Which tool is used for lead generation?

Lead Generation plays an important role in any B2B or B2C business and it’s becoming more crucial day by day. Lead generation can be defined as “the process of finding potential customers through targeted email campaigns that will attract them to visit the website or call you up to get their information about products or services they need at no cost. It helps companies build relationships with current clients and prospects while also generating new sales opportunities.”

However, there are many different ways to approach this task and each has its own pros and cons. With so much competition out there, how do you choose the right tool for lead generation? Here we have discussed some of the key points required before choosing the ideal lead generation platform.

The first step towards lead generation would be to identify what type of company you run. If you are running a small startup then it may suffice to use a simple landing page but if you are dealing with bigger businesses, a custom-made solution would be better suited. The kind of lead generation tools available on the market vary from basic to advanced ones depending upon the needs of the user. Some of the major factors to consider when selecting the best lead generation platform include:

1. How big is my target audience?

Every business wants to reach maximum people possible. So, you should find out who exactly is going to see your offer. Do you want to target only high net worth individuals (HNWI) or even just regular folks? You must know whether you are looking for just millennials or oldies too. Also, check whether you have enough budget for lead generation or not. This way you can plan accordingly.

2. Which lead source(s) should I focus on?

There are two main sources of leads - cold calling and warm calls. However, these days, social media channels like Facebook, LinkedIn, Twitter etc., play an increasingly significant part in lead generation. You can either search for leads using Google searches or other paid options. But remember that the quality of leads generated depends upon the effectiveness of the keywords used in your ad campaign.

3. What data do I need to collect?

All the above steps help you come across the exact target audience. Now comes the tough part. Once you have identified the demographic profile, you need to gather all the necessary details such as names, emails, phone numbers, physical addresses, gender, age group, occupation, income level, hobbies, interests, etc.

4. Should I go ahead with direct mailing or opt for online advertising?

Direct mailers usually deliver higher ROI than traditional forms of advertising. They tend to yield results within 30 days and also provide detailed reports for further analysis. On the other hand, e-mail marketing tends to work faster because you don't require printing and mailing costs. Therefore, both methods are essential for effective lead generation.

5. Is lead capture easy?

It's always easier to convert interested visitors into paying customers rather than getting them on board without doing anything. For this reason, having an optimized lead form is highly recommended. A good lead generation system allows you to add multiple fields during signup. And once someone signs up, he/she gets sent to a customized landing page where they can fill out additional questions and move forward with the buying process.

6. Does the lead generation program allow me to track conversions?

A great lead generation system should enable you keep tabs on every single conversion made. This way you can analyze the performance of individual pages and improve based on customer behavior.

7. Are there any limitations on the number of leads I am able to acquire?

If you have a limited budget, you might find yourself struggling to meet your goals. Try to make sure the lead generation tool doesn’t impose restrictions on the quantity of leads acquired daily.

8. Can I create unlimited leads?

This question answers itself. There are various lead generation platforms that let you create unlimited leads. But again, ensure that the amount of traffic coming in is sufficient to cover the entire marketing cycle.

9. Will using this tool save time?

You can expect to gain time back if you decide to switch over to a well-designed lead generation system. Most systems feature automation features and this saves your valuable time.

10. What are the fees associated with the service?

Most lead generation solutions charge monthly subscription charges ranging between $20-$30 per month. Besides this, you'll have to pay for ads and promotions separately.

11. Where does the money earned by the lead generation system go?

When you buy any product or service, you're expected to give something back. When you sell leads, you earn commissions which go directly into the pocket of the seller. Make sure you understand the terms and conditions of the deal clearly before signing off on it.

12. What is the return policy?

Before finalizing your decision, you must confirm whether the lead generation provider offers refunds under certain circumstances. In case of cancellations, refunds are offered until the end date as specified in the agreement.

13. Is the lead generation package affordable?

Once you've found a suitable lead generator, compare its packages against others in order to determine whether they suit your requirements. Many providers offer discounts and special offers for bulk purchases. Always look for deals that match your specific needs.

14. Has anyone else tried this lead generation tool?

It is advisable to try several similar services before deciding to stick with one particular option. Don't forget to ask for feedback from previous users regarding the experience.

15. Have you ever had problems with the lead generation system?

Some platforms might seem attractive initially but later turn out to be unreliable. Before making any investment, take time to evaluate the reliability factor. Ask the vendor to share past experiences related to the same topic.

16. What support services are provided by the company behind the lead generation platform?

Don’t forget to inquire about the availability of technical support. Sometimes, there could be unforeseen issues due to bugs or glitches. Such situations demand immediate attention.

17. What are the future plans of the company behind the lead generation service?

Ensure that the vendor provides updates on his/her roadmap regularly. These updates reveal their intent to stay relevant in the industry and thus increase chances of success.

18. What happens to the leads after acquisition?

Make sure you read the contract carefully and know what rights you have regarding the leads. Understand the license agreements and make sure that you retain full ownership of the leads.

19. How long does it take to start seeing results?

As mentioned earlier, lead generation programs often take months to begin showing tangible results. Be patient and hold tight!

20. Is the lead generation system scalable?

Scalability refers to the ability of the system to grow along with the growth of the organization. Ensure that the lead generation tool lets you scale easily.

21. Who owns the database?

Many lead generation vendors claim to manage the database. But make sure that you aren't giving away access to your sensitive data. Check the privacy policies thoroughly before proceeding.

22. What is the warranty period?

Always request for a longer warranty period than the usual one. Usually, the standard duration is 1 year. But if you are willing to spend extra, you can negotiate for 2 years or even 5 years.

23. Are there any hidden charges involved?

Hidden charges refer to those expenses that are bundled together with other items in the list and appear as separate line item in the bill. Make sure you avoid such practices.

24. Is there a refund policy?

Even though most of the lead generation platforms promise a 100% satisfaction guarantee, still you should double check before committing. Find out whether the vendor gives cash refunds or credits.

25. What is the cancellation policy?

Try to cancel the agreement in writing. Request for a written notice of termination. Never agree to close down accounts immediately. Instead, wait till the end date given in the agreement. Cancellation fee varies according to the length of the agreement.

26. Does the lead generation system have mobile apps?

Mobile applications are beneficial for accessing lead generation platforms anytime anywhere. So, if you prefer working from home, install the app on your smartphone.

27. Which lead generation platform will fit my business model?

To select the perfect lead generation platform, it is vital to first define your business objectives. Then narrow down the parameters and finally choose the right system that matches your expectations.

28. What about my competitors' lead generation strategies?

Competitors are likely to follow similar lead generation processes. Hence, understanding their strategy can prove useful in assessing your own.

29. Which lead generators are most widely used nowadays?

Today, lead generation technologies have become simpler and accessible. Leading platforms now allow you to send personalized messages to prospective buyers. Some even allow you to add videos, images and links to your content.

30. What are the advantages of opting for a dedicated lead management team?

Lead Generation has been proven as an essential part of any business strategy and it's also known as prospecting or cold calling. It will help companies get new prospects and customers by generating sales-ready leads through various channels like social media ads, email campaigns, direct mailers etc.

Most businesses today have adopted some kind of lead generation processes but they all seem different when compared with each other. They’re more about how much money can be made from them rather than getting quality leads that convert into real sales. So, if you’re looking for the right way to make this step less painful then here we’ll share details on what exactly happens during a lead generation campaign. We’ve already covered how to choose the right lead generation platform for your business before so we’ll continue with that topic now.

So, let’s start off by talking about the four main stages of the lead generation process and after that, I'll explain how these stages work together. But first, let me tell you why we need a proper lead generation process at all.

How do you approach lead generation?

In order to build a strong, sustainable relationship with your target audience, you should understand their needs and wants better than anyone else. This means knowing where to find out those things. That’s where lead generation comes in handy because it helps you identify who your ideal customer is. You can either use traditional methods such as print advertisements, online banners, radio/TV commercials, newspaper articles, billboards etc., or go straight to the source - people interested in buying something similar to yours. If you decide to follow the latter route, you could opt for lead generation sites that provide access to relevant information about potential buyers.

The most common types of lead generation include search engine optimization (SEO), paid advertising, content marketing, social media marketing, affiliate marketing, e-mail marketing, and pay per click (PPC) advertising amongst others. However, depending on the type of product you offer, there might be more suitable options available. And while your goal may be to acquire only high-quality leads, there’s no harm trying out several kinds of techniques until you see results. The important thing is to keep testing and experimenting. In fact, many successful marketers recommend doing it regularly since it allows you to fine tune your strategies.

Which are the 4 steps of the lead generation process?

There are three basic phases involved in every lead generation campaign. First, you set up your goals, determine your budget, and figure out how long you want to spend working on this specific project. Then, you design your plan based on your assumptions and research. Finally, you execute it!

1. Research phase

This includes identifying your target audience, determining its size, learning about their interests, hobbies, values, behaviors, challenges, pains, problems, frustrations, aspirations, fears, concerns, and expectations. All of these elements must be taken into consideration when designing your lead generation strategy. There are two ways you can proceed here. Either you conduct extensive market analysis using secondary sources and primary ones, or you take advantage of modern technology to gather data directly from your prospective clients. For example, you can employ surveys, polls, focus groups, interviews, questionnaires, or even video calls. Once you know everything there is to know about your target market, you can move onto the next stage.

2. Planning Phase

Now you’ve got a clearer picture of whom you want to attract with your offer. Next, you think about the value proposition and benefits associated with your products or services. Based on this, you develop an effective message that will catch your target audience’s attention. To achieve maximum conversions, you shouldn’t just pitch your product once. Instead, you should send multiple messages over time to ensure you’re always delivering valuable content. Also, don't forget to incorporate call-to-actions within your emails or landing pages. These CTAs allow users to sign up for your newsletter, download your white paper, register for your webinar, watch your demo, and buy your product among others.

3. Execution phase

Once you've established your desired outcomes, defined your targets, and designed your messaging strategy, it's finally time to put it to action. Here, you have to consider the amount of effort required for reaching your goals. Some tasks require minimal resources while others demand significant investment. Depending on these factors, you assign certain employees to accomplish certain jobs while delegating others to handle routine operations.

How do you generate lead generation?

After deciding on your tactics, you have to implement them. Since you're dealing with humans, you have to communicate effectively. Therefore, it makes sense to hire someone experienced in writing compelling copy and writing persuasive emails. Afterward, you can rely on automated systems to handle repetitive tasks or automate your entire lead generation workflow. Most lead generation experts believe that combining both manual efforts and automation is the best method to boost ROI.

For instance, you can combine live chatbots with AI assistants to increase conversion rates. Or you can leverage CRM solutions to manage incoming inquiries, nurture relationships, and track performance indicators. Other helpful practices involve creating personalized content for each visitor and offering incentives for sharing your page links. Lastly, try implementing lead nurturing programs that will inform existing and potential customers about upcoming events, offers, discounts, etc.

Here are the best free lead generation tools for B2B purposes:

CIENCE Technologies

Cloud-based lead management solution for small businesses. Allows team members to collaborate across geographies via shared dashboards, alerts, calendars, and activity feeds. Integrates with Salesforce, Google Apps, Slack, Dropbox, Box, Trello, Zendesk, HubSpot, Marketo, MailChimp, and many more. Try it free for 30 days.

Constant Contact

Email list service provider. Offers customizable templates, autoresponders, analytics, reporting, and more. Free trial available.

SalesLoft

Online sales funnel builder. Helps you organize your website visitors and turn them into qualified leads. Includes drag-and-drop features, custom forms, analytics, A/B tests, and more.

Mailchimp

Popular email marketing app. Has hundreds of integrations and easy customization capabilities. Supports single-user plans starting at $0.0099 monthly fee.

Zoho Lead Gen Forms

Free form builder that lets you easily create customized landing pages for lead capture. Features mobile responsive designs, email integration, and SEO optimizer.

Hubspot

Professional CRM system that supports contact management, marketing automation, and task tracking. Works well with Gmail, Outlook, Office 365, and third-party apps like Zapier.

Drip Marketing

Automated drip marketing series that generates leads through email communications. Can be integrated with WordPress, Shopify, Squarespace, Wix, GoDaddy, Liquid Web, and more.

AWeber

One of the oldest email marketing providers. Offers advanced segmentation, auto responders, newsletters, and unlimited subscribers.

Jigsaw

Marketing automation platform that integrates with Facebook, Instagram, Twitter, LinkedIn, YouTube, Pinterest, and Snapchat.

InfusionSoft

CRM software built specifically for marketing teams. Lets you store all contacts' info, monitor interactions, analyze reports, and integrate with dozens of applications including Salesforce, Hubspot, Microsoft Dynamics, and more.

ClickFunnels

Easy-to-use landing page creator. Automates lead capturing processes with funnels, popups, videos, and more.

Gatorlead

Website traffic generator. Generate targeted traffic through blog posts, PPC ads, press releases, article submissions, and more.

Vidyard

Video creation app that connects you with influencers and brands. Build your own video library and monetize it later.

SendinBlue

Get started quickly with professional email marketing software. Includes powerful tagging features, multi-channel delivery, and smart routing.

Wistia

Offer premium hosting for streaming videos. With tons of integrations, you can connect Sendinblue with YouTube, Vimeo, Dailymotion, Ustream, LiveStream, Twitch, Kaltura, and more.

Hootsuite

Social media dashboard tool that combines scheduling and monitoring functions. Connects with Facebook, Twitter, Google+, Tumblr, Linkedin, Reddit, Medium, GitHub, Spotify, Soundcloud, and more.

Buffer

Content curation tool that enables you to schedule and publish posts on popular networks. Compatible with Wordpress, Blogger, Ghost, Joomla, Drupal, and more.

NerdWallet

Financial comparison site that offers detailed financial profiles of millions of households. Connects with Mint, Personal Capital, Credit Karma, and more.

Google Ads Manager

Advertising tool from Google that provides insights into ad performance metrics. Offers keyword targeting, remarketing lists, and dynamic placements.

Quora

Community forum network that works hand-in-hand with Quicksprout to promote websites.

Pinterest

Leads are crucial for businesses and marketers looking to grow their revenue. But how do you go about finding them? What kind of digital solutions can be employed to get more leads? These questions have been asked by millions of entrepreneurs around the world who want to know what's the best tool for generating leads.

In this article, we'll help you understand why lead generation is important, and then give you an overview of the various types of tools available to collect leads. We will also tell you which tools should be avoided at all costs, as well as which ones will work better than others for different industries.

You don't need any experience or knowledge to decide on the right lead-generation platform. In fact, if you're just starting out with business development, you might even think that using lead generation software would take too much time from your day-to-day hustle.

But there is no denying that lead generation plays an integral part of every successful online business. The question is whether you should invest in a paid solution or opt for a free option instead. To answer these questions, let's first understand what exactly lead generation is.

Why does everyone care about lead generation?

According to Hubspot, lead generation is "the practice of acquiring new customers through advertising." It involves tracking and managing customer interactions throughout the sales funnel, including nurturing prospects into buyers. And while the term has become synonymous with digital marketing, it actually dates back to 1876, when Henry Dreyfuss coined the phrase “lead generation” after he lost his job selling encyclopedias door-to-door.

Lead generation helps companies build relationships with potential clients by sharing information about products and services they offer. When done properly, this activity results in higher conversion rates (a percentage value indicating how likely a prospect becomes a client). This is especially true for B2B enterprises. According to Gartner Research, only 5% of global B2C organizations use data analytics to manage lead generation processes.

The importance of lead generation cannot be understated. As per Statista, a total of $1 trillion was spent globally on lead generation in 2020 alone. That means almost half a trillion dollars were invested in lead generation campaigns across multiple channels.

So now that we've understood what lead generation entails, let's talk about some ways to increase our chances of success.

How to choose the best tool for lead generation?

We've already mentioned that lead generation is extremely popular among B2B brands, but what is its exact purpose? Let's have a look at three common reasons why businesses rely on lead generation techniques and strategies:

Increasing brand awareness: With lead generation, you can gain valuable insights on how visitors interact with your website. You can learn where people stop reading, which parts of the content they ignore most, and so on. All of this allows you to improve the quality of communication between yourself and your audience.

Improving SEO performance: By increasing visibility, lead gen makes sure that your site ranks high in search engine result pages. There are plenty of ways to optimize websites for Google rankings, such as creating compelling copywriting, ensuring proper keyword density, adding relevant social media profiles, etc. Lead generation lets you perform those tasks automatically, making SEO efforts more effective.

Finding new customers: Once your target market finds out that you exist, it's up to you to convert them into paying customers. If you haven't yet built a relationship with anyone, however, you won't be able to make money off of them. So, getting leads is essential. For example, many ecommerce stores depend heavily on third party vendors like Mailchimp and Shopify to drive traffic to their store front.

Now that you know how important lead generation is, let's figure out which type of lead generation system works best for each industry.

What tools are used to find leads?

As we discussed above, lead generation relies mostly on automation and artificial intelligence. However, humans still play an indispensable role in this ecosystem. Here are some of the most commonly used methods for generating leads:

Social Media Ads: Social ads allow you to connect directly with prospective customers through targeted posts on Facebook, Instagram, LinkedIn, Twitter, Snapchat, YouTube, etc. They usually appear within users' feeds as sponsored stories, videos, images, or links.

Email Marketing: Email marketing is probably the oldest form of lead generation, dating back over 100 years ago. Even though email marketing doesn't involve direct contact with customers, it remains one of the most popular methods due to its convenience and low cost. You can send emails via autoresponders, apps, mobile devices, etc., allowing you to reach hundreds of thousands of recipients simultaneously.

Search Engine Optimization: Search engines continue to dominate web traffic, resulting in huge amounts of organic clicks. Because consumers tend to trust them, optimizing your page for certain keywords increases the chance of attracting qualified leads. Some of the most common optimization tactics include tweaking titles, descriptions, URLs, meta tags, headers, etc.

Content Creation: Content creation is another method for reaching audiences through various forms of writing. Whether you post articles on Medium, write blog posts, create infographics, or publish video tutorials on YouTube, you can attract attention with compelling content. Plus, having engaging content always helps!

There are dozens of other options that fall under the umbrella of lead generation, including landing pages, surveys, cold calls, etc. While none of these options come without drawbacks, many professionals prefer to employ several of them together.

What is the best tool when it comes to lead generation?

While there are countless lead generation tools on the market today, here are some of the most trusted ones:

Pipedrive: One of the biggest names in the field, Pipedrive provides a range of features designed specifically for small businesses and startups. From email templates to CRM integrations, everything you could possibly need is offered by this service.

HubSpot: Another big player in the space, HubSpot offers tons of useful tools, such as sales funnels, A/B testing, reporting dashboards, and much more. Its free version includes basic functionality and limited access to advanced features.

Constant Contact: Constant Contact is arguably the most widely known name in the email marketing domain. It boasts a robust suite of features aimed at helping businesses automate their entire lead management process.

Salesforce Marketing Cloud: Salesforce Marketing Cloud is one of the leading cloud applications for B2B marketers. Aside from offering numerous lead generation tools, it integrates seamlessly with other enterprise systems, providing seamless integration between teams and departments.

CIENCE Technologies: This company specializes in developing custom SaaS applications tailored to specific needs. Among its offerings is a powerful lead generation system called Campaigner, which enables businesses to track and analyze leads generated by different channels.

Each of these services possesses unique strengths, depending on your requirements. Therefore, it pays to research them carefully before choosing a particular provider.

If you'd rather avoid investing in costly subscription plans, try signing up for a free trial of these services. Many providers offer 14-day trials, giving you enough time to evaluate their capabilities and determine whether or not they meet your expectations.

Which of the following is NOT a tool used for lead generation?

Although lead generation takes place primarily through automated processes, human involvement plays a vital role in the whole process. People are responsible for identifying hot leads, scheduling appointments, conducting interviews, closing deals, etc.

Here are four activities that aren't typically performed by machines:

Cold calling: Although automated call centers are often employed for telemarketing purposes, some businesses still rely on live conversations to acquire leads. Cold calling is considered one of the least efficient ways to go about generating leads, since it requires considerable time and energy.

Online chats: Online chatbots are great for automating repetitive tasks, but they're incapable of handling complex queries related to business strategy or personal matters. Therefore, human interaction is necessary during initial phases of lead acquisition.

Teleconferences: Teleconferencing is ideal for holding meetings with remote employees and executives. Nevertheless, it isn't suitable for building rapport with strangers because you never really see their faces.

Face-to-face meetings: Face-to-face meetings require extensive planning and preparation. Not to mention, traveling long distances is quite expensive. Thus, unless you're trying to close major transactions, hiring someone to conduct face-to-face interviews may not be worth the investment.