Lead Generation Checklist: How to Generate More High-Quality Leads
Lead capturing is the process of collecting contact information about a prospective client to generate a lead. Once you have their information, you can then start working towards converting them into long-term customers. Here are the things you can do to capture leads:
1. Build an attractive offer to generate leads
Part of lead generation is offering your potential clients something helpful and relevant to them. This will help you encourage them to provide their contact information so you can use it to start converting them to paying customers, or whatever your end goal is. Your offer could be an eBook, discount coupon, templates, or checklists. No matter what your choice is, you have to structure your offers in a way that will pique your audience’s interest.
2. Create a lead capture page
Once you have your offer ready, the next step is to put it on the right page. Customers want to be redirected to a place where they can get what they want immediately. Your landing page will do this for you. It eliminates distractions and directs the customers exactly what they want. If they find value in your offer, there’s a higher chance that they’ll come back and consider doing business with you.
3. Optimize your website
If your webpages take too long to load, you’ll have lesser chances of capturing leads. If it has a lot of distractions, chances are, your bounce rates are going to increase, too. As such, you’ll have to ensure that your website is optimized for content and speed. Don’t forget to redirect your customers to a “thank you” page at the end of each action.
Qualifying Leads
Whether we like it or not, not all leads captured are qualified leads. In other words, not all leads are actually interested in purchasing your products or services. Sometimes, people could only be interested in your eBook to use as a reference for their research, or it could be a competitor trying to study your process. The lead qualification process allows you to separate potential customers from flops, so you’ll know what leads to pursue or let go. Here’s how you can qualify leads:
1. Study the Potential Leads’ Profile
Before qualifying a lead, you have to determine whether they fit your supposed target customer’s profile or not. You can study their profile by asking them more about themselves. If you have a landing page, consider adding more fields in the form to gather relevant information about your customer. It could be the city of residence, age, or profession. From there, you can narrow your leads down and determine which one is more likely to be converted into a customer.
2. Evaluate their interest in your product or resource
Do a little digging on the leads you captured to determine their interest in your product. You can do this by asking questions through email, live chat, or by conducting a survey. Here are some of the questions you can ask:
- Are you looking to purchase one of our store’s products?
- Can I help you with our pricing plans?
- Do you want to learn more about [insert a specific topic]?
The last question is applicable if your lead downloaded an eBook or any other resource from your landing page.
If you get a “no” for all the questions, you can disqualify the lead and save the effort of nurturing them. If they haven’t responded to your inquiry, you can follow it up with another email. If they still haven’t answered your questions after multiple attempts, it’s likely that they’re not interested in your product or service, and the lead should be disqualified.
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