Lead Generation

According to Wikipedia…  “Lead generation … refers to the creation or generation of prospective consumer interest (outbound generated) or inquiry (inbound generated) into a business’ products or services”.

Leads are highly important to the sales process, be it inbound or outbound. That is because, a sales can’t be made without their first being a lead.

How do I know that a prospective client is interested in my service?

From an inbound perspective, I know because that person has called in and has explicitly expressed interest or implicitly expressed interest by asking buying  type questions ( how much it is? what are your deliver options? do you offer credit? can this work in my business?).

From an outbound perspective, I know that this prospect client is interested in my offer because he or she is willing to listen to what I have to say as well as ask buying type questions.

Methods

  1. in house
  2. outsourced

Leads can be generated for a variety of purposes – list building, e-newsletter list acquisition or for winning customers. Lead generation is generally generated through search engines.

Lead vs. Qualified Lead

Just because you have a lead does not mean that the lead is qualified.  A qualified lead (aka., sales ready lead) is someone (person or business) that can use what you have to offer, has a recognizable need, want or desire, has the power to say yes or nor to your offer; has the means to follow through with a purchase decision by actually buying it, and is willing to listen to what you have to say about your offer.

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