Lead creation and sales prospecting are two unquestionably crucial company operations. Which one, though, should you pick for your company? Should you decide at all?
In this piece, we’ll debunk common misconceptions regarding the link between lead generation and prospecting and lead creation, as well as offer solutions to common problems.
Sales Prospecting Vs. Lead Generation
The terms “leads” and “prospects” are frequently interchanged. It’s not uncommon to hear these two names in the same sentence. Even the modified word “lead prospecting” was mentioned. On the other hand, combining the two is akin to arguing that all sales and marketing are the same.
They certainly aren’t!
What’s The Difference Between Lead Generation And Prospecting?
Despite the same purpose and a few similarities, sales prospecting and lead generation are very different:
• Sales teams are usually in charge of prospecting. Lead generation is more of a marketing department’s responsibility.
• Leads are individuals or businesses that have demonstrated interest in a product or service by performing one of the prescribed steps, such as visiting a website, downloading a report, or downloading a free app version. Prospects are persons who have been identified as highly relevant potential clients by your salespeople.
• Lead generation refers to the act of generating a lead. In contrast, sales prospecting refers to identifying potential clients as well as all of the processes for nurturing them.
• Sales prospecting is mostly a manual process in which a salesman hunts for new business possibilities on their own. When marketers talk about lead generation, they usually imply posting a lead magnet on the internet and expecting leads’ emails to flow into their email marketing software automatically.
• Lead generation is frequently automated, whereas sales prospecting necessitates more manual labor.
Strategies For Sales Prospecting
How can you see the signs of a sales opportunity? To begin, make a list of requirements that your potential customer must meet. Different components of a salesperson’s job will vary depending on the vertical. There will be a series of more technical questions for each organization that will aid in selecting and grouping prospects.
After you’ve created your perfect prospect profile, you can begin looking for people and/or businesses who meet your requirements.
1. Find Prospects On Social Platform
Social selling is becoming one of the most widely used sales prospecting methods. To discover and communicate with potential consumers, sales teams frequently utilize Facebook, LinkedIn, and Twitter. Look For Opportunities On Social Media Channels.
When it comes to B2B sales, though, LinkedIn is a must-have for salespeople. The platform has a powerful social sales toolbox that makes it easier to find and interact with people who fit your target customer profile.
2. Sort Prospects Into Categories Depending On Their Attributes.
There’s a good chance you’ll have a few different buyer personas. However, this does not imply that one prospecting method should be applied to all of them. Group the contacts you’ve gathered based on certain similar characteristics to map out your next steps.
3. Take Care Of Your Leads.
Prospecting for sales is a continuous activity. You should be able to send 10 additional emails after your initial one. The same may be said with phone calls. It takes an average of 18 calls to connect with a potential buyer.
Strategies For Lead Generation
When you know who your audience is, overcoming lead-generating difficulties is simple. However, you must know where they are and how to locate them and how to draw them to your website and convert them from unknown to known.
Here are a few ideas to get you started.
1. Create A Lead Magnet
A lead magnet is a free resource that a business offers to get visitors to submit their email addresses or other contact information on their website. It’s hardly rocket science to create a very engaging lead magnet. The most challenging aspect is ensuring that it is relevant to your target audience.
The only way to overcome the biggest lead generation difficulty – attracting customers who are a good fit for your business – is to use the good lead magnet.
2. Recognize Your Target Audience’s Location.
You’ve made an excellent lead magnet. How do you draw the appropriate amount of attention to it?
The most successful lead-generating methods tend to be email, website, and search.
Of course, the greatest location to distribute your lead magnet is on your website.
You may put it to the sidebar, link to it from one of the most relevant pages, make an exit popup to increase traction, and so on.
3. Use A Fascinating Method To Convert Your Audience.
Ask merely for the most important facts, such as a name, email address, and a firm website, rather than requesting unnecessary information necessary to qualify a lead (for B2B leads).
If you want further information, progressive profiling forms can be used to obtain it. You may use the solution to create forms that display fields that a lead hasn’t filled out yet. You’ll get additional information about your lead with each submission.
Lead generation and prospecting sales works together to achieve the same company goal: to increase sales.
And the reality is, whether you recognize the distinction between these two processes or use the words interchangeably, getting your sales and marketing departments to work together toward the same objective is the most important component of expanding your organization. For more info, visit your Online Capital Group for a better chance at business success!