Every sale begins with a lead, but not every great salesman is an expert in lead generation.
The ability of your sales team to meet targets and grow your business hinges on the leads that you provide them.
Ensuring your sales funnels are fully stocked with new, high quality leads is not easy, which is why so many businesses bring in experts to help.
The right lead generation expert will come in and analyze where you are currently, identify new opportunities and then put systems in place that will attract your ideal clients as leads.
That said, engaging an expert in a field you are not highly knowledgeable about is fraught with challenges.
How do you know if your expert is taking you down the right path?
Every lead generation expert will have their own methods, but there are certain steps that any good practitioner will take.
If you can find someone who can do the following 7 things, then you have a lead generation super star on your hands!
Table of Contents
1. Get Your Numbers in Order
Lead generation, at its core, is a numbers game.
Without a firm handle on how much traffic is being driven to your promotions, you have no idea which campaigns are actually providing leads and which are a waste of time.
As a first step, any top lead generation expert will review the key metrics of your current and previous campaigns as a first step.
This will help them gain an insight into what has worked in the past and which strategies, with a little fine tuning, will bring in the most valuable leads.
By using data that is already available to you, an expert can begin building the foundations of a relentless lead generation machine.
2. Set Up Systems
From day one, top lead generation experts will begin doing themselves out of a job by putting systems in place.
The goal of your expert should not be to make you reliant on them. They should give you the tools to keep their lead generation strategies running long after they are gone.
These systems should be largely automatic and do all the hard and tedious work of gathering, organizing, storing and scoring leads.
With the right automated systems in place, your sales team will be fed consistently high quality leads, leaving them more time and energy to focus on closing sales.
3. Creative Feedback
A lot of businesses put little thought into the content they push out via their website and social media.
Quality does matter and content that is not geared towards selling your product and gaining conversions can be damaging your ability to attract good leads.
A good lead generation expert will review your existing content and suggest changes that will increase the effectiveness of your digital marketing channels.
One of the easiest ways for them to achieve this is by looking closely at your existing landing pages.
A well crafted landing page can increase your conversion rate by many multiples with very little extra outlay or effort.
Some minor changes suggested by someone with experience in the field can yield massive results.
4. Manage Ongoing Campaigns
The next step is the ongoing management, tweaking and optimization of your lead generation campaigns.
A lot of business who practice DIY lead generation fall down at this crucial step. Even the best lead generation techniques need to be monitored and modified over time.
Using the data generated from the systems they have put in place, a good lead generation expert will be able to identify the winning pipelines and optimize them.
They can also begin the process of improving underperforming channels, or ceasing campaigns that do not have a pathway to an acceptable ROI.
5. Increase Back End Sales
Generating first time, front end sales might be tough, but bringing those same prospects through your funnel to the back end presents even more of a challenge.
A lot of businesses are not properly tracking their leads through the buying cycle and are missing many high profit back end sales by not re-engaging at the right time.
The tracking systems lead generation experts put in place are able to track your prospects all the way through the buying cycle.
With enough data, a well set up system will be able to identify the triggers that push a long term prospect into buying mode and will alert the sales team.
Knowledge like this is allows your sales professionals to prioritize their time and target customers in the back end who are primed to buy.
6. Feedback and Duplication
One of the most crucial things you need your lead generation expert to do is provide regular feedback on which strategies are working best.
You need to find someone who is not afraid of transparency and is willing to share both successes and failures.
With this valuable feedback, you can then apply the lessons learned to other sales funnels in your business, duplicating your success.
7. Growth
The key metric of success you need to look out for is growth, because that is the whole reason for hiring an expert right?
If you are not getting more leads, more conversions and more profits, then it is time to make a change.
Don’t settle for promises—demand results.
Hire a Professional Right Now
You hire professionals at each step of the product creation process and for the everyday running of your business.
Why wouldn’t you also take on a lead generation professional to take care of this complex and specialized task?
So many businesses are unable to maximize their lead generation potential because they lack the know how to set up complex and evolving lead generation channels.
Sidestep the frustration of learning lead generation from scratch and let a proven expert take the wheel.
With lead generation taken care of, you and your team can focus on what you are best at, safe in the knowledge that the high quality leads will keep rolling in.
Hire an expert in lead generation right now and maximize the ROI on your marketing spend.
If you want to hire Major Impact Media to do all of the above for you, click here to apply to work together.
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