Qualified leads are an interesting option to generate meetings with your potential customers and increase the chances of conversion. Here we explain how to get them.
Qualified leads: how to generate meetings with potential customers
The qualified lead is the one that will increase the chances of conversion. And this is the objective to be pursued in lead generation for several reasons: you will increase the average ticket, reduce costs and save time.
No one is unaware that the face-to-face meeting, in B2B, is fundamental to advance in the sales funnel. And that this is a step that already implies a certain amount of trust, which is why it is complicated. What can you do to get to this point? There are a few ways to achieve it.
These 4 points will help you to generate qualified leads and, in the long run, to advance in your sales strategies. They are these:
Generate multichannel content of interest
The first thing you have to do to generate B2B leads is to generate interesting content in multiple channels, both on your website and on your blog and Social Networks. And here, although the alternatives will depend on the type of company, you can opt for articles, ebooks, audios, GIFS or videos (short and long). The idea is that the content should be of quality, arouse interest and help potential customers to provide you with data.
The content strategy in the medium and long term should include SEO, but it is not a bad idea to include paid ads (SEM positioning) at the beginning. With both, it will be easier to generate quality content. However, it is important that the planning is done with due judgement.
Personalise communication thanks to your databases
The personalisation of communication is key to increase your chances of meeting with customers. To do this, and once you have the lead, you should know as much as possible about the profile of your potential customer. Here database management becomes fundamental. In this way, you will know if they are likely to advance in the sales funnel or not. What's more, you will also be able to segment them according to groups and make them compatible with your services or products.
Using telemarketing wisely
Telemarketing is the next step to get you to the face-to-face meeting with the potential customer. Initially, an introductory call will be enough to get to know you better, but this is a medium to long term process.
The idea is that a bond of trust can be built, and for this to happen, a certain amount of time has to pass. They have to get to know you, you have to be always available and, above all, they have to see that you can solve their needs or problems. Empathy also involves telephone contact, and then personal contact.
Only when this point is reached, which will take more or less time depending on the case, can you get to a face-to-face meeting. This is where the commercial skills of the company offering the service or product come into play.
Updating content and offers
It should never be forgotten that, although the trust process is gradual, there may be triggers that accelerate the meeting. Thanks to Big Data, you can get to know the tastes and preferences of your potential customer. And if there is an offer or promotion that might interest them, you can contact them to encourage them to have a personal meeting. And, at the same time, the levels of excellence of the contents must be maintained, so that they never lose interest in you.
Qualified leads will help you to break filters and contact your potential clients in person.
Are you looking for specialised advice? Don't worry, at PGR Marketing & Tecnología we have a specialised lead generation service, contact us to find out more!
