Lead Generation Authority
Lead
Qualified Lead
This person isn’t only interested in your brand but has demonstrated interest in a specific product – for example they might have saved an item to their shopping cart on your site, or they might have asked for a quote.
This person is someone who should be ‘ready to buy’ and all it will now take is a little ‘push’ to get them to take the final plunge.
Customer
Note that you should be thinking about the lifetime customer value – how can you make your customers more loyal in the long term?
Someone who has successfully been converted and bought from you. This person is still a lead and you can now try selling to them again.
Cold Lead
Someone who hasn’t shown any explicit interest in your business but who fits your target demographic and who is likely to want to buy from you.
Either you have their contact details saved, or they’ve landed on your website.
Warm Lead
Someone who has demonstrated some kind of interest in your business.
This person will have liked your Facebook page, or followed you on Twitter etc.
How To Get And Convert Leads
If you get leads from SEO and you’re using search terms relating to your product (e.g. ‘buy hats online’) then those leads will be already qualified when they reach you.
PPC can help you get qualified leads with the same method, or cold leads that target your specific demographic.
If you get leads through social media, they will be warm to begin with as they will be following your brand after seeing a post.
The best tool for converting cold leads into warm leads is to use a mailing list – you can use an incentive to ensure they want to sign up but must avoid convincing untargeted leads
Use an email to convince your leads with a high score to convert meaning that they become customers.
Use the ‘scarcity’ and ‘urgency’ principles.
Write using a narrative.
Focus on your value proposition.
Lead Scoring And CRM Software
You can also use lead scoring. This will score your leads based on their seeming engagement with your brand.
CRM software allows you to manage your leads. If you use a mailing list to capture emails, it will organize them and allow you to add extra details.
This allows you to categorize your leads by their age, hobbies, location etc. and thereby offer the correct orders to the correct people.
You can then market to the lead with the highest score, who should be the most qualified.