When it comes to the best ways to generate sales leads, we all know that social media is a well-used platform. However, social media platforms like Twitter and Facebook usually generate few sales leads. Let’s take a look at how we can utilize marketing automation in our goal to generate more leads and answer the question, how can I generate more leads?
Leveraging your Marketing Automation Program
Marketing automation has been shown to increase lead conversion and provide focused information on scheduling, tracking, and defining marketing programs and processes. A marketing automation program gives you all the tools needed to generate leads and track them as they move through the sales funnel. Real time analytics give you insight into where your leads are in the buying process and an average timeline on when you can expect them to buy. This gives you the opportunity to personalize your messages to your leads depending upon their needs, instead of sending out generic messages that will often be ignored or deleted.
Marketing automation can also make capturing lead information easy and effective. With a landing page, leads are able to quickly and easily enter their contact information or request your product catalog or a call about your services. Using marketing automation effectively means that you will be able to track the success of landing pages and make adjustments where you see fit.
Another crucial area where marketing automation is effective lies in the content you’re posting on your blog. Marketing automation is able to track the effectiveness of the information you’re posting – including how appealing it is to your leads and audience. Figuring out the proper number of communications for your prospects will ensure your posts don’t wind up being overlooked or worse, deleted before they’re noticed or read.
Marketing Automation Helps Qualify Leads
Often, we make the mistake of including ALL leads in our communications. This only causes good, qualified leads to fall among the wayside, lost in a crowd of leads that aren’t worth the time investment. Marketing automation helps you qualify your leads by giving your marketers precision in all of their marketing processes. By monitoring leads and gathering useful information, including what search terms they’ve used and what content they’ve viewed, marketing automation makes it easier to understand where the consumer is in the buying process.
It also makes it easier to score leads. Lead scoring is a simple process of assigning number values to certain behaviors and attributes so you can measure the value of a lead. This numerical value will help you determine whether the lead is to be passed onto the sales team or if the lead needs more information, content, or research. Marketing automation will also score company demographics such as location, company size, and other criteria to ensure that the correct types of leads are being funneled to your company.
The marketing automation sector is expected to increase from $3.2 billion to $4.2 billion in 2015 – this is a significant increase and indicates the tremendous impact of marketing automation. Adding marketing automation to your repertoire will add increased value to your business process and marketing department as a whole.
Ready to take the next step? Let’s help you with adding marketing automation to your business repertoire!