Isang Patnubay para sa mga Nagsisimula sa Lead Generation

Ang pagbuo ng mga lead ay susi sa tagumpay ng anumang negosyo. Hindi mahalaga kung anong industriya ka naroroon. Kung wala kang tuloy-tuloy na daloy ng mga kwalipikadong prospect na dumarating sa iyo, mahirap lumago at magpalawak. Ang artikulong ito ay magbibigay sa iyo ng pangkalahatang-ideya ng lead generation at ilang mga tip kung paano makabuo ng mas maraming lead nang hindi nalulumbay sa badyet!

Ang pagbuo ng lead ay naging hamon para sa maraming negosyo sa mga nakaraang taon. Ang tradisyunal na paraan ng mass advertising ay labis na naapektuhan ng internet at social media, na nagpapahirap sa mga marketer na makilala sa lahat ng ingay sa paligid ngayon.

Ano ang lead?

Ang lead ay isang tao na nagpakita ng ilang antas ng interes sa isang partikular na negosyo, na maaaring kabilang ang kahit anong bagay mula sa pag-browse sa kanilang website hanggang sa pagsusumite ng form ng pagtatanong.

Ang mga lead ay ikinakategorya at binibigyan ng marka batay sa dami ng interaksyon na mayroon sila sa iyong kumpanya.

Karaniwang ang mga lead ay nabuo sa pamamagitan ng mga pagsisikap sa marketing tulad ng advertising o landing pages, ngunit ang iba pang mga pamamaraan tulad ng word-of-mouth ay minsang maikredito sa kanilang pagbuo.

Posible rin ang automated lead generation depende sa uri ng software na ginagamit mo (o service provider).

Mayroong iba't ibang uri ng mga lead:

• Inbound: Ito ay nagmumula sa iyong website, customer support, o mga pagsisikap sa content marketing.
• Outbound: Sa ganitong uri ng lead generation, nakikipag-ugnayan ka sa mga prospect na hindi pa nakipag-ugnayan sa iyo. Ito ang pinaka-karaniwang anyo ng lead generation dahil ito ang karaniwang ginagamit ng mga marketer para sa kanilang mga kampanya.

Mahalagang malaman kung paano tukuyin ang mga lead dahil nakakatulong ito sa iyo na magpasya kung sila ay mataas na kalidad o hindi. Ang ilang mga bagay na makakatulong sa pagtukoy sa kanila ay:

• Ang titulo ng lead
• Ang kanilang tungkulin sa trabaho at antas sa kanilang organisasyon
• Impormasyon tungkol sa kanilang kumpanya, tulad ng bilang ng mga empleyado at kita.

Makakatulong ito sa iyo na mas makipag-ugnayan sa mga tao saan man sila naroroon sa sales funnel.

Maaari kang makahanap ng mga lead mula sa iyong website, customer support, o mga pagsisikap sa content marketing.
Mahalagang malaman kung paano tukuyin ang mataas na kalidad na mga lead at hindi lamang patuloy na itulak ang mga ito sa sales funnel. Nakakatulong ito sa iyo na magpasya kung sila ay angkop para sa iyong kampanya, upang hindi mo masayang ang oras sa maling potensyal na mga customer. Ang iyong mga lead ay dumadaan sa iba't ibang yugto ng lead.

Marketing Qualified Lead (MQL)

Sa marketing, ang isang qualified lead ay na-pre-qualify na. Hindi sapat na magkaroon ng isang kapana-panabik na prospect; kailangan mo rin silang maging handa at nais na bumili ng iyong produkto o serbisyo ngayon! Ang mga tao na pinaka-malamang na magiging mga nagbabayad na customer ay ang mga prospect na may pinakamalaking interes sa iyong binebenta. Ang mga qualified lead ay maaaring magmula sa iba't ibang mga mapagkukunan, kabilang ang mga kampanya sa advertising (bayad na paghahanap), SEO, marketing sa social media, pagbuo ng email list, at content marketing.

Ang mga qualified lead ay tumutulong sa mga kumpanya na tukuyin ang kanilang target audience sa pamamagitan ng pagtuon sa mga indibidwal na nagpapakita ng potensyal para sa mga kumikitang customer. Ang isang mahusay na marketer ay gagamit ng iba't ibang mga channel at lumikha ng maraming touchpoints bago makuha ang isang tao sa kanilang "lead" list.

Sales Qualified Lead (SQL)

Ang sales qualified lead, o SQL, ay isang tao na nagpakita ng sapat na antas ng interes sa iyong produkto upang ituring na isang posibleng customer. Sa ibang salita, sila ay umuusad patungo sa pagiging isang nagbabayad na customer!

Ang mga sales qualified lead ay dapat nakipag-ugnayan sa isa sa mga form sa iyong website at nagbigay ng impormasyon sa pakikipag-ugnayan (email address) para makipag-ugnayan ka sa kanila. Maaaring kailanganin din nilang sagutin ang ilang mga qualifying questions tungkol sa kanilang mga pangangailangan at kung paano nila balak gamitin ang iyong produkto bago sila ma-convert sa isang lead. Dapat magkasundo ang iyong sales at marketing team kung sino ang kwalipikado bilang isang sales lead.

Conversation Qualified Lead (CQL)

Ang Conversation Qualified Lead (CQL) ay isang lead na na-qualify ng isang indibidwal na kausap mo sa isang kaswal na pag-uusap. Ang pagkakaiba sa pagitan nito at ng iba pang mga uri ng lead ay batay ito sa iyong personal na karanasan, hindi lamang umaasa sa mga estadistika o analitikong datos.

Upang maging kwalipikado bilang isang CQL, ang mga sumusunod na pamantayan ay dapat matugunan:

• Dapat mong nakilala ang tao ng hindi bababa sa 15 minuto bago sila i-qualify bilang lead.
• Kailangan mong magtanong ng mga katanungan na nangangailangan ng higit sa "oo" o "hindi" na sagot upang beripikahin ang impormasyon mula sa prospect.
• Dapat din silang magpakita ng sapat na interes sa kung ano ang kanilang narinig hanggang sa lumipas ang 30 minuto mula sa isang bot o isang empleyado ng kumpanya.

Product Qualified Lead (PQL)

Ang Product Qualified Lead ay isang lead na na-qualify bilang akma para sa produkto o serbisyo na iyong inaalok.

• Huwag tawagan ang isang lead na "sales-ready" kung hindi ito, at huwag subukang magbenta ng isang bagay sa kanila bago sila maging handa.
• Ang isang PQL ay maaari pa ring maimpluwensyahan ngunit nangangailangan ng mas kaunting trabaho.

It’s essential to speak with someone who knows what they want and has researched your company to get information about how much money they’re willing to spend when they want their purchase delivered, etc.

Product qualified leads can be your existing customers who have been using the free tools of your service or the accessible version of your product who ask about paid plans.

Ano ang Lead Generation?

Lead generation is any process aimed at creating a lead, any person or organization that has shown some level of interest in purchasing your product/service. Lead generation efforts include exposing an audience to information about the business and its offerings to develop a sales pipeline.

Leads are generated as soon as a customer completes a contact form on your website’s homepage or downloads your white paper from the blog post below. Leads also come from other avenues such as word-of-mouth referrals by family members, friends, colleagues, and neighbors; press releases announcing updates to products and services; social media posts mentioning you or your company name (including ads); sponsored links via Google AdWords, Facebook Ads, etc.; online marketing campaigns like banner ads and email advertising messages sent through MailChimp.

Lead generation uses social media platforms to generate leads. Social media platforms have emerged as a popular option for generating sales and marketing leads because they offer businesses the opportunity to target specific demographics with tailored messages about products or services, driving qualified prospects to their websites to complete contact forms on your website’s homepage or download white papers from blog posts below.

Lead generation includes exposing an audience to information about the business and its offerings (such as social media posts mentioning your company name). Create a successful marketing campaign with the proper lead generation tools.

Bakit Mahalaga ang Lead Generation?

Lead generation is a process that is essential to marketing any business. It is the practice of finding, generating, and qualifying prospects for your product or service. Lead generation can be done in many different ways, depending on what lead you are trying to reach.

You can measure the success of your lead generation campaign in lead quantity and lead quality. The marketing team focuses more on lead quantity to quickly build a customer base, while sales teams focus more on lead quality. Lead quality refers to how “good” or qualified each prospect looks. You can increase your ROI and conversion rates by focusing on quality leads. Lead generation also ensures your brand is aligned with the right customers by focusing on your target audience.

Messenger Bot also provides lead generation services so your sales and marketing team can focus more on more important tasks.

Generating leads is often a confusing process for many marketers. They may not know what steps to take or which are the most important and impactful ones. The five-step lead generation process is an excellent way to outline how you should be generating qualified leads for your business.

How does the lead generation process works using the Messenger bot?

Step One: Website visitors click a call-to-action (CTA) button on the company website, such as an opt-in form.

Step Two: The messenger bot responds and asks for their name, email address, or mobile phone number. Messenger bot will also ask them questions that could determine if the website visitors are qualified leads.

Step Three: Once the Messenger bot determines the qualified leads, these qualified leads will join your nurture campaign. You can now provide valuable content and offers to keep these potential customers.

Step Four: You can now start finding high-quality leads by using lead scoring. 

The goal of lead generation is to find potential customers and turn them into high-quality leads. Lead scoring helps you keep track of the best possible customers by ranking their interactions with your company on a scale from one to five stars. For any scoreable actions, meaning when a customer provides their personal information like name, email address, or phone number, they will be given at least two points in return – this way, you can tell which prospects are qualified ones that could become paying clients.

Leads can also earn more points if they have been engaged in other activities on your website, such as watching videos or filling out forms, but these types of activities don’t always happen, so there’s not much value placed on them. 

Step Five: You can send personalized offers once the lead reaches a specific lead score. You may also hand them to your sales team to close the deal.

Ano ang marketing ng lead generation?

Lead generation marketing is the front-end of lead generation. It can be defined as the act of promoting your product or service to generate potential customers, clients, patients, etc.

The objective is for these people will then subsequently engage with your business by purchasing a product/service or filling out an online form (e.g., Lead Generation Form) that gathers their contact information which you can use for follow-up purposes such as sending them email messages about offers they might like at some point in time in the future.

Lead generation marketers try to do this through content marketing: creating written articles on blogs or websites that are intended to attract attention and interest from readers who may share them.

Anong mga Channel ang Maaari Mong Gamitin upang Makahanap ng Mataas na Kalidad na Leads?

Choosing the proper channels to find your target audience is essential in generating leads. There are many channels to choose from, and it’s not always easy. It can be confusing because there is no perfect channel that will work for everyone in every circumstance.

The best way to determine the proper channels for your business is with a simple exercise: list out all of the different ways you currently interact with customers or potential customers and rank them in order by how much time is spent on each one (e.g., Facebook may take up more than 50% of your day).

There are several channels you can choose from to find your target audience. Here are some examples of online lead generation tools and media.

Nilalaman

Content is an effective way to generate more leads by providing valuable and helpful information to visitors. It is the foundation of your lead generation efforts.

Content can be blog posts, infographics, videos, and other types of media. There are many ways to generate leads with content:

• Links on a website will attract visitors looking for more information about the topic; these links may also lead them directly to your business’ contact page or landing page. For example, if you have helpful articles that provide tips and advice related to marketing automation software like HubSpot®, then articles containing explicit descriptions of how this software works would link to relevant pages from within your site where potential clients could find out more details (and eventually complete a contact form).
• Content is shareable too! Share it on social networks like Facebook and Twitter, publish it in newsletters or distribute it via email campaigns, so it reaches more people.

Content is essential to your inbound marketing efforts and converts leads.

Email

Email marketing is a means of maintaining relationships with existing and potential customers via email. It is one of the most popular channels for lead generation, especially in B2B situations. Email marketing is an effective way to convince the existing leads to take action. Create a compelling copy and clear CTA to hook their attention.

Sending email sequences and bulk emails is now easier with Messenger Bot. You can quickly build templates on the visual builder and respond automatically.

Social Media

Social media platforms are practical lead generation tools that can help the marketing team attract potential customers. Social media can also boost your inbound marketing efforts, so it’s essential to leverage the use of this channel. Posting content on social media channels can help you get closer to your targeted leads. Use the features of the social media channels to drive prospective leads to your Facebook Messenger or chatbot and start conversations with them.

Messenger Bot can help convert leads to a sale by starting conversations with your information. Our software can quickly grab your sales leads’ attention and build brand awareness for new tips which just heard about you and are interested in knowing more about you.

Ads and Retargeting

Google ads and previous retargeting customers can help generate leads. This can be tricky because you have to make sure your ad delivers what it promises to gain the trust of your visitors.

Referral Marketing

Referral marketing, or word-of-mouth marketing, is a marketing strategy that relies on customer referrals.

Referral marketing is usually the most cost-effective way to generate leads for your business because it leverages people’s natural word of mouth advertising through their friends and family, in addition to developing brand awareness by providing them with incentives or rewards.

SMS

SMS is another channel used for lead generation. With SMS, leads can be generated and sent directly to a CRM system. These leads will then have an assigned lead identifier that the company’s management can track down with ease.

This is perfect for any small business owner who wants to precisely know their customer needs by following up on those customers’ information from a sales perspective.

Messenger Bot allows you to send bulk emails/ SMS to your subscribers. You can create SMS campaigns with ease and build a relationship with your subscribers.
With landing pages that convert, you’ll undoubtedly start generating leads and turn them into future customers.

Paano Mo Kwalipikahin ang mga Leads?

Qualifying leads is essential for three reasons:

• It helps you focus on the most relevant leads instead of wasting time on unqualified prospects.
• Qualifying leads save your team’s precious resources for more critical tasks that require their attention and expertise (like prequalification)
• Lead qualification is an integral part of lead generation strategy, as it sets metrics like how many people to contact per day or week. In other words, it defines how much work can be completed in a given time. Without qualifier criteria, teams will spend too much time contacting the wrong type of person!

There are two common ways of qualifying a lead: determining how interested the information is in your service or product and lead scoring. Let’s look at each in more detail.

Tukuyin ang Antas ng Interes ng Potensyal na Lead

Leads can be broadly categorized into four levels: Ready, Interested, Engaged, and Loyal.

Ready leads are ready to buy now or purchase on the spot if provided with a compelling offer; they have an urgent need for your product.

Interested prospects are still shopping around but would like more information about your service before committing to anything. They might not have been in contact with anyone else yet, so you could make that first impression count by reaching out!

Engaged prospects already know who you are and what products/services you provide them with, though they don’t necessarily do business exclusively with you – they’re looking for quality customer service as well as competitive prices from other providers.

Finally, some loyal customers will take time and effort to buy your service or product.

Knowing your lead’s level of interest is crucial to your lead generation strategy, so you’d know which leads you can direct your focus to.

Lead Scoring

Lead scoring is the process of evaluating lead quality. Lead scoring is an effective way to qualify leads because it helps you prioritize your salespeople’s time to be more productive in closing deals with qualified leads who are most likely to buy from them.

Leads that don’t meet your sales criteria should have their status adjusted accordingly to free up resources and shift focus on those who may not need as much handholding or nurturing.
This approach also allows you, the marketer, to spend less time qualifying leads by passing off this task onto someone else (like the salesperson) while still ensuring high-quality prospects stay a top priority. A side benefit of using lead scoring can identify when potential customers become inactive.

Paano Mo Mapapabuti ang Kalidad ng Lead?

Improving your lead quality is all about knowing what your perfect customer looks like and making sure that you’re focusing on them. Here are some ways that can improve lead quality:

• Blog posts are a great way of generating leads, as they give potential customers information related to their field. 
• PPC is an affordable option when it comes to lead generation 
• Use keyword research tools such as Google Adwords Keyword Tool to determine which keywords will generate traffic from qualified buyers. This tool can also help you see how much competition there might be with specific keywords to know where best to invest your time and money. 
• The blog’s contact page should have customer testimonials/comments in addition to giving visitors.

It’s now easier for marketers to acquire high-quality leads with marketing tools, lead generation software, and social media.

Ano ang isang Lead Generation Strategy?

A lead generation strategy is a systematic process for building business leads. It includes four key components: lead capture, lead magnets, lead qualification, and lead segmentation.

Lead Capture

The first step is to get potential customers’ contact details which can be done by running a landing page or using an email form on your site. This method of getting the contact information of a lead is called lead capture.

Mga Lead Magnet

Lead magnets are the content you use to attract customers interested in your product or service. Lead magnets can be a free downloadable ebook, video training course, whitepaper, checklist, and more.

Pagkuwalipika ng Lead

Lead qualification It’s essential to qualify leads before accepting them because not all of them will convert into paying clients. This is a process to determine if a piece of information is likely to buy the company’s product or service.

Lead Segmentation

Lead segmentation is the process of breaking down leads into smaller, more manageable groups. This can be achieved by grouping according to different personal information about the leader – such as their company’s size or industry type – and using that data to tailor marketing messages appropriately.

The process of segmenting leads based on their information can help determine the chances of a leader buying your service or product.

Lead segmentation will also give you an idea of which channels work best for your campaigns so you know where you can find sales leads.

Anong mga Lead Generation Strategies ang Maaari Mong Gamitin sa Iyong Negosyo?

Lead generation strategies should be aligned with both sales and marketing teams’ goals. Lead generation strategies vary depending on the platforms you use.

Ano ang mga Susi sa Matagumpay na Lead Generation Campaigns?

A successful lead generation campaign starts with understanding the customer’s needs or wants by creating a buyer persona (or personas).

Create marketing messages that speak to these specific groups of people to bring them into your funnel. It is essential not to waste time trying to sell something too expensive or complicated if it doesn’t resonate well within their demographic.

Now you need content for this market segment. What types of information will work best? Without knowing who your target audience is, there are no guarantees that any particular kind of content will do better than another- but we can make an educated guess based on other factors such as location, age group, etc.

The sales and marketing departments should be aligned with their lead generation goals for a smooth and straightforward process.

Use lead generation software to create landing pages with content to meet these needs.

Sinusubukan mo bang magbenta ng isang kumplikadong produkto? Magpokus sa mga benepisyo na maibibigay nito sa halip na sa mga tampok nito upang mas maging kaakit-akit ang iyong pitch sa mas maraming tao. Makakakuha ka ng mas mahusay na resulta mula sa mga taong naghahanap ng solusyon kaysa sa mga naghahanap ng mga produktong hindi nila alam kung paano gamitin.
Isang mahusay na paraan upang sukatin ang tagumpay ay ang paggamit ng lead generation software upang subaybayan ang mga sukatan tulad ng mga rate ng conversion at mga pinagkukunan ng trapiko sa paglipas ng panahon, na tumutulong sa iyo na malaman kung ano ang pinaka-epektibo at kung saan kinakailangan ang mga pagpapabuti.

Ang huling hakbang ay ang makipag-ugnayan sa mga lead at i-convert ang mga ito sa mga customer o gawing handa sa benta ang mga prospect. Maaaring gawin ito sa pamamagitan ng mga email campaign ng isang anyo o iba pa (kasama ang marketing automation software).

Tiyak na magdadala ng mahusay na resulta ang iyong lead generation campaign para sa iyong negosyo gamit ang tamang lead generation strategy at mga tool.

Ano ang mga Lead Generation Trends na Dapat Mong Malaman?

Ang mga lead generation strategies ay umuunlad habang lumilitaw ang bagong teknolohiya. Gayunpaman, ilang mga uso ang namumukod-tangi sa lahat ng ingay. Basahin ang tungkol sa mga ito sa ibaba.

Influencer Marketing

Ang influencer marketing ay isang anyo ng marketing na gumagamit ng mga impluwensyal na tao upang i-endorso ang mga produkto o serbisyo upang makabuo ng kamalayan at benta.

Ang mga lead na nabuo sa pamamagitan ng influencer marketing ay karaniwang mas kwalipikado kaysa sa mga lead mula sa ibang mga pinagkukunan dahil ang endorser ay itinuturing na "mapagkakatiwalaan" at maaaring magkaroon ng malawak na abot sa mga social media network. Ang mga influencer na may malaking tagasunod ay maaaring magbigay ng agarang lead generation para sa maliliit na negosyo, habang ang mga micro-influencers (mga may mas mababa sa 100K na tagasunod) ay maaaring mag-alok ng mas mahusay na rate ng conversion bawat tagasunod.

Nais ng mga influencer marketers ng parehong visibility at tiwala: kailangan nila ang atensyon ng kanilang audience. Nais nilang bilhin ng kanilang audience ang kanilang ibinibenta upang mapabuti ang rate ng pagpapanatili ng customer – kaya't maliwanag kung bakit mahalaga ang pagtatayo ng mga relasyon sa pagitan ng mga content creator at ng kanilang audience.

Video content marketing

Ang mga video ay nagiging mas popular sa bawat taon na lumilipas. Ito ay dahil sila ay isang mahusay na paraan upang ipahayag ang iyong sarili, magturo ng isang bagay, o makabuo ng mga lead para sa iyong negosyo.

Magsimula sa pamamagitan ng paggawa ng isang explainer video ng mga produkto/serbisyo ng iyong kumpanya kung mayroon ka. Ang mga video na ito ay makakatulong sa mga potensyal na customer na maunawaan kung paano gumagana ang produkto bago nila ito bilhin. Nagbibigay din ito sa kanila ng ilang pananaw sa kung anong uri ng tao ang gagamit ng ganitong uri ng serbisyo na lumilikha ng tiwala kahit bago pa man sila makipag-ugnayan sa iyo!

Ang pinakamagandang bahagi tungkol sa mga ganitong uri ng video ay maaari mo silang gamitin bilang isang lead generator tool nang hindi kinakailangang magbayad ng anumang karagdagang – i-upload lamang ang mga ito sa YouTube at iba pang mga social media platform.

Conversational marketing

Ang conversational marketing ay isa pang anyo ng marketing kung saan ang mga kumpanya ay nagsisimulang gumamit ng mga chatbots at iba pang impormal na paraan ng komunikasyon bilang bahagi ng kanilang proseso ng benta.

Pinapayagan ng conversational marketing ang mga negosyo na makipag-ugnayan sa mga prospect sa parehong antas na gagawin nila kung sila ay harapan, ngunit sa kaginhawaan at komportable ng pagiging nasa likod ng isang computer screen o telepono.

Ipinakita ng bagong anyo ng marketing na ito na may mas mataas na rate ng conversion dahil ang mga tao ay nais ng mas madaling paraan kapag bumibili ng isang bagay para sa kanilang sarili o sa ibang tao. Ayaw nila ng anumang abala mula sa pagdaan sa mga hakbang upang bilhin ang kanilang nais; sa halip, ang kinakailangan lamang ay ang pag-click ng "oo." Binabawasan ng Conversational Marketing ang mga friction points sa pamamagitan ng paggawa ng mga bagay na mabilis at madali.