Is lead generation a solution that can help your business in Kenya bring in more clients?
Acquiring and closing leads is the main objective of any business. Increasing your business prospects means increasing brand awareness, piquing their interest and nurturing the curious leads through a marketing funnel and into your sales pipeline.
When lead generation is done well, it can create a strong relationship with qualified leads who can invest in your business for a longer period.
What is lead?
A lead is any person who shows interest in a company’s product or service.
What is lead generation?
Lead generation is the process of attracting prospects interest in a product or service and nurturing them until they are ready to buy.
Simply putting it, lead generation is the process of warming up potential prospects to your business and setting them on a path that will make them eventually make a purchase.
You can generate leads through job applications, online content, blog posts and coupons among others.
Lead generation can be used by both B2B and B2C businesses.
When you implement a good lead strategy, you build relationships, increase brand awareness, generate qualified leads and ultimately close deals. When you direct higher qualified leads to your sales team, the more you are likely to make more sales.
Lead generation process
- Now that you have an idea about lead generation, let’s talk about the lead generation process.
- First, a visitor discovers your business through your social media page, website or blog.
- That visitor clicks on your call to action (CTA)
- The CTA takes your visitor to a landing page, a landing page is a webpage that is designed to capture lead information in exchange for an offer. Let’s say you have an eBook that you would like to give out for free but in exchange for information from people. You create a landing page and create a form with the information that you want e.g. name, organization, phone number and email address.
- Once they fill the form they get the offer. At this point, they become a lead.
How to attract leads
- Email marketing
- Social media marketing
- Live events and seminars
- Website landing pages
Both B2C and B2B lead generation strategies include four components.
Lead capture: Lead capture is the process of collecting information from prospects. This is through the form on your landing page. The form will include the necessary information that will help you know if they are potential lead or not. The form is the first step of prequalifying your leads.
Lead magnets: This is a free item or service that you give away to help you get information from people. You could give free newsletters, trial subscriptions or even free consultation. Simply, it’s anything that will attract people to click on your CTA to take them to your landing page and fill out their information.
Lead qualification: This is the process of determining if your leads are likely to buy or not depending on the information they filled out.
Lead segmentation: This is the process of segmenting your leads based on their activities, habits and information. This could be through the pages that they visited while on your website etc.
Lead generation is quite a process but if done well it can bring you sales. Many businesses especially B2B in Kenya have adopted lead generation in their marketing strategy.
Lead generation requires you to have a few systems in place to help you save time and have automated systems so that you don’t have to do everything. We offer lead generation services in Kenya and offer consultation on the same. We help you come up with a lead generation strategy, advice on the systems to use among other things. Give us a call today and let’s chat.
Also Read: 3 ways to improve your email open rates