What is a Lead?

What is a Lead?

What is a Lead?

What is a lead? The dictionary defines lead as: a suggestion or piece of information that helps to direct or guide; tip; clue: I got a lead on a new job. The phone list provided some great sales leads. A lead in the sales marketing business is a potential customer that you have sought out in some manner to purchase from you.

Generating leads has always been a top priority for salespeople. Without generating leads your business becomes stagnant and quite probably will end. Lead generation is considered one of the most important strategies of any business. Everyday, there are literally millions of potential clients surfing the web for their needs and desires. You want to find your target audience out there and drive them to your site.

Let's say you own a website that sells shoes and you are going to try to generate leads online. You have decided to write an article on walking for health. Your target audience is someone who needs or wants a pair of walking shoes. Once they come to your web store they may purchase different types of shoes. Remember though that they initially signed up and came to purchase walking shoes. You would not want to write an article on mystery books and then direct them to your shoe store. While you might possibly get a handful of leads this way, it is not effective. Always keep in mind your target audience.

Now once you get them to your website you want to make them a customer. You need a way to track them so you can continue to build a relationship with them. One option to do this is to begin with an opt-in list through e-mail. This allows potential customers who have landed on your site to sign up for your e-mail list. In this way, you also allow them to inform you of their impressions to the contents of your site and whether your website has captured their interests or not. What types of shoes they are most interested in? Are there similar items they would be interested in? All of this can then be put together and used as research to grow your business. Once you have their e-mail address you can send them promotions, newsletters, etc. Don't overdo this. If they get constant e-mails from you, they may decide to block. One to two e-mails a week is plenty.

This is an example of a good lead generating campaign. However, it is your responsibility to use this kind of campaign for valid reasons. Be wary of crossing into the spamming world. Do some research and learn about spamming so you can avoid it.

If you can build a long-lasting relationship with that lead you will have a customer for life. They will tell their friends who will tell their friends about you and your business. Thus you will get many leads from one.

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