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Lead Generation

 

1. What does a lead mean?

A lead is a potential customer who has engaged or showed an interest in your brand. It is usually decided when a customer engages with your brand regularly and if he/she is also ready to share their contact details such as email or phone number with your brand.

 

2. What is Lead generation?  

Lead generation is one of the most commonly and widely used terms in the online marketing and sales world.  

Lead generation is the way to attract and reach your potential customers. It is a technique used to get the contact information of your customers in the form of leads.

Different techniques and strategies used to get a person interested and then collecting their information through the sales funnel is what lead generation is all about.

3. Why is lead generation important for your business?  

Lead generation is very important if you want your business to grow. Consumers are getting smarter; marketers need to rethink and refocus on their strategies. Marketers need to be dynamic and ready for a change to stay relevant.

When you present your product to an individual, they’re no longer a stranger to your company. They then become a potential customer for your business. So, you need to make sure you create a good first impression by satisfying their wants and hence turning them into your customers based on their interest.

4. What are the benefits of lead generation?  

 

  • Targeting the right consumers:  

Lead generation can help businesses to focus and target their resources into specific areas. This helps in saving costs but increases sales for the business. Companies can expect a good ROI from lead generation.

 

  • Helps in increasing awareness:  

Lead generation helps brands in increasing their reputation and generating awareness. Brands can only promote their services when they are discovered. Once you grab their attention, you can then promote your features and benefits to them.

 

  • Collection of valuable information:  

Lead generation provides you with a great opportunity to collect and gather information. It helps in generating data of your valuable customers. This data can help you know your customers better. It helps you know their needs, wants, and desires.  

You can then personalize your brand's strategies accordingly.

E.g. - Most companies generate data through web/registration forms.  

 

  • Loyalty towards the brand:  

As previously stated, collecting data can help in personalizing a brand's strategy. This helps in retaining and creating a community of like-minded customers. This can help in improving brand value as well.  

 

5. What is MQL - Marketing qualified lead?

Marketing qualified leads are ones to whom your marketing team promises in the form of ads. These customers are interested in your brand but might not be ready to buy. They have shown their interest or intent but there isn't enough data to calculate it. 

These leads are handled by the marketing team that engages and nurtures them. They also provide all the relevant information and try to convert them by gaining their trust. This requires the marketing team to first develop a relationship with their customers.

When the above process gets complete, and the prospect develops a sense of confidence with your brand. They are handed over to the sales team and they become your SQL’s.  

 

6. What is SQL - Sales qualified lead?  

Sales qualified leads are those leads who have crossed the engagement stage and are now determined on becoming your customer. They are nurtured and analyzed by both your marketing and your sales team and are now ready for the next and final stage, which is becoming a customer.  

Each lead is analyzed by both the teams to identify on what stage of the buyer's journey are they currently in and they then plan their strategies to approach the prospects.

7. What are the 2 main Lead Generation Channels?

The two main lead generation channels in marketing are:  

  • Outbound marketing
  • Inbound marketing

Outbound marketing involves demanding your customer's attention. It is usually done by running paid campaigns.

Inbound marketing involves using in house content to create sales funnels. This helps in getting their attention and pushes them to sign up for the services.

 

8. How to Generate Leads for your Brand In 2020?  

There's a significant change in consumer perception. Companies need to realize this and adapt to it ASAP. Only then could they strategize their plans accordingly.

Here are some of the means to generate leads for your brands:

  • Create a website.  
  • Use contact forms on your website & make sure it's visible.  
  • Use sign-in forms.  
  • Pay close attention to your landing page and CTA’s.  
  • Conduct email marketing.  
  • Focus on retargeting.  
  • Post educational content like blogs or glossaries.  
  • Get referrals from your clients.

 

9. What are the Pros of Quality Leads?  

10. What are the Cons of Quality Leads?  

  • Time Consuming.
  • The outsourcing company may not be aware of your product and would also lack product knowledge.
  • Risk of leads backing out in the end moment.

 

11. How to Attract Quality Leads for your business?

B2B business prefers:

  • 39% of B2B marketers prefer generating leads from Facebook.
  • 30% of B2B marketers prefer generating leads from Twitter.
  • 44% of B2B marketers prefer generating leads from LinkedIn.

Finding quality leads for your business is very important and for that choice, the right channel is important as well. It is important to select the right platform that suits your industry.  

LinkedIn is the best social network platform to generate leads if you're in the B2B domain. 

 

12. What are the common business problems that lead generation can solve?

  • The problem of generating a high volume of leads.
  • The problem of getting in leads but without a fixed strategy of what to do next.
  • The problem of having no ROIs on the money spent on advertisement and promotion.  
  • The problem with the Sales funnels not working properly.

 

13. How do Chatbots help in lead generation?

It helps in understanding the Needs & Wants of your Audience.

A chatbot helps in understanding your audience better. It helps in identifying your customer's needs and wants. This helps in forming proper strategies that improve the engagement of the business.

A chatbot is even capable of carrying out surveys through quizzes. This makes your consumer comfortable while answering those questions and allows you to get a better idea about your service and your company from a consumer's point of view.

Sales chatbots are even good at lead generation as well.

 

  • Segmenting audience

Segmentation helps in keeping the content relevant for your audience.

Chatbots can segment based on data and then segregate them based on:  

  • Demographics
  • Interests
  • Age
  • Gender, etc. 

They also help in the segregation of your audience based on the buyer's journey. This allows you to target your existing customers by remarketing ads and creating new ones with awareness ads. This improves the results of your strategy.  

 

  • Building relationships  

A chatbot acts like a conversation starter. Every strong relationship is built over effective communication. A chatbot builds relationships with your customers by having regular conversations.

It drives in more engagement by providing that instant support your customer is looking for. This makes the customer feel special and builds confidence in the brand.

Chatbots work on data which makes them provide tailor-made solutions to your clients. This helps them to push your product by being too aggressive.

With the introduction of the Live chat feature, you can jump into the mix as well. If a chatbot is not able to answer any question or you just feel you want to handle a specific client, Live chat allows you to do that.

This allows your customer to get a more than satisfactory customer support, which in turn helps build a foundation of a strong relationship.

  • Replace Forms with chatbots.

Okay let's be honest here, no customer likes filling those large forms. It is a big task for companies to get those forms filled by their customers. It's neither exciting nor engaging for the customers, which reduces the relevancy of data. But chatbots can fix this problem.

Chatbots can push forms into casual conversations. This is light on consumers and gives you the advantage to collect good and accurate data. Chatbots can effectively replace forms by bringing in more relevant data with lesser efforts.

Users find it way easier and convenient to reply and provide information to a chatbot than a form. This is due to chatbots' human attributes and the ability to converse. This makes form filling fun compared to filling those boring survey forms.

This speeds up the entire process of data collection and helps marketers in creating good and accurate Ad campaigns.  

 

  • Educating customers in a Fun and Casual way.

Educating customers is the most important part of any lead generation process. No prospect will opt for your product without proper knowledge about your product. The customers won't buy unless they are confident about what you have to offer.

This problem could be fixed by chatbots. Organizations use chatbots to educate their audience and potential audience. You can just enter the term you are looking for and it will search and present the results to you.

This makes it easier for customers to learn the right topics without even spending time searching for it. That's how your chatbot promotes your in-house content while providing a seamless experience to your consumers.

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