Sales leads are prospective customers. If you sell a product or service, a lead is an individual consumer or a business that shows interest in your service and provides contact information.
Businesses may gain access to sales lead contact information through marketing, trade shows, advertising, email marketing, social media marketing, and other methods. Some companies purchase sales leads from third-party vendors. A lead is different from a prospect; leads need further qualification in order to establish intent and interest in the product or service offered.
Sales is a process that begins when a potential lead is identified, qualified, and added to what is known as a “sales pipeline.” Marketers and salespeople use the lead’s contact information to offer information about the company and its products. Emails, calls, and direct marketing are all examples of contact methods used to convert a lead. The quality of a lead depends on the individual or business’ incentive for giving up their contact information. Some leads only divulge this information for a reward, while others are simply not aware of what they’re signing up for. Higher quality leads tend to be more costly for businesses to acquire.
The vast majority of Americans—upwards of 85%—use the internet. As such, the internet has become a place for companies to sell their products and services. It’s also abundant in sales leads. However, gaining a lead on the internet still takes energy, time, and sometimes money. It’s not as simple as sending notifications to followers on social media. Quality sales prospects require additional effort and engagement, including access to information that solves a problem or educates. For instance, a lot of technology-focused companies offer useful and industry-specific content in the form of an e-book or whitepaper in exchange for lead contact information. Sales professionals may also target leads by responding to their questions on social media or hosting a free webinar.
Real Estate Leads
Real estate industry professionals, including agents and brokers, must work to get their listings in the hands of prospective buyers. Many real estate agents combine both traditional and recent strategies to generate new leads. For instance, they may advertise listings in magazines, newspapers, or storefronts. However, many real estate agents also have a digital marketing strategy to generate leads. They may use a website or a blog, as well as social media, to make listings more visible. Nowadays, real estate agents need to use every tool at their disposal to generate leads. This includes making sure that the listing also appears on online real estate search engines.
Business to business or B2B refers to businesses that market and sell a product or service to another business. Some of the most common B2B lead generation strategies employed today include having a company website, attending conferences and tradeshows, using email marketing, search engine optimization (SEO), telemarketing and cold calls, hosting virtual events or webinars, developing public relations, paid search or pay-per-click advertising, social media, online advertising, direct mail, and print advertising.