activities
Lead Generation
Lead generation is a comprehensive set of activities ideally suited for companies of any size to find new potential clients, build relationships with them, and convert them into ready-to-purchase clients.
A powerful way to fill the sales funnel and create new sales opportunities. This integrated approach allows you to create new promotion and sales channels. It solves the current task of attracting new clients (identifying those ready to buy now) and shapes future sales by nurturing potential clients and guiding them to become aware of their needs.
New sales channels
Flow of potential clients
Conversion of opportunities into sales
Sales growth
Integrated Lead Generation Approach
Lead generation typically uses inbound or outbound activities. However, each approach has drawbacks. With inbound, it is difficult to control the quality of incoming leads and opportunities. With pure outbound, the percentage of qualified responses is low. One approach focuses on traffic, subscribers, and likes, while the other focuses on the number of leads. Ultimately, we combined the most effective elements of each approach to create a comprehensive lead generation strategy.
When inbound and outbound activities are aligned, they become part of a complete lead generation strategy, making results and sales predictable. No one needs a large number of clicks, calls, or meetings, but everyone needs more sales opportunities. This is exactly what we provide to our clients.
Integrated approach
Need to generate more high-quality leads?
Activities We Use
Building non-linear CJM
Creating profiles of potential clients and points of contact
Forming hypotheses about problems and needs
Nurturing
SEO optimization
Strategy for organically engaging the target audience through keywords and trigger situations
Content marketing
Creating relevant, useful, and non-promotional content and thematic resources.
Social media
Non-selling activities on social networks, blogs, forums, and specialized platforms/channels
Email and Messengers
Creating campaigns (triggered and drip) via email
Targeted advertising
Advertising campaigns for narrow segments of the target audience on social networks, in search results, and on programmatic channels.
Remarketing and retargeting
Subtle follow-up with potential clients using data on their behavior and interests.
Outreach
Personalized (cold or warm) interaction via email or social media messages.
Our distinctive feature is that we do not use manipulative or aggressively promotional approaches. Instead, we use soft methods that include educational and persuasive content, personalization, and hyper-segmentation, even in outbound marketing.
Trigger Communications Scheme
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Nurturing Strategy
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Customer Journey Map
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Points to Pay Attention to
Nurturing Potential Clients
Account data should include more than just first name, last name, position, and department. It is also important to consider interests (professional and personal), education, family status and children, age, and social media activity. Company data includes industry, location, IT infrastructure and software used (regardless of department), investment history, expansions and reductions, and key company news. Media mentions. Staff hierarchy. IP address data can be used to link IP addresses to known companies and departments. The purchasing process in the company. History of all sales interactions.
We not only identify leads but also help “nurture” them. We understand that, despite all efforts, not every company can be turned into a client. We also know that sales teams do not have time to process all unqualified leads. That is why we offer our services for early-stage qualification of potential clients (identifying needs, collecting primary data, scheduling first meetings, etc.).
MQL (Marketing Qualified Leads)
As mentioned above, not every potential client is ready to become a client immediately. But many of them (either independently or thanks to nurturing) show significant interest in your services or products, engage with your content, and are identified as high-potential leads. These are qualified as MQL and placed at the top of the funnel (i.e., passed to sales) for further work.
How we determine that a lead is qualified
The goal of any lead generation activity is to identify and obtain potential clients ready to continue communication about purchasing a service/product or ready to buy. Removing invalid leads and understanding the stage of potential clients is facilitated by the BANT methodology.
According to BANT, each lead is evaluated according to the following criteria:
