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Lead Generation: Lead Types You Should Know

What is a Lead?

A lead is a potential person or entity that shows interest in your product. A basic lead includes information on the source to be used for further marketing efforts.

What is Lead Generation?

Lead generation is the process of getting those leads. This process aims to convert the leads into actual purchases. Proper strategies can increase the percentage of purchases in comparison to the total leads generated.

In line with generating leads is creating a sales funnel. It refers to the stages that one lead goes through leading to an actual purchase. 

The best leads are always comprised of your target market. It will be useless to get leads from people who don’t need your product or are unassociated with the audience you are aiming for. 

A company usually has teams from sales and marketing handling lead generation efforts. They can use combined efforts in formulating the best lead generation strategy to grow the business. There are also lead generation training services in Hong Kong that can be employed to provide expert guidance to in-house personnel.

To fully understand the different types of leads, we need to break them into 3 categories.

Leads Based on Interest

SEO lead generation

The most basic and straightforward category is leads based on interest, and there are two types.

Inbound Leads

They are leads who reached out to you upon learning about your brand. It could be through a social media post, a blog, or a friend’s recommendation. Leads finding their way to your doorstep does not mean there were no strategies involved. Inbound marketing exploits the audience’s interest to make contents that are attractive to potential consumers.

Outbound Leads

This is achieved by initiating different forms of communication with people who are not aware of the product or services you offer. Unlike inbound which focuses on pulling potential consumers to content related to your product, outbound marketing pushes the product toward the target audience.

Leads based on Enrichment

Benefits of lead generation

The amount and quality of data you have determine how you can split leads in this category

Non-enriched Leads

These are leads that only contain the most basic information. They are usually only useful for targeting the source of the lead. Marketing information is also limited to a single lead.

Enriched Leads

Leads with enriched data hold more potential in marketing for a wider audience network. They may include information on affiliation, location, age, secondary contact details, and opinion. Enriched data give more insight and benefits than non-enriched ones.

Leads Based on Qualifications

funnel of lead generation

This is measured based on the quality of interest and the lead’s stage in the sales funnel.

Marketing Qualified Lead

This refers to leads in the initial stages of the sales funnel. Potential consumers have seen your product and left their information on a marketing platform but have not yet shown the desire to purchase. 

Sales Qualified Lead

One step ahead of marketing qualified leads is when potential consumers actively reach out to the company. They express the desire to talk to a sales representative to gain more information on your product. 

Product Qualified Lead

These types of leads are exclusive to businesses that provide free trials of products or services before the paying period. The lead source takes action to be a paying customer but has not yet reached the payment stage.

The Importance of Knowing

Knowing the kind of leads you gain through your lead generation efforts is essential in formulating the approach and improvements for each consumer associated with the lead.

Different kinds of leads require different contact points. Knowing when to connect is crucial in increasing the chances of leads actually pushing through.

Knowing the type of lead that generates the most sales and at what point these leads are captured is information that can be used for follow-ups and cold calling.

Leads not only increase the chances of sales but also gives business learning materials for current and future trends. 

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What are Lead Generation and its Marketing Strategies

One of the greatest techniques in digital marketing is lead generation and it gives a beneficial boost to the growth of the business, online. Lead Generation is known as the process of using digital marketing channels and mediums to find and attract potential clients and customers. 

The leads that you gain are defined as people who could be interested in your company, product or service. They will show a strong interest by interacting with your brand or your service digital channels, but they haven’t made any purchases yet. To make these people become your clients or customers, you need to attract their attention. After you get their attraction, you need to make it an action, and that action could be a phone call, a social media post, or a digital invitation. 

These actions should be well delved into the target marketing plan and collected all results to convert them into your leads. These people show any interest in your product; they are now your leads. Your main objective is to make a customer or a client out of a lead.

The key to Lead Generation and driving traffic for the business

sales generation process

Social Media 

– Facebook and LinkedIn, two of the most widely used social media platforms, are beginning to challenge search as the primary sources of traffic. Posting content to social media platforms or paying for ads that run on the networks can help you get traffic from those platforms.

Search Engine Optimization or SEO

– Similar to search engine marketing or SEM, search engine optimization or SEO involves optimizing your website for search engine algorithms so that it appears higher in organic search results rather than paying search engines for ads.

Search Engine Marketing or SEM 

– SEM or Search Engine Marketing is a type of online advertising in which advertisers pay search engines like Google or Bing to place ads in their search results. This can be a significant source of traffic because search is the most common method by which people navigate the web.

How Lead Generation will work as your Digital Marketing strategy 

lead generation b2b

Having proper training and knowledge in Digital Marketing techniques, Lead Generation will be an integral part of your business and its exposure online. There are two main components to the lead generation process and they are getting traffic to your site and then convincing those traffic known as your site visitors to share their contact information with you and have the ability to convert them into your sales.

The first step of the process is finding an effective way to attract prospects to your website. Having the outline of techniques and strategies that will be implemented will result in good prospects for your business. Depending on your company’s goals and budgetary constraints, there are many ways to start attracting prospects to your site as long as you have proper techniques. Hiring an agency that excels in lead generation hong kong will also be a great start for growing your business.

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Most Dominant Lead Generation Marketing Trends You Can’t Ignore in 2022

Looking back at the trends from marketing in the previous years, so many has changed and have been improved. Some of these changes have an effect on the trends of lead generation in digital marketing in Hong Kong and tactics used in marketing as a whole. Trends would come and go, which is why some brands would understandably put more effort to keep up with these fast-evolving trends in lead generation.

The past few years due to the pandemic have led many people to shift and utilize digital spaces for interaction, which also made them independently search for answers instead of directly contacting the people that sell the products. This massive shift also made people shift from traditional service tools to more digital ones. Research shows there’s a 30% increase in the preference of customers to place orders online through apps, as more people become comfortable with remote selling.

Following these circumstances are the emergence of new lead generation trends. To adapt and act accordingly, get to know the newest, hottest lead generation trends for the year 2022:

Voice Search Marketing

Voice Search Marketing

Recent data revealed that there are now at least 133 million smart speaker owners all over the world, establishing voice search as one of the most used methods of search by users. Long-tail keywords are given more emphasis because prospects are more likely to use every day speech patterns when using voice search. To attract more leads, your content should be a bit more casual and mimic real-life conversations. Businesses should also focus on using phrases that are more likely to be used by their target audience.

Intent Data

Intent Data

This lead generation trend is on the rise for the year 2022. Intent data allows websites to gather information and pinpoint decision-makers or leads who are looking for solutions and specific answers to certain problems, and are more likely to purchase the product.

Intent data comes from any interaction that a prospect may have done with your website – from blog posts they’ve read or shared, or questions they may have sent, to other information collected from third-party sources. These information are recorded to identify leads better. It can significantly increase leads since these crucial information would make targeting leads easier and more accurately.

Influencer Marketing

In recent years, more businesses are seen investing in influencer marketing and partnering with internet influencers as a means to promote their services, as well as reach out to prospects. Linking your website in the content involving the influencer (or at least a mention) would come a long way in attracting hot leads. The goal is to branch out to the influencer’s audience, so it’s important to look into influencers that share your similar target audience, as well as your brand’s values.

Here are the current hottest lead generation trends for the year 2022. Using these trends to your advantage will establish a more update lead generation tactics, as well as attract more leads in the future!

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How to Generate Organic Leads in 2022

Research revealed that at least 61% of marketers find lead generation and attracting organic traffic as one of their biggest struggles in marketing campaigns. After all, there’s nothing more challenging than trying to reel in users to get interested in something, especially if it’s something they have very little knowledge of.

The process of lead generation may be tricky. It is a process that requires a certain level of expertise and knowledge. The fact that several other competitors are trying to do the exact same thing, may make it all the more challenging. It’s also one of the reasons other marketers want an extra advantage through lead generation training or investment in other tools that may make the process easier for them.

To make things simpler, here’s a guide that may help you attract more quality leads in 2022:

Publish Quality Content

https://www.youtube.com/watch?v=tc2ko5Kbv9Q

Most prospects are likely to be in the middle of finding a solution to a certain problem, or seeking the right answers from a frequently asked question. The key to reeling in more prospects is to provide in-depth and goal-oriented content that will not only pique the interest of the users, but also likely to convince them to use your product or service. Examples of these content are detailed product demonstrations, testimonies that your services have helped others before, or interactive content that would make the decision-making process of the users quicker and better.

Make Use of Chatbots

Make Use of Chatbots

Providing instant communication and assistance the moment a user enters your website would make it more convenient and easier for them to reach out to you. This feature is also available on social media such as Facebook, and it is also an effective way to gather data and figure out the needs of users. Information such as emails and phone numbers may also be provided, which, in return, would make it easy for you to send newsletters, coupons, and other types of promotional campaigns.

Offer Attractive Deals and Free Trials

One of the best and most effective lead generation strategies is giving a user a glimpse of what you have to offer, such as free trials. This would not only attract new users, but also possibly erase any doubts that they may have about your brand. If they like the experience, they may eventually convert and use the paid version later on. It is good deal for interested prospects. Brands will also be able to showcase other features and benefits from the premium deal, and potentially convert these leads.

Utilize Social Media

Utilize Social Media

To attract leads, you would first need to figure out where most of them are. Social media is a good place to attract prospects because of its outstanding number of users. Social media platforms such as LinkedIn, Twitter, Facebook, and Instagram are among the most effective channels to use to attract leads. You may start by incorporating links on landing pages that saw the most success to expand your reach. Share and acknowledge customer feedback to strengthen customer interest and build brand awareness. You should also review tweets, posts, or comments about your brand to see which areas need attention firsthand.

These are among the simplest, yet effective ways to generate leads for the year 2022. Execute these tactics with consistent effort then the leads will be reeled in to your brand like moths drawn to a flame.