Easy Tips to Generate Quality Leads
The generation of leads is essential when running a business.
These people are potential customers and they could provide you client referrals. They can also become affiliates or team-members of your business.
As long as you have a steady flow of leads, you have an opportunity to sell your product or services.
Why It’s Important to Generate Quality Leads
Most entrepreneurs, especially for startups, try to get as many leads as possible. They believe that the more people they have on their list, the higher the chance of earning revenue. This should not be the case.
Imagine having thousands of people sign up to your advertisement. You feel very happy at first but when you call them up, they never run out of reasons on why they are unable to purchase your product or service. Some will say that they do cannot afford what you are offering. Others will use the ‘I’m too busy’ excuse, and ask you to reach out to them again in the future but be rejected repeatedly.
This can get frustrating for entrepreneurs in the online advertising business. You may have a lot of leads, but most of them are not qualified for your offer. If you continue with your ineffective marketing strategy, your business will suffer. You are spending unnecessary time, money, and effort to get unqualified leads. You follow up with people who are not interested in your business.
Establish Rules to Qualify Leads
Come up with a set of rules to determine qualified leads. You can look for people who are earning at least $20 million per year or you can target people who use a certain brand of game console. It doesn’t really matter how high or low you set your standard. You just need to focus on a specific factor when you advertise.
Once you have established your rules to qualify a lead, you need to find a way to attract leads with these restrictions. As the business owner, it should be easy for you to know who would fit as a quality lead for your business. Do not be afraid to turn away some potential customers and getting a low turnout from your ads. This does not mean your ad campaign failed.
It is more important to get back the time and money you spent on creating your ad. Focus on making a profit from qualified leads and not just getting a huge number of people to sign up.
Getting Qualified Leads
Here are two ways to efficiently identify if a lead is qualified or not:
Use Ads to Make People Identify Themselves
Say you are running a travel and tours business for luxury cruises. These trips usually cost a fortune so most people want it, but do not have the money to afford it. You should generate leads of people who want and can afford to pay for your services.
The common way to advertise is to have an ad that asks people to write down their name, phone number, and email address. This is ok if you want to get hundreds of people to sign up but that is not your goal. You might end up calling people who cannot afford the travel packages you offer or are too busy to go on vacation.
Your ad should entice people who are interested in what you are selling. Aside from having them fill in their names and contact details, you can have them indicate other pertinent details. Ask questions like ‘when is the off-peak season of your profession?’ to know if they have available time for a vacation. You can also ask “how much do you spend on groceries monthly?’ or ‘how much have you saved for retirement?’ to know if that person can afford your travel packages.
By knowing the earning capacity and availability of a person, you can qualify your leads. This will help you determine whom you should take the time to contact so that your money and time do not go to waste.
Use Ads that Choose the Leads for You
Another method is to use ads that will tell people if they are qualified or not. In the same example as the travel agency, you can ask your leads where their ideal vacation is. However, this could be a problem if they cannot afford what you offer. You may even end up getting a reputation for being too expensive and drive away potential clients.
Several people may click on your ad but they will not contact you for different reasons. In case someone signs up and you contact that person, he may reject your offer and you end up wasting your effort.
On the other hand, if you indicate the packages you have and include details like destination, cost, and inclusive amenities, the person will know immediately that he is the right person for your ad once he sees it. There might be a chance that you do not even have to contact your leads because they are the ones who will look for ways to reach you.
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