Lead creation and sales prospecting are two unquestionably crucial company operations. Which one, though, should you pick for your company? Should you decide at all?
In this piece, we will clarify the link between lead generation, prospecting and lead creation, and provide solutions to common problems.
Sales Prospecting Vs. Lead Generation
The terms “leads” and “prospects” are frequently used interchangeably, but they actually have different meanings. It’s essential to understand that using the term “lead prospecting” is misleading, as it suggests that they are the same thing. This is similar to saying that sales and marketing are identical, which is incorrect.
They certainly aren’t!
What’s The Difference Between Lead Generation And Prospecting?
Although sales prospecting and lead generation serve the same purpose, they are different activities with distinct approaches and goals.
• Sales teams are usually in charge of prospecting. Lead generation is more of a marketing department’s responsibility.
• Leads are people or companies that have displayed interest in a product or service by taking specific actions like visiting a website, downloading a report, or trying a free app version. On the other hand, prospects are individuals who have been identified by your sales team as highly relevant potential clients.
• Lead generation refers to the act of generating a lead. In contrast, sales prospecting refers to identifying potential clients as well as all of the processes for nurturing them.
• Leads refer to individuals or businesses who have shown interest in a product or service by taking specific actions such as visiting a website, downloading a report, or trying a free app version. On the other hand, prospects are individuals who have been identified by your salespeople as highly relevant potential clients.
• Lead generation is frequently automated, whereas sales prospecting necessitates more manual labor.
Strategies For Sales Prospecting
In order to identify a potential sales opportunity, it is important to create a list of criteria that a potential customer must meet. The specific requirements for a salesperson’s job will vary depending on their industry. However, there are a set of technical questions that can be used to evaluate and segment potential prospects for each organization.
After you’ve created your perfect prospect profile, you can begin looking for people and/or businesses who meet your requirements.
1. Find Prospects On Social Platform
Sales teams are now using social media to a much greater extent than ever before to connect with potential customers. Popular social media channels such as Facebook, LinkedIn, and Twitter offer a plethora of opportunities for salespeople to identify potential leads, establish relationships, and ultimately close deals.
The use of social media by sales teams has become increasingly important in expanding their reach, nurturing leads, and engaging with customers in a more personal and authentic way. Therefore, it is crucial for companies to create a comprehensive social media strategy that aligns with their overall sales objectives and goals.
When it comes to B2B sales, though, LinkedIn is a must-have for salespeople. The platform has a powerful social sales toolbox that makes it easier to find and interact with people who fit your target customer profile.
2. Sort Prospects Into Categories Depending On Their Attributes.
It is probable that you have several buyer personas to target. Nonetheless, it is vital to note that a universal approach to prospecting is not effective. Therefore, it is suggested that you categorize the contacts you have collected based on shared characteristics to devise a strategy for each group. This will enable you to plan your next steps more efficiently.
3. Take Care Of Your Leads.
Prospecting for sales is a continuous process that requires perseverance. It’s crucial to follow up with potential buyers by sending additional emails and making phone calls. In fact, it’s recommended to send at least 10 follow-up emails after your initial one. Similarly, it takes an average of 18 phone calls to successfully connect with a potential buyer. Therefore, it’s essential to keep reaching out until you establish contact.
Strategies For Lead Generation
Overcoming lead-generating difficulties is simple when you know your audience. However, you must locate and draw them to your website, and convert them from unknown to known.
Here are a few ideas to get you started.
1. Create A Lead Magnet
A lead magnet is a valuable resource that a business offers for free to website visitors in exchange for their contact information, such as email address. Creating an engaging lead magnet is not a difficult task, but making sure that it is pertinent to your target audience can be challenging.
The only way to overcome the biggest lead generation difficulty – attracting customers who are a good fit for your business – is to use the good lead magnet.
2. Recognize Your Target Audience’s Location.
You’ve made an excellent lead magnet. How do you draw the appropriate amount of attention to it?
One of the most effective ways to generate leads is through email, website, and search. Your website is the ideal platform to distribute your lead magnet. You can add it to the sidebar, link it from related pages, create an exit popup to attract more attention, and use various other techniques to increase traction.
3. Use A Fascinating Method To Convert Your Audience.
When it comes to generating B2B leads, it’s crucial to keep in mind that potential clients may be hesitant to reveal too much personal information. To avoid discouraging them, it is recommended to only request the essential details needed to initiate a connection. This generally includes the prospect’s basic contact information, such as their name, email address, and company website.
When trying to generate leads, it is important to avoid asking for unnecessary details that could make potential clients feel uncomfortable or reluctant to share their information. By keeping your lead generation process simple and straightforward, you are more likely to earn the trust and interest of your potential clients.
If you need more information about your leads, you can use progressive profiling forms. These forms display fields that the lead hasn’t filled out yet, allowing you to get additional information with each submission. You can easily create such forms using the solution.
How Your Online Capital Group Can Help
Lead generation and prospecting sales are two essential aspects of a company’s sales strategy. Lead generation involves identifying and nurturing potential customers who have shown interest in your product or service. On the other hand, prospecting sales involves identifying and approaching potential customers who are likely to benefit from your product or service but have not yet shown any interest. Both strategies are crucial for a business to expand its customer base and increase revenue.
Both lead generation and prospecting sales are two techniques used to increase sales. Lead generation aims to build a pipeline of potential customers, while prospecting sales is focused on converting those leads into actual sales. When these two techniques are combined, a company can create a comprehensive sales strategy that can help them achieve their sales targets.
Effective lead generation and prospecting sales require a deep understanding of the target market, customer needs, and competitor landscape. Companies that invest in these techniques and execute them well, often experience growth in revenue and market share.
And the reality is, whether you recognize the distinction between these two processes or use the words interchangeably, getting your sales and marketing departments to work together toward the same objective is the most important component of expanding your organization. For more info, give us a call today at (904) 600-3600, or visit your Online Capital Group for a better chance at business success!
