17 Oct Attract the Right Leads to Your Website: Marketing Qualified Leads
Your goal should be to unify marketing and sales. Are you tired of following up on leads from cold callers? There’s a better way. Leverage your website as a 24/7 sales person and get visitors to give you their information. Once you have their name and email, it’s time to arrange automated workflows and lead reconversion efforts. Your inbound marketing system should be able to gather an incredible amount of sales intelligence. Until the client is ready for a sales call, it’s your marketing department’s job to nurture those leads and turn them over to sales as “Marketing Qualified Leads (MQLs)”
MARKETING QUALIFIED LEADS = SALES
High quality sales lead generation is critical. The goal should be to give your sales team the best opportunity to close. Many times, the initial contact from a prospect is not the best time to buy. For instance, if you offer a free weekly e-mail or if they sign-up for your blog posts, it is important to understand that this is not necessarily the best time to send a sales rep in cold. Gather more info through inbound marketing efforts. When they are qualified, sending in the sales team will result in higher closing percentages.
TRANSFORM YOUR WEBSITE INTO A LEAD GENERATION MACHINE
WHO WILL BENEFIT FROM STRONG MARKETING QUALIFIED LEADS?
Content marketers. Businesses with good inbound tactics. Businesses whose buying cycle starts with education to the prospect. The important thing to remember is that great lead generation starts with a fantastic website. Once that foundation is laid, you can move onward and upward to dominate the game. If you are working on lead generation, it will put you two steps ahead of your competitors who are not.
HOW TO START BUILDING MARKETING QUALIFIED LEADS FOR YOUR BUSINESS
Knowing the difference between a good sales lead and a bad one is the first step. What info does sales need? Do you sell multiple products? What specifically is the prospect interested in? What pages did they look at on your site? What e-mails did they open? What e-books did they download? If you cannot produce this info for your sales team, you may want to learn more about inbound marketing.