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Creating a leads strategy for your business is essential to successful lead generation. However, it can be difficult to form a strategy, especially if you have a low budget. No matter your situation, focus on what you really need to do to get more sales. To be the most successful, you need to utilize as many lead generation methods as you can and keep trying new methods to find the best ones for your company. Here are a few tips for creating an effective strategy that will help you out in the planning process.

1. Be goal oriented.

If you don’t already have company goals, come up with them now. Create SMART goals for your company that are realistically attainable and that you can reevaluate after a certain point to create future successful goals.

You also need goals specific to lead generation and marketing. Once you have goals, you can create a strategy that will help you achieve those goals. This will allow you to match your tactics directly to the bigger picture.

2. Figure out your audience.

You need to figure out your target audience before you begin your marketing strategy. Learn anything you can about them, such as:

  • Age
  • Business type or personality
  • Region
  • What they want
  • How they like to communicate
  • Special words or phrases they use when searching
  • What builds trust with them

You also need to come up with target customer personas. This will help you understand their needs, wants, and preferences, and allow you to communicate more effectively.

Any content you create—your website, social media, blog posts, etc.—needs to be analyzed and written directly toward this target audience. Stay in contact with members of your target audience so you are up to date on how your criteria change with the market.

3. Come up with a social media plan.

Social media has a 100 percent higher lead-to-close rate than outbound marketing. As a result, it is extremely important to be active on social media. LinkedIn and Google+ are especially effective for B2B companies because they contain a large number of professionals. Social media is the perfect place to create relationships, share relevant content, and connect with top influencers. Creating and sharing videos on social media sites, especially YouTube, is also an excellent way to drive people back to your site and obtain leads.

To come up with a social media plan, figure out how often you are going to post, what type of content you want associated with your company and brand, what platforms will reach your target audience, etc.

4. Figure out a management strategy.

Lead management is often seen as not as important as lead generation. Between 40 and 80 percent of sales leads get lost in the sales cycle. Those that don’t get lost are rarely measured or analyzed.

To come up with a successful management strategy, you need to look at:

  1. How your leads flow through your company,
  2. Who is responsible for them,
  3. Where the leads come from,
  4. How they are transmitted from marketing to sales, and
  5. How you measure follow-up.

By looking at these things, you will be able to figure out how effective your management currently is and what you can do to improve it in the future. Each of these items are important parts of the management process and can result in a lost lead if handled incorrectly.

Come up with a plan to efficiently track where each lead is in the process. Give each lead a status, such as closed, pending, or stalled. Then use a program or a spreadsheet to track everything. Make sure that anyone who deals with leads has access to your tracking device so that they can update it at any time. Not only will this method help you lose fewer leads, but it will also allow you to go back and track the origination of leads that are successful.

5. Conduct a leads analysis.

Many people don’t put any time or effort into analyzing the leads they have already generated. This is just as important as finding new leads because it will help you generate higher quality leads and focus on your areas of success. A leads analysis will analyze why you won or lost a lead, sources of leads, conversion rates, etc.

You need tools to measure your results, otherwise your marketing efforts will mean little. These could include spreadsheets, Google Analytics, or other programs created specifically for tracking and analyzing leads.

Get a Free Leads Analysis Today

If you need help coming up with a leads strategy, Sprint Marketing can help. We can perform a leads analysis for free and then create a digital marketing strategy that will increase your lead generation. Our strategies will help you get both more and higher quality leads. Contact us today at sprintmarketing.com or call (801) 251-6855 for more information.