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What is Lead Generation? An effective technique for generating targeted customers for businesses
What is Lead Generation? “Lead” It has become the heart of marketing in the digital age. Businesses of all sizes need tools and strategies to effectively attract target customers, whether it is using CIPHER to analyze customer behavior, sending Email Marketing with a CRM system to reach specific customer groups, or using Email Marketing services to make the campaign communicate to the target directly.
This article will take you to understand “What is Lead Generation?” and why businesses should use systems and services such as CRM Training to enhance the potential of the team in managing and tracking target customers. It also recommends techniques that you can apply to create new customers and expand your business base.
What is Lead Generation Marketing?
What is Lead Generation? In general, it refers to a marketing technique of modern businesses that uses methods to attract attention and meet the needs of the target group, which we call “Lead”.
Lead Generation Marketing is marketing to generate target customers. It is a marketing strategy that focuses on attracting and stimulating the interest of the target group in order to collect contact information or create business opportunities in the future.
The term Lead is a group of people or organizations that have the potential to become future customers and are a quality target group that has a real chance of closing sales, such as those who fill out registration forms on websites, those who show interest in products and services, or those who sign up to join various activities of the brand. Therefore, Lead Generation Marketing is something that will help businesses find potential Leads more easily.
Why do businesses need to do Lead Generation?
- Increase quality customer database:
Lead generation allows businesses to gain a database of people who are likely to be interested in products or services, which are easy to track or have a high chance of being converted into future customers. - Increase the chances of closing sales: Having a list of Leads increases the chances of converting them into real customers, especially when the sales team can use insights into the needs of Leads to present products and services appropriately.
- Save costs: Lead-focused marketing reduces unnecessary resource and budget usage, eliminating the need for untargeted advertising.
- Build customer relationships: Lead Generation is what allows businesses to initiate communication and build trust with customers from the beginning until closing the sale, as well as build good relationships with customers, leading to brand loyalty and repeat purchases in the future.
Successful Lead Generation Strategies
There are no hard and fast rules for Lead Generation strategies. However, it is necessary to apply it to suit the business model. To be effective and successful, it is necessary to use strategies and require clear planning and tactics, along with using appropriate marketing tools and channels to reach the target group. The important elements are as follows:
Creating an Effective Lead Generator
A Lead Generator is a person who uses a Lead Generation strategy by using effective tools or methods. A Lead Generator helps to attract the target group to be interested and enter their contact information, such as:
- Creating an E-book: Create valuable content that solves a problem or provides knowledge about a product or service.
- Offering promotions or discounts: A Lead Generator uses special promotions to increase incentives for interested people to sign up or register.
- Organizing a Webinar or online seminar: Provide knowledge that is relevant to the interests of the target group, along with the opportunity to talk directly to experts.
- Offering free trials: For businesses with subscription services, free trials allow interested people to experience using the service.
- Taking surveys or quizzes:
Use questionnaires to provide personalized advice and collect contact information.
Website design techniques for lead generation
A lead generation website is an important tool in an effective Lead Generation strategy because good website design This will help you increase your conversion rate of visitors to leads, such as:
- Use a Landing Page: A landing page is the most important part of a lead generation website. It is designed to focus on a single goal and should not include distractions such as data collection or signups.
- Add an easy-to-use form: A data collection form should be short, sweet, and only ask for the necessary information, such as name, email, or phone number.
- Proper use of Pop Up: Use Pop Up to display offers such as newsletter subscriptions or special promotions, and set the display time appropriately, not intrusive to the point of annoyance to users.
- Use interesting Call to Action (CTA): Use CTA text that makes customers want to click, such as “Free download” or “Register for free”, and place it in a clearly visible location.
- Responsive Design: Lead generation websites need to be designed to support all devices, especially mobile phones, so that users can access and fill in information conveniently.
Effective Lead Generation Channels
A good Lead Generation strategy requires choosing the right channels to help increase the chances of reaching the target group effectively.
- Social Media Marketing: Use platforms such as Facebook, Instagram or LinkedIn to present attractive content by creating posts with educational content and attaching links to the Landing Page.
- Content Marketing: Create interesting content such as articles, blogs or videos that solve problems and provide useful information about products and services. With a link to the Landing Page
- Email Marketing: Send messages that meet the needs of interested people via email to increase interest and encourage registration, such as discounts or event registrations. The content should be concise and have a clear CTA button.
- SEO Improvement: SEO or Search Engine Optimization of the website or article to make the website rank in search results to increase visibility.
- Influencer Marketing: Collaborate with influencers to build credibility with the target group and help create more awareness on social media.
- Online Advertising: Use paid advertising, Google Ads or PPC Campaigns to attract traffic to the Landing Page and set up the right target group to reduce advertising costs per Lead.
Lead Generation Measurement Tools and Methods
Lead Generation is one of the effective strategies in business because it is not only about attracting interested people, but also about measuring and improving marketing strategies to meet the needs and goals of the business. Therefore, choosing the right tools and measurement methods is important to help businesses evaluate success and continuously improve their strategies. The tools and technologies you should use are as follows:
Tools to help with Lead Generation
Lead Generation Marketing is something that will help businesses find leads effectively. The main tools are as follows:
CRM Tools
Customer Relationship Management or CRM is a platform used to store customer data and track interactions. For example, HubSpot CRM is your personal assistant in customer management. The benefits of a CRM system can help you store all customer data in one place, track sales progress in real time, and analyze data to find opportunities for business growth.
Analytics Tools
Website analytics tools such as Google Analytics or Hotjar are like surveillance cameras that monitor the behavior of customers visiting your store. You will see where customers come in, what products they are interested in, and what they end up buying. With this information, you can improve product layout, improve your website, or change your marketing strategy to make it easier for customers to decide to buy.
Social Media Advertising Tools
A tool that helps your business collect data on interested customers quickly and easily. You can create a form to fill in information within Facebook, such as Facebook Ads, LinkedIn Ads, or Google Ads. It helps attract target customers through advertising campaigns that target groups. It is an advertisement to people who are really interested. It also helps you to get new customers.
How to measure Lead Generation
There are quite a few criteria for measuring Lead to consider. It varies depending on the marketing strategy and the goal of Lead collection. Let’s take a look at some examples of Lead quality indicators as follows:
Conversion Rate
The percentage of visitors who convert to Leads indicates whether the campaign or advertisements that were launched are effective or not. The measurement method is:
Conversion Rate = (Number of Leads ÷ Number of Website Visitors) x 100
ROAS
For executives who want to know whether the investment in marketing is worthwhile, ROAS is the number that can answer this question the most clearly. ROAS stands for Return on Ad Spend, which means the rate of return on investment in advertising. In other words, every baht that we spend on advertising brings back how much revenue. The calculation method is as follows:
ROAS = (Advertising Revenue ÷ Advertising Cost) x 100
ROAS tells us how effective our investment is. If ROAS is high, it means that our marketing is worthwhile. But if ROAS is low, we may need to adjust our marketing strategy to get better results.
ROI
ROI or Return of investment is the return on our investment. It is the total cost that actually occurred, whether it is advertising costs, labor costs, or transportation costs. The method for calculating ROI is as follows:
ROI = (Net Profit ÷ Total Cost) x 100
Sales Pipeline
The decision to buy by a target customer does not happen immediately. It is a gradual process. The Sales Pipeline helps us to see a clear overview of this process, from the beginning of interest until the decision to buy. This allows us to adjust our communication strategy to meet the needs of customers at each stage appropriately.
CPL (Cost Per Lead)
CPL (Cost Per Lead) is the cost that we have to pay. To get 1 customer who is interested in our products or services, simply think of it as a fee that we pay in exchange for the opportunity to sell. The calculation method is:
CPL = Advertising cost ÷ Number of Leads obtained
If our CPL is too high, it means that we may be spending money on ineffective advertising or our target group may not match the products we sell.
Summary
What is Lead Generation? I believe this article will be the answer for marketers or business owners who are looking for marketing strategies. The important strategy that not only helps to create sales and business growth, but is also an important foundation in developing long-term relationships between entrepreneurs and customers. Maintaining relationships with customers is another important weapon that will help create an advantage in the market over competitors.
If you are interested in marketing your business and want to have an assistant to provide advice and services with experienced and qualified experts, you can contact CIPHER.
Frequently Asked Questions
Lead Generation is a marketing strategy that should be given importance. For those who have questions about this strategy, we have compiled answers from frequently asked questions for you.
What is Lead Generation?
There are many methods and strategies for creating Lead or Lead Generation that help attract the attention of the target group to turn them into customers of the business. These methods can be divided into categories and main channels as follows:
1. Online channels
- Social Media: such as Facebook Ads to create advertisements that are targeted to the target group To get people to click through to your Landing Page and fill out the form
- Search Engine Marketing (SEM): e.g. Google Ads: Display ads on Google search results pages when users search for terms related to your products or services
Content Marketing: e.g. Create quality articles or E-Books Exchange contact information with customers through E-Book downloads - Email Marketing: Create email campaigns to send news and promotions to customers.
Website: Create a clear and attractive landing page. Use an easy-to-fill contact form.
2. Offline channels
- Events: such as trade shows, seminars or conferences.
- Direct marketing: such as distributing brochures, leaflets or posters.
- Sales calls: Contact customers directly to offer products or services.
What is a Lead Generation website?
A Lead Generation website is a website designed to attract leads or target customers. It focuses on encouraging website visitors to fill in information or take certain actions, such as signing up, downloading documents or seeking advice. The information obtained It can be used to track results and convert leads into future customers for your business. A Lead Generation Website has the following main components:
- Landing Page: Used for advertising campaigns or special offers
- Lead Form: Easy-to-fill forms such as name, email, and phone number
- CTA (Call to Action): Button or text that invites action, such as “Sign Up Now” or “Get a Free Consultation”
- Interesting Offer (Lead Magnet): Such as an E-book, research report, or free trial
- Valuable Content: Articles, videos, or information that meets the needs of visitors
What does MQL stand for?
MQL stands for Marketing Qualified Lead, which refers to a lead that has been evaluated and screened by the marketing department as having the potential to become a real customer. Notes include:
- A person who has shown interest in a product or service, such as filling out a form, downloading an E-Book, or subscribing to a newsletter
- Responding to marketing activities, such as clicking on an ad or reading an article on a website
- In the process of considering or searching for more information about a product or service
What is a Lead Form?
A Lead Form is an online form designed to collect information from Leads or prospects. The purpose of this is to collect important information that will help businesses contact and follow up with those interested in a product or service. Key features of a Lead Form include:
- Easy-to-fill form: There are fields to fill in, such as name, email, phone number, and any additional information required
- Appears on various channels: such as on a website, landing page, social media, or online advertising
