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Lead generation is the process of identifying potential customers. It is the first step in a sales process that may also include lead qualification, prospecting, needs analysis, proposals, closing and customer relationship processes such as cross selling. The following are common lead generation techniques.Digital AdvertisingUsing behavioral and contextual ads to drive traffic to a page that pitches your product and asks for contact information.Inbound MarketingCreating content such as brand storytelling and interacting with potential customers in social media.Industry EventsAttending industry events such as trade fairs. Sponsoring EventsSponsoring events such as training or a product demonstration in order to connect with potential customers. For example, webinars are commonly used to generate leads.
ShowroomsPhysical locations that show off products.NetworkingGetting to know the people in your industry. For example, a salesperson for market data might know thousands of people in the banking industry in their territory.CampingNetworking by going to the same events and places that customers frequent. For example, bankers in Tokyo might mostly go to the same bar in the evenings. Cold CallingResearching people and calling them to try to gain their interest.Third PartyIn many industries, there is a market for leads. For example, a list of people who are currently shopping for a car. These may be worth less than leads who have actively expressed interested in your particular product.HistoryLost customers and rejected proposals.|
Type | | Definition | Finding customers who express interest in your product. | Notes | In order to be considered a lead, a customer must indicate interest. In other words, contacts for cold calling aren't typically considered leads. | Related Concepts | |
Lead Generation
This is the complete list of articles we have written about lead generation.
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A definition of needs identification with examples.
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