Online lead generation has emerged within the past decade as an effective way of finding new customers

April 12, 2013

A business that deals with lead generation is concerned with actively trying to seek new customers for a product or service. This may be for their own business, or on behalf of a client. The most common ways in which this is achieved is over the phone, by telemarketing, or by door to door sales. When an interested customer has been found, it is then the client’s job to convert this initial interest into a firm sale for their business. A lead is the contact details of a customer that has shown an interest in the products and services available. If the lead generation is being carried out on behalf of a client, these leads are often purchased on a pay per lead basis.

There are many different products and services that are sold or promoted via lead generation, the most common include home improvements and financial services. The reason that these types of products and services are most common is due to the nature of them, and the fact that they are ‘considered purchases’. A customer may want to hear from many different companies regarding who they want to purchase the final product from.

As previously mentioned, the most common methods of lead generation are telemarketing or door to door sales, but this is changing as we have entered the 21 Century. The internet is fast becoming the first port of call for most businesses and consumers, not only when they want to gather information, but also to purchase goods and services. Online lead generation has emerged within the past decade as an effective way of finding new customers. When a lead has been generated over the internet, it is often worth more financially, than a lead that has been generated over the phone for example. This is due to the way in which the lead is generated. Online lead generation requires the customer to have found the website online, and make a further enquiry or request a survey or more information. As the customer has initiated the process, it suggests that there is genuine interest and that they are likely to go ahead and convert into a sale.

Whichever method of lead generation your business decides to use, you need to ensure that you are always working with B2B and B2C data lists that have been thoroughly screened and cleaned to guarantee top quality results.

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Lead Generation Services

December 26, 2012

The Lead generation service is the process of proactively creating and discovering interest among prospective buyers so that a sales team can engage with the customer and create a sale. As the company providing the leads, it will be you who has the first verbal or written contact with the customer; you must be professional and supportive from the word go if you wish to maintain an interest and generate a lead for your client.

A common example of how the Lead generation Online service works comes from a telemarketing organisation. They may be contacting a homeowner about double glazing, and if the customer is interested, their details will be sold to a double glazing installer who will attempt to turn into a sale. The lead is the interested customer.

Lead generation has become crucial to the survival of many companies; they need to be provided with a constant flow of ‘sales ready’ leads in order for them to convert to business. If you are producing leads for another organisation to turn into sales, it is important that they are of a high quality, and that all the information required is correct and complete on all occasions.

The companies buying the leads will state how many they require; it’s crucial that you are able to provide these within the time scale and ensure that they match the high standard expected. If the leads fall below this standard they will be of no use to the company, and they will be unlikely to use you again to generate leads for them. This stresses why it is important to ensure that every lead your company generates is of the highest standard before passing it on to the client. The better quality your leads are, the more clients will choose you to generate leads for them, in turn increasing your sales as well as theirs.

In order to provide your clients with high quality, ‘sales ready’ leads it is important that your data is up to date. Data cleaning can be used to ensure that you are only contacting customers that may want to hear from you, and that they have not opted out or moved house. This will increase your positive response rate and the amount of leads you can sell on to others.

The way in which leads are generated has changed as we have entered the 21st century. More consumers are using the internet to gather information. This is why online lead generation has increased in popularity in the recent years. Customers can fill out online enquiry forms relating to the product or service they wish to know about, the details of these customers will then be sold as a lead. Customers prefer to take the first step, rather than waiting for someone to call or write to them, persuading them to buy something they didn’t even know they needed.

Whichever method your business uses, it is crucial to always provide high quality leads which will increase your sales as well as your clients.


How online lead generation can benefit your business

December 26, 2012

Online lead generation is becoming an increasingly popular method of lead generation. With more consumers and businesses that ever using the internet not only for researching products and services but also for buying them, it only seems the sensible option to utilize this. Social media and technology is taking over, and it makes sense for lead generation companies to follow suite. When businesses decide to carry out online lead generation they have the option to target a whole new generation of customers and in turn increase the amount of sales and leads generated.
There are many advantages when a lead generation business uses online lead generation, it will increase website traffic, and is also cost effective in comparison to other more traditional lead generation methods. Also, online leads are often worth more that telemarketing leads for example. As the customer has enquired themselves and not been pressurised into signing up, it is likely that they are genuinely interested. Although online lead generation is a great way to generate leads, other methods such as telemarketing should not be forgotten. Just because a customer hasn’t enquired online for themselves, it doesn’t mean that they are not interested in, or will not benefit from the products and services that you have to offer.