Lead Generation For IT Companies

More Leads More Business

What’s the best way to make lead generation work? How can you get more leads?

Those are common questions asked regarding lead generation. 

It’s common knowledge that generating leads is a necessity, but the problem starts when determining how to implement it. More than 60% of marketers say that lead generation is one of the main challenges that their clients face.

To start generating higher quality leads, let’s first define what lead generation is.

Lead generation is the process of identifying potential customers for your business.

Some people may think that lead generation is limited to sending out emails to a list of email addresses or cold calling a list of phone numbers, hoping that through the law of averages, enough people express interest. Thankfully, digital marketing has made lead generation a lot more advanced and therefore rewarding than this.

A lead is a prospective customer who has expressed an interest in your product or service. Generally, that interest is indicated by their willingness to share their name, email address, and phone number.

Lead generation is essential because it helps in obtaining new sales for you to close and grow your business.

In some cases, leads can be classified into two categories: Sales Qualified Leads (SQL) and Marketing Qualified Leads (MQL). An MQL is a lead who has shown interest in the product or service but is not ready to make the purchase just yet. Their contact details are kept by the marketing team for nurturing, or feeding them with content that should keep them interested and move them into an SQL.

SQLs, on the other hand, are leads who have been deemed to be ready to purchase. This means they are ready for an actual sales push by the sales team.

We have talked about the channels which we use for driving potential leads to your site and landing page. We have also mentioned the importance of giving them quality content that potential leads need to convert into customers.

On top of having high quality content, your website should be easy to navigate so site visitors can find what they need fast. Your site’s average speed index should be under 3 seconds. With each additional second that it takes your site to load, the probability of site abandonment increases too. When designing your landing pages, we also keep in mind some of the best practices that we have learned through the years.

The best practices include ensuring that your landing page has a single goal, is customer-centric, and also discusses the features of your product or service.

We make sure that your landing page is focused on one goal. We don’t cram one landing page with several actions that we want users to take. Multiple goals in a single landing page can diminish the message and lessen its effectiveness.

The landing page should be focused on what your IT company can do for your customer. The landing page should tell them about the specific benefits that they can get from your product or service.

You have to talk about the features of your product or service. Without telling them about those features, people will have no idea how they can obtain the benefits you are talking about or what makes you different from competitors.