Many marketers are thinking the same thing: The marketing process is up and running, but how can I get more qualified leads for my sales department?
It’s important to remember that the inbound marketing process is not fast. If you are creating good content and you are spreading it correctly, you have to give it time to build a community of followers.
However, we have to review continually and evaluate our process. In this blog we offer some tips to ensure that those leads will start to arrive.
Prepare a unique value purpose
The term value purpose is often confused with an offer. However, the purpose of value is where everything should start. A unique value purpose tells your prospect that he wants to work with you before the sales process hasn’t even begun.
To ensure that your value purpose is this ideal, you have to know the competition. Think of concrete things that distinguish you from them. Then, make this simple test: Enter your website as if you were a prospect, and think whether it is immediately clear how your product or service is different and superior to the competition. If the answer is no, keep polishing your purpose.
Use educational content before making contact or mentioning your products or services
Creating a qualified lead is a process: cold calling (contacting visitors who are not yet ready to talk to the sales department) is not going to help you close sales.
Instead, warm leads to the point that they are waiting for you to contact them from sales. Address them step by step to content more focused on your product or service, so that they reach the optimum point for contact: the step of making a decision.
Know the characteristics and origins of the most qualified leads
In order to focus your inbound marketing activities on the optimal channels, it is important to know what the most qualified leads are, and where are they coming from.
A very useful metric to measure your marketing success is CPL (Cost Per Lead). However, if these leads do not arrive later on the buyer’s journey, they do not contribute to your earnings. This is why many marketers prefer to measure the CPQL (Cost Per Qualified Lead), which can give you valuable information on the keywords that get you the most qualified leads for your sales department.
You are now ready to start getting more leads for your sales department! We hope these tips have been a great help. Questions? you want to add something to this post?
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