Webinar
4 techniques to increase your marketing lead volume
#Leads #Marketing
Hosted by Nicolas Boissard,
Marketing Director Kestio
Define your lead marketing objectives
Before starting any sales or marketing initiative, it's essential to define a clear objective. Objectives can vary according to the strategy in place:
-Increase the total number of leads
-Improve the conversion rate of visitors into leads
-Improve the conversion rate of leads into MQLs
4 marketing actions to implement to reach your target
There are simple marketing actions you can take to achieve your objectives and increase your number of leads.
Simple means :
-Controlled budget
Time-saving
-Few players involved
Multiply LinkedIn actions
LinkedIn has become THE acquisition channel for quality leads! There are many possible actions: free, paid, automated, etc...
The main actions are as follows:
Gather information on your targets: LinkedIn is the most complete and up-to-date database on the market.
Communicate in a personalized way with a network: publications, groups, discussions - there's a lot you can do to generate leads with a tool like LinkedIn.
-Reach out to new contacts: with ads, you can reach a wider audience and acquire new leads.
Think retargeting
Retargeting is widely used in B2C, but is gradually becoming more widespread among B2B companies, particularly those with an online sales process.
Retargeting has several advantages:
-Integrating a brand in the minds of leads
-Multiplying interactions
-Provide sales with more qualified leads
Don't wait for your marketing leads
To achieve this, 2 concepts can be implemented:
-Lead nurturing: maintaining or strengthening a marketing relationship with prospects who are not sufficiently mature
-Lead scoring: score prospects to determine which are most advanced in their buying cycle
However, the most effective way to qualify a lead is to call
Align Marketing & Sales
Last but not least! The Marketing and Sales teams must be aligned to ensure the best possible handling of marketing leads.
Marketing needs to know and track the future of marketing leads in order to optimize actions.
Unsuccessful leads should be sent back to the marketing team for long-term follow-up.
