing and sales teams are using a disjointed strategy, you are at a massive risk of losing opportunities and falling behind your rivals.
For example, your marketing team might complain that the leads that they are getting are not being nurtured while the sales team insists that the leads are unqualified. If such miscommunication persists, it affects your lead generation campaign significantly.
The best solution to such issues is implementing a service level agreement. The purpose of this agreement is to define the role of each team in improving your Singapore lead generation efforts.
Investing in a lead generation campaign is one of the best decisions you can make when you want to progress your business. With more leads, you will boost your conversion rates and eventually, the number of sales you make.
Here are the benefits of investing in lead generation in Singapore.
When you want to increase the number of leads you generate, you need to invest in practices such as SEO and search engine marketing. The reason for this is that SEO and SEM increase your visibility on search results, which is the first step to getting more people to your website.
The primary objective of a lead generation campaign is to get more people to your website. When you have a massive audience, you can improve your conversion rates significantly. This, in turn, translates to better sales and more revenue for your company.
Companies that engage in lead generation in Singapore have the upper hand over their rivals. Most businesses that actively generate leads online to make more sales than those that rely on traditional methods of attracting customers.
When applied correctly, lead generation can bridge the communication gap between your marketing and sales teams. This is because the two have to communicate continually to ensure that the leads are qualified and eventually convert into paying clients.
There is no defined price for Singapore lead generation; the cost of a campaign depends on the methods you intend to use to engage your target audience. Another element that affects the price of lead generation is whether you will invest in a lead generation tool.
Regardless of the approach you choose, you must have a website that costs at least S$2,000 to develop. Once the site is functional, you can then designate a budget for other channels such as email marketing, SEO, paid search, and social media, and so on.
If you are employing a lead generation agency, it is advisable to choose an option that charges you per lead instead of levying fixed charges. Paying for each lead is more cost-effective because you can see the result. On the other hand, paying in advance could result in a wastage of resources if the company does not deliver.
Lastly, it is crucial to conduct regular audits of your lead generation in Singapore to see if your strategies are productive. By identifying issues at an early stage, you can cut down on expenses significantly.
If you are yet to invest in lead generation in Singapore, you are missing out on a massive opportunity to improve your sales and get more revenue. Lead generation also enhances brand awareness and expands your client base significantly.
The secret to a successful lead generation campaign is harmonising the communication between various teams in your marketing department. Make sure that the marketing team focuses on getting qualified leads, and the sales team implements smart follow-up tactics to convert the lead into a customer.
Finally, you must keep an eye on the latest trends in the world of lead generation. New strategies are coming up regularly, and failing to keep up might hurt your lead generation efforts.
When building an email list, it’s important that you begin by researching your target market (not populating your email list with family, friends, and random people you know).
This statement sounds irrelevant, but it plays a critical role in the success of your email marketing campaign.
Remember, you’re not just creating an email list, but creating a genuine and organic email list of people that have expressed interest in your products or brand. The last thing you want is for the emails that you send to be marked as spam.
It’s a tedious process, but one that will make you feel proud if done right.
This is no official invitation to brand yourself as a monkey-see-monkey-do. With your eyes open to what your competition is doing, you can easily spot gaps to be filled and the windows of opportunity that your competitors left open.
You want to improve your brand and stand tall over your competitors. So, what’s it that they’re not doing or doing wrong?
Your eyes should be glued on:
Your website might be doing great, but not that great in terms of lead generation. The website may be driving traffic, but until the traffic translates to more clicks and conversion, that means you’re not timing them right to collect follow-up information.
One of the best instances to collect information from your site visitors is immediately after they’ve consumed the article that brought them to your site or blog in the first place.
At this point, you want to set your website with an exit-intent popup box, which can be triggered automatically as the visitors scroll through your posts.
Popup windows are thought to be effective because they create a much-needed sense of urgency. Consumers also view it as an opportunity to express their gratitude after digging through your post.
Where you do not wish to use obtrusive popups, you have the option of using slide-ins, top bars, and sidebars.
Here’s your chance to make the most out of your email marketing campaign.
Come to think about it, your subscribers come in drips – a few in a day, as they gradually grow. These subscribers have a different understanding of your business and brand. Meaning, the email messages you send them to have to be tailored to match their understanding of your business or products.
Email dripping allows you to come up with a series of email messages that you’ll be automatically sent to your subscribers at predetermined regular intervals.
You want to come up with a pattern of targeting your subscribers through varied email messages. This predictability allows you to establish a connection with your subscribers.
The drip campaign can run for months, with the primary goal of keeping your brand fresh in the minds of your email subscribers. You want to regularly supply them with the information that they need, in the hopes that you’ll be able to get them to convert at the end of it all.
The easiest way to attract more leads is to offer incentives in exchange for the information you’re interested in.
In comes gated content – or the content that you lock in a form.
The content can come either as a video, an eBook, a report, a case study, an infographic, and so on. But what’s important is that the user has to fill out a lead-capture form to read it.
On the other end of the form, there should be high-value content and one that an online user would kill to read or view. Otherwise referred to as a lead magnet, the content you use is supposed to lure your visitors in. It must be a piece of content that your users want really bad, and one they wouldn’t hesitate to fill up the form in order to access it.
You don’t have to manually send emails to your subscribers. Not when you can easily automate them, and instead dedicate that time to more important aspects of your email marketing campaign.
Automate the emails that you send to your customers and subscribers when they fill up your email subscription form, purchase one of your products or services, or perform any other routine activities.
A lot of creativity has to be applied to effectively pull this off. But the end goal is to free yourself enough time that you’ll be dedicating yourself to more important tasks.
Don’t end your emails with a CTA. Instead, try to encourage your subscribers to share your messages with their email contacts or social media connections.
You don’t need to over-complicate it. Just something simple along the lines of “hope you enjoyed reading this email message. How about you share it with your friends and family? Use the social-sharing button we’ve provided, and everything should be a snap from there.
This is a strategy you want to adopt if you’re looking for a more natural way to grow your email list. You just have to figure out how to do it right, and you’ll be able to generate leads with little to no strain on your part.
As a business owner, it’s best to leave lead generation to service providers. Lead generation service providers are responsible for running and managing campaigns that aim to discover and qualify leads for a business. That way, your business can benefit from an increased number of potential clients.
In addition, these service providers can also help you initiate communication with your potential customers while giving them a reason to be interested in your business. Depending on the service packages that your provider offers, you can also sign up for auxiliary services such as follow-up campaigns and other services that make it more likely to fully convert your leads.
Even though lead generation services are typically utilized by the sales departments in companies, marketing departments can also benefit a lot. By using the services of lead generation providers, marketing teams are able to enhance their advertising efforts and target the right audience. Such services eliminate guesswork methods such as cold calls in trying to acquire the right customers. That way, your business can be set up for success with high-quality leads for assured business relationships.
There are quite a number of benefits that make it worth hiring service providers to handle lead generation for you. The following are some of these benefits:
Your lead generation service provider should be able to provide your business with qualified leads that meet your target market. These leads can help you increase the number of customers for your business while reducing the number of marketing bucks needed. You will also cut costs in time spent sifting through unqualified leads. Your company’s money, time, and energy are worth investing in leads that are guaranteed to boost your business.
By focusing on building a strong customer base, you will be able to enjoy increased revenue and profits for your business. This means that you can concentrate more on planning strategies that promote your products or services. You can then rest easy knowing that your lead generation service providers are running the show when it comes to finding your potential customers.
When you choose lead generation service providers, you can expect to get accurate data regarding the quality of your leads. These days, there are many marketing companies that have extensive knowledge in determining what makes a good lead for their client’s businesses. This means that instead of wasting time and resources sifting through leads, you can be assured of having reliable data at your disposal.
More often than not, businesses fail because they do not know how to effectively handle customer relations. This is where lead generation services come in; service providers are equipped with the tools and expertise needed to turn your leads into loyal customers. With their guidance, you can be assured of getting more potential buyers by knowing exactly what to do in order to acquire them. This will give you the opportunity to build rapport with your future customers and develop strong business relationships.
Technology is one of the most important aspects of any business. As such, it should come as no surprise that many lead generation service providers have invested in the latest technologies to give them a competitive edge. Having access to state-of-the-art lead generation technology can help you engage more customers and develop stronger business relationships.
For your business to be successful when you hire lead generation services, you need to ensure that you are hiring the best agency to help achieve your goals.
You need to be able to weed out the talkers from the real doers to ensure you work with a result-oriented partner.
To separate the two, let’s look at some questions to ask to pick the best lead generation agency according to the services you need.
There are two types of lead generation agencies: major accounts and small sales.
Major account lead agencies targets clients who sell complex services and products. They provide professional solutions to the style of sale on return on investment to ensure a long-term business cycle. They also sell higher-priced items on high-value sales leads.
Small sale lead generation agencies, on the other hand, target smaller purchases under $10,000. They work with shorter cycles or no cycle. These agencies are the majority in Singapore.
When hiring, you need to determine what kind of company you are in so as to hire the right type of lead generation agency.
Lead generation agencies offer their services at different rates according to their experience and what they provide. You should weigh the price according to the company size, reputation, services, industry, etc.
It is very crucial to understand the company’s processes before you consider hiring, such as conversion rates and for how long it will carry your leads for the quality generation of leads. As such, you should ask if they offer tiered packages or quotes after researching your business.
Although most lead agencies have similar approaches to lead generation, you should consider the range of strategies and those of best interest to you.
You should also consider the transparency of the agency you hire. Be wary of those who give vague answers to the most essential components of their processes as these agencies cannot be trusted.
In the modern age, technology is mandatory. The agency should have all the crucial digital tools to work with. The quality and scope an agency uses can shed light on their values and the kind of results they deliver.
You need to understand what you are getting yourself into before signing off with a lead generation agency. You need to discuss expectations on both sides and the kind of results expected.
Setting up communication is vital for smooth operations. Therefore, ensure that you stay in contact all through the process. Inquiry too if the agency is interested in an ongoing partnership once the current project of over to make the decision-making process easier for you.
Here are seven emerging lead generation trends to take advantage of in 2020:
Brands are now partnering with influencers to generate leads and drive sales. If it makes any difference, influencers are the digital entities, persons, or brands with authority in their particular field or social media niches. Businesses use their influences and extensive reach to reach more customers and influence decisions.
ABM is a growth strategy that focuses on quality, not quantity. It’s a strategy that marketers use to target the best-fit customers and prospects, not just anyone. It focuses on identifying the best or sales-ready group of customers and prospects.
SEO is the second-best leading generation channel. It follows email marketing.
It’s now clear that search engines aren’t just interested in the content. They want you to create exceptionally high-quality long-form content instead.
Buzzsumo recently confirmed that unique content research has a way of producing solid marketing results. Not to mention that it’s also effective in driving leads.
PR Stunts are making a comeback. 2020 is the year when many marketers will be adopting this offline marketing technique to create media buzz and social engagement. When people engage in PR stunts to generate social media buzz, that’s what’s widely referred to as experiential marketing.
It’s predicted that voice will account for more than 50% of online search queries by the end of 2020. It’s a search trend that’s quickly starting to pick up the shape, with its effects extending to lead generation, as well.
AI technologies such as Sophia and Asimo are setting up a new trend. And it’s not about robots.
It’s now become clear that AI can be used at almost every stage of your marketing process. You can use it to define your target audience, find them online, compose marketing emails, and so much more.
The following lead generation practices aren’t exactly new. But they’re still effective and have even evolved to be the darling guiding star for deploying any lead generation strategy.
Buyer Persona: Every marketing concept begins with identifying your target audience. You have to identify their pain points, define the solutions to these pain points, and develop products or services that best resonate with them.
Lead Qualification: Lead qualification refers to the attributes that predict if a particular lead is more likely to go through with an action. Ideally, there are two ways of qualifying a lead – marketing qualification and sales qualification.
Segmentation: Segmentation is where you break down your base leads into small units, mostly based on the actions they undertake. It’s a marketing strategy marketers use to ensure they’re sending the right marketing messages to their leads and not mass-shooting them blindly.
Personalisation: Personalisation refers to the process of customising your audience experiences based on the track of hints they leave behind. It’s a strategy that marketers use to make their audience feel special and respected.
This information is usually collected from browsing history, opt-in forms, and device location.
Automation: Automation unified all the processes of lead generation. It refers to the use of software to automate many of the small lead generation tasks, from when visitors land on your website to where they decide to take action.
This article barely scratches the surface of lead generation. In addition to reading online articles, we suggest that you also purchase the following list of books to expand your understanding of the subject.
Aaron Ross – in this book – tries to walk you through a detailed procedure of growing your list in the modern world of marketing. He also goes on to talk about cold calling and the transformation it has undergone over the years – a must-read for anyone that wants to learn about lead generation and how to use it for outbound growth.
Inbound lead generation has one of the highest Returns on Advertisement Spending (ROAS). However, things have significantly changed. And brands are no longer born through advertising, but publicity. This book tries to address the fundamental principle behind the said publicity.
The information in this book is priceless. Among the information provided is a wealth of invaluable sales techniques and practices.
Although it’s clear the author was lopsided towards B2B sales, there’s a whole lot B2C marketers can learn from this book. A good example is “the Dream 100” marketing strategy for lead generation.
There’s a lot of gems in this book. Stewman tries to tackle organic lead generation from a whole different angle. He also covers organic lead generation strategies that you can implement today and watch your business sales skyrocket.
A good generation strategy covers the whole enchilada of marketing activities – attraction, conversion, closing, and client delight. No one captures these lead generation strategies better than HubSpot Founders in this book.
To succeed in business in Singapore, you need lead generation. As you have seen, it is very crucial in supporting your sales and helping you reach your business and revenue goals. By using the right lead generation strategies, tools, and even lead generation agency discussed above, you are bound to have a thriving marketing campaign.
A rule of thumb, however, is to keep creating great offers, landing pages, forms, CTAs and promote them in multi-channel environments. Always be in touch with your sales team to ensure that you are handling quality leads regularly. Also, never stop testing in your lead generation process as this is the only way to improve lead quality and increase sales and revenue.
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