Webinar
Using digital for effective lead generation
Hosted by Nicolas Boissard,
Marketing Director of Kestio
Why prospect? And why is lead generation so important?
Without a continuous flow of leads, a company will lose business. Why? Because the customer attrition rate is never zero.
Moreover, this represents a risk because a company with few prospects will try to qualify them at all costs. This means a lot of time and energy for results that may not be worth it.
Finally, we all know that prospecting is a long and complicated process.
Fortunately, by being organised and methodical about lead generation, prospecting can (almost) become fun!
The KESTIO method for quality lead generation
To generate quality leads, you need to set up an efficient, personalised appointment system that is as unaffected as possible by external factors.
There are three essential steps to this.
Retrieving quality data
In order to ensure quality lead generation, it is important to be precise about targeting.
It is a matter of identifying your personas and trying to focus your efforts on these targets.
The next step is to obtain the contact details. For this, there are many tools that can be used. You can explore this topic further with our article on lead generation.
However, one should be careful not to neglect certain actions such as SEO, LinkedIn or Google Ads.
Multiplying the points of interaction
It is important not to neglect any lead generation channel.
Email, LinkedIn, Google, all should be used. Your prospect needs to know you before you contact them by phone.
Ideally, you should opt for a consultative and expert approach. The prospect must qualify you as an expert in your sector.
Finally, bring to your prospects without asking in return: webinars, white papers, ebooks ...
Prioritise commercial actions
To do this, leads must be prioritised.
In this webinar, Nicolas Boissard will present a KESTIO tool that is essential for lead generation and qualification: lead scoring!
To go even further, you can read our article about selling on social networks.