There are many lead types such as:
* A hot lead is someone ready to buy in the immediate future. For example, this purchase may occur in zero to sixty days.
* A warm lead is someone that may buy in the near future which may be in four months or four years, depending on the industry and who you talk with.
* Other lead considerations may be quantity versus quality of leads.
There are many reasons why people buy
A purchase is prompted by an offer. The purchase may relieve pressure or the pain point of the buyer. Whatever it may be to prompt this purchase, it pays to learn why and how to nurture this lead.
Even though the buyer represents his company, there is still a personal feeling regarding a purchase that can have an effect on any transaction. Having a clearer picture of your customer is important.
Now days, people who are looking for information on a B2B product or service, turn to the web. Industry leaders in the B2B market say this is the norm. The web is full of rich content to help make decisions.
In fact, a recent study disclosed that many buyers, upwards of 70%, use the web for information before they ever consider talking to a company sales representative. Having content relevant for your prospects needs is a very valuable marketing tool.
Direct mail with email can break through the gates of isolation
Many in the business-to-business market that use lead generation turn to direct mail. Most have a good database or CRM product that permits extensive segmentation on customer purchase decisions and where prospects are in the buying cycle.
Here's one more point to ponder -
The more relevant, comprehensive insight that marketers make available to salespeople in real time, the more likely reps are to reach out to customers at the right time with the right solution.
I keep records of everyone I speak to, no matter what degree of interest they display. I keep in contact with every single prospect through mail, email, and phone campaigns. I have had prospects buy after 2 to 3 years from first contact. You never know.
You are 100% correct Michael. Out of sight, out of mind.
I am CEO of a public company that sells Organic and non-GMO foods online. We want to attract investors to our landing page to watch a video and register. We are considering two methods for attracting lead generation pro's: direct compensation and/or a sweepstakes contest. The top lead generator could earn up to $50,000, plus stock and FREE CLEAN food for five years. Can you help me build a community of marketers to generate leads for my project?