Every company wants a full pipeline of qualified leads in their CRM system. When you fill your lead funnel or pipeline, you always have qualified customers moving along to a successful sale. But how do you generate leads for your CRM system?
Companies typically put in place a consistent process for attracting qualified customers. Some of the techniques may vary, but you can adapt this process to fit your company’s needs.
Creating a Pipeline of Leads
Add an opt-in form to your website: Create a landing page with a lead capture form for your website. This makes it easy for people to choose to receive emails from your company and to respond to any offers or pitches made as part of your lead generation activities. Be sure to include opt-in language so that people understand they are giving permission to be contacted by your company. This helps you comply with the FTC’s CAN-SPAM Act, laws intended to protect against unwanted emails.
Develop a free whitepaper, e-book, or other enticing content: Many companies offer unique and highly valuable content in exchange for customers opting into their email list. This works best if the content offered directly benefits your customers and is only available if they opt into your list.
Promote the offer online: Promote the offer via your social media sites, online advertising, and a link from your email signature.
Ask current customers for recommendations: Offer the same paper or give-away item to your current customers list, and invite them to share it with colleagues and friends.
Request guest posts: Guest blog posts with a link to your website builds traffic. Close your guest blog post with an offer for the free paper and link to the opt-in form. To get a guest blog post published, find websites that reach your customer base and email the webmaster with an idea for a free blog post. Then, write the post, or hire a ghostwriter to write it for you.
Collect cards and contacts: At your next networking event, trade show, or other industry event, collect business cards and ask permission to add them to your database. Drawings for enticing prizes at trade shows can help you collect even more business cards.
To assess the success of your lead generation activities, monitor the number of contacts on your database before, during, and after the campaign ends. Also check your open rates on subsequent marketing emails and lead nurturing campaigns to view the effectiveness of your marketing messages.
If you’ve focused your lead generation efforts on customers who fit your target demographic profile, you’ve successfully filled your CRM system with viable leads. The next step is to continue the lead nurturing sequence, using your CRM system effectively to communicate with customers along every step of their buying journey. Thankfully, your CRM system makes this much easier by automating a great deal of the work.
CRMPlus Consulting helps companies find the “right size” CRM system for their needs. By working with you to find a great solution, we match you with the best software to help your company achieve its sales goal. Visit usor call 813-343-2173.