Qualified leads are entirely linked to improving sales, and this is the main objective of many businesses. Therefore, increasing your customer list is one of the main ways of growing your company.
However, it becomes an almost impossible mission to carry out this task without having leads. The work of Inbound Marketing, represents excellent help for generating leads, transforming them into an opportunity, and finally, making the sale.
It was thinking about increasing your qualified leads and, consequently, growing your sales, that we created this content. So you can find out everything you need to know about the best ways to attract qualified leads to your business.
What are leads?
Before we start explaining how to attract them to your company, and how this can increase your sales, it is extremely important that you understand what leads are.
A lead is nothing more than a person or user who has shown a certain interest in your product within your digital platform and leaves some information for you to contact them. This contact may be: name and email; company and telephone.
However, depending on the stage of the sales funnel you are in, it may have more data filled in.
But remember, it's only a lead if you have contact information.
Is there a difference between leads and qualified leads?
A question that many people have is whether there is a difference between leads and qualified leads.
The answer is yes!
Understanding the difference between the two is not a difficult task. Let's say that a qualified lead is one that adds information. In other words, they have been consuming more and more of their content.
To understand a little more, visualize the following scenario.
Each stage of the content journey, which can be learning and discovery, recognizing the problem, considering solutions and making a purchase decision, has different materials to nurture your lead.
For each type of content you access, in return, it provides information to your company.
And the further you go through this funnel, the more data is collected.
So, saying that a lead is qualified means that he was nourished by materials that helped him trace his learning path until he was prepared to close a deal with you, adding the information that your sales department needs to start the sale.
When it becomes a qualified lead, it means that you have already created a relationship and are one step ahead of closing the purchase.
Leads
5 Tips on how to generate qualified leads
Now that you know what leads are, and what the difference is between them and qualified leads, I'm going to give you 5 infallible tips for you to attract them to your company once and for all.
Offer digital magnets (rich material)
A digital magnet can be defined as any content that attracts a lead, and that delivers some reward, such as: e-book, infographic, quiz, etc.
To give these digital magnets, you need to provide your leads with some rich materials. Because, through them, it can receive various data to discover and predict the purchasing habits of its users.
However, by carrying out a study based on your leads and the data obtained through the rich material, it is possible to establish a network of people who are really interested in what you have to offer.
Webinar Collaborations
Webinar, or as many call it, webinar, is an online video seminar, it can be recorded or presented live, where most of the time viewers are allowed to interact via chat.
Although it's a great strategy to host a webinar to create a lead magnet, it's even better to partner with an influencer or brand and host a webinar together.
Questionnaires and surveys
A good way to gain qualified leads is by using questionnaires and surveys. Well, it’s a way to get a lot of information about your leads.
With questionnaires and surveys, you can discover problems and difficulties of your potential customers, and in addition, you will have an idea about the stage of the purchasing journey they are at.
And, most of the time, it is very attractive for customers to answer surveys and questionnaires.
Keep your landing pages updated
One of the biggest factors that contribute to leads not converting is a poorly planned landing page.
To have a good landing page, you need to keep the content focused on your customer, and always keep this content updated.
Long tail SEO
Unlike the digital magnets we find on Facebook Ads, people who search on Google are really interested in obtaining information through your content.
However, to obtain better results you need to rank well for the long-tail keywords that will be used. Well, they have to be linked to what the user is looking for.
Update your text in a way that shows the lead how your product or service can help them. Additionally, use language that is completely focused on him.
Using different design elements is also an excellent option for attracting leads with your landing page.
How to automate lead qualification?
The good news is that all this work can be done automatically.
There are some functions of marketing automation tools that can help you when carrying out this procedure, and I will show you some, check them out:
Lead Tracking
Allows you to monitor visits and actions made by your contacts on a website and content assets. Through it, you can also make offers, segment leads and optimize the work of your sales team.
Lead Scoring
This technique is used to score leads. In other words, it is possible to identify those who are most prepared to purchase, qualifying and prioritizing them automatically.
Therefore, using automation, you can offer tests, mark a lead as an opportunity, send other content via email and much more!
Lead optimization tool
O RD Station Marketing, is a tool aimed at digital marketing automation. It focuses on bringing together the main resources to create a digital marketing strategy.
However, in addition to optimizing leads, you can perform different actions using just one software.
RD Station has Lead Scoring and Lead Tracking, mentioned above, which are good for optimizing your leads, and focused on identifying and closing sales for your business.
Now it's up to you!
So, now that you have all these tips for attracting qualified leads to your business and making more sales, it's time to put everything you've learned into practice.
Therefore, if you liked this content and want more information on topics like this, stay tuned to our blog, we are always bringing news!
We hope we have helped.
A hug and see you next!