5 Things Your Business Probably Didn’t Know About Lead Generation

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July 30, 2019 | By RGR Marketing Blog

Five Things Your Business Needs to Know About Lead Generation

Lead generation is a challenging activity for any business. It’s also extremely important to get right. Unfortunately, generating high quality leads can be far from an intuitive undertaking, especially for those just getting in on the fun.

No matter whether your business is in solar, tax, student loan debt, or the mortgage industry, there are several things that are often missed by those new to the game. Further, there are even some things that are missed by seasoned vets. In this post, we’ll look at five things that are commonly missed by companies looking to generate quality leads, and how to avoid falling into those traps.

1 - Buying Has Changed; So Has Solid Lead Generation

If you are still doing business the way you always have, or have just shifted your game a bit to make room for things like social media and content marketing without really understanding how the advent of the Internet and (to a lesser degree) the shift to mobile has radically changed the buying process, then your lead generation strategy is in need of a major overhaul.

People do not approach buying decisions the way they did when information was scarce and the salesperson was the authority they relied upon to guide them through the buying process. These days, a wealth of readily accessible information has radically changed the way people buy. If you’re still trying to treat your prospects like unintelligent consumers walking onto the sales floor to get fleeced, then you’re going to get old-fashioned (and by default, poor) results.

2 - Reaching People Is Harder Than Holding Their Attention

Along with the wealth of information now available to your prospects thanks to the Internet has also come a wealth of noise. When was the last time you plugged something into a search engine and weren’t served nearly an entire page of ads that almost gave you the information you were looking for, but wasn’t really what you wanted?

Today’s consumer tends to be more ad-adverse and ad-avoidant than ever before. As a result, the prospect of getting their attention has never been harder. That’s why any lead generation strategy must begin with value, and value equals content of value.

3 - The Call To Action Has Never Been More Crucial

Converting from content can also be a challenging undertaking, and it’s not the same simple value proposition as “click here for a great offer,” though it can look very similar. That’s why building value into your content is so important. Drawing your prospect in with content that addresses their pain points and provides CTAs that look like real solutions for those pain points is the key to providing value and converting.

4 - Quality Leads Have Depth and Context

Not all leads are created equal, but they could be. Quality leads need to consist of more than just a name and contact info, and if you are building your content correctly, they will.

Where your leads are coming from – read this as the pain points you built into your content to drive CTAs – can tell you a great deal about who they are and how to approach them in the funnel. You don’t need to drag your prospects through massive forms to get to know them. They clicked on the CTA for a reason or reasons. Those reasons can tell who they are.

5 - Understanding Is the Key to Earned Attention, Trust, and Closing

Building on the understanding you can get can help you to profile your leads long before they ever engage with your content and click on your call to action. Build profiles and then manage the content you are generating to engage those profiles so that the leads you are generating give you understanding into your prospects.

And here, we’re referring to a kind of understanding that helps you hold their attention, build rapport and trust, and close them before you spend another cent paying a salesperson to contact them. Ready to add high quality purchased solar leads, or exclusive mortgage leads to your sales team’s strategy? Get in touch with RGR Marketing today!

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Five Things Your Business Needs to Know About Lead Generation

1 - Buying Has Changed; So Has Solid Lead Generation

2 - Reaching People Is Harder Than Holding Their Attention

3 - The Call To Action Has Never Been More Crucial

4 - Quality Leads Have Depth and Context

5 - Understanding Is the Key to Earned Attention, Trust, and Closing

Start making more
money today!

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Five Things Your Business Needs to Know About Lead Generation

1 - Buying Has Changed; So Has Solid Lead Generation

2 - Reaching People Is Harder Than Holding Their Attention

3 - The Call To Action Has Never Been More Crucial

4 - Quality Leads Have Depth and Context

5 - Understanding Is the Key to Earned Attention, Trust, and Closing

Start making more money today!

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