Lead Generation Service is a subset of digital marketing service. It includes running ads, doing outreach, calling up prospects, sending emails to databases in order to generate a list of prospects who show interest in the advertised services. Lead generation service also includes services like setting up bridge calls, appointment setting services and doing the first round of basic discussion with the prospect.
Any prospect whose contact information is available and has shown interest in specific product or service can be referred to as a lead. Once the prospect’s requirement is no longer there, even with the contact information being available, the same prospect can longer be considered as a lead.
A lead which qualifies (passes through) the qualifying criteria set out can be termed as a qualified lead. For example, a HR Software company is looking for leads of companies with more than 100 employees. In this case, 100 employees is a qualifying criteria. A prospect manufacturing company looking for HR software having 65 employees will not be a qualified lead, however a prospect manufacturing company having 115 employees will be a qualified lead.
A lead continues to be a lead till the time the purchase decision is not made. However, nobody can predict when the purchase decision will be made or when the purchase decision is put on hold. Some leads, like a prospect looking for a duplicate key making service generally have a life span of 10 to 15 minutes, however, a prospect looking to buy an investment property usually remains a lead for a longer period of time (say two weeks).
The best time to contact a lead is now. The earlier you contact a lead, the higher is the probability to take the discussion ahead.
There could be many reasons for the prospect to not revert after the first conversation. We Indians, do prospecting, do market research and sometimes remain in a long period of indecisiveness where sometimes we say we have a requirement, however, if something urgent comes up, we start denying the same requirement. Also, how the conversation was structured, prices, brand image of the company being spoken about in the first conversation may remain a factor for the prospect in deciding how to respond further.
EMarketz is a lead generation agency. Lead generation is a part of the marketing domain of any organisation. Like you advertise in radio, newspapers, social media, you do not hold Google or Facebook or Radio Channel accountable for conversions.Similarly while EMarketz is responsible for finding out opportunities existing about your business in the market, it is upto the sales function of your company, your prices, your brand perception which determines the conversion rate and EMarketz has no role to play in the same.
Lead generation service helps a business by eliminating the financial risk associated with running your own advertising. Your own advertising may sometimes fetch average or below average results, however, with a predetermined cost per lead (CPL), you are assured of your marketing expense and can do accurate budgeting for your marketing activities. Also, by opting for lead generation service, you reduce your expenses on the qualifying/validating activity of a lead as that part is completed by EMarketz.
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