Webinar
4 techniques to increase your marketing lead volume
#Leads #Marketing
Hosted by Nicolas Boissard,
Marketing Director of KESTIO
Define your objective in terms of marketing leads
Before starting any sales or marketing approach, it is essential to clearly define an objective. The objectives may differ depending on the strategy implemented:
-Increase the total number of leads
-Improve the conversion rate of visitors into leads
- Improving the conversion rate of leads into MQLs
4 marketing actions to implement to achieve the objective
There are simple marketing actions you can implement to achieve your goals and increase your number of leads.
Simple means:
-Controlled budget
-Not time-consuming
-Few stakeholders involved
Increase LinkedIn activities
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 about your targets: LinkedIn being the most complete and up-to-date database on the market.
-Communicate in a personalized way with a network: publications, groups, discussions; many options are possible to generate leads using a tool like LinkedIn.
- Seeking new contacts: thanks to ads, it is possible to reach a wider audience and acquire new leads.
Consider retargeting.
Retargeting is widely used in B2C and is gradually becoming more common for B2B companies, especially those with an online sales process.
Retargeting has several advantages:
-Integrate a brand into the minds of leads
-Increase interactions
-Provide sales teams with more qualified leads
Don't wait for marketing leads
To achieve this, 2 concepts can be implemented:
-Lead nurturing: maintain or strengthen a marketing relationship with prospects who are not yet ready to buy.
-Lead scoring: rate prospects to determine those who are most advanced in their buying cycle.
The most effective way to qualify a lead is still by calling.
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 must be able to know and track the future of marketing leads in order to optimize actions.
Leads that have not been successful should be returned to the marketing teams to be worked on in the long term.