Latest from the Intellegentia Blog

There is no denying that social media plays a critical part in the marketing mix but are you using it for lead generation?

Many marketers do struggle with measuring ROI on social and some businesses still view social media simply as a tool for customer engagement and brand promotion, but it really is much more than that.

Social media can easily be leveraged by B2B marketers for a steady source of leads.  Here are some essential tips to get you started with lead generation for social media:

You can spend a considerable amount of time thinking about lead generation with a strong emphasis on the generation part – and many companies do. Unfortunately with such a focus on generating leads, when are you going to spend the time actually thinking about converting those leads into sales?

The cold, bottom line is sales form the success of a business so generating leads for the sake of generating leads doesn’t create revenue. You need to shift your focus to how you can make the most of your leads and, in turn, maximise the opportunity and conversion to a sale.

How well do you know your customers? What are their greatest business challenges? What drives them? What challenges do they face on a daily basis?

If you do not know the answers to these questions, it is time you did some research.

The buyer personas you use as the foundation of your marketing efforts – i.e. the fictionalised representations of your ideal customers – should answer all of these questions, and you should know your customer inside out before they have even initiated contact with you.

As a B2B salesperson, generating leads as well as converting qualified leads into paying customers, is your top priority. As the starting point for the journey that many buyers take before they reach you, your website needs to be working to feed you the right leads.

Not having a good, optimised website is a sure-fire way of missing out on leads. But there are other, related aspects that have an impact too.

Here are 8 pitfalls to avoid when reviewing your lead conversion strategy: