Do you know where your leads are coming from?

By Laura Kimball | Lead Generation

Sep 26

Leads Out of Date?

This is the first in a 3 part series on improving your lead generation strategies. Today we’ll look at organizing your lead sources and then move on to reaching your audience and effectively managing your contacts.  Let’s face it if only your leads were stacking up like dirty dishes at an all you can eat buffet we would be having a very different conversation. First you should ask yourself if your approach in how you generate leads might be a little outdated. The world is constantly changing especially online. If you don’t know where your leads are coming from how can you decide where to focus your attention?

Step One

Take a little time to really determine the sources where you reach your potential customers. Of course your business is unique and hopefully you know it well but here are the likely sources.

  • Social – Facebook, Twitter, Google+, LinkedIn…
  • Search (both paid and organic)
  • Blogs
  • Reviews
  • Advertising Campaigns
  • etc

Step Two

Prioritize your efforts. You need to evaluate which sources are generating the best lead for your business. So you’ve jumped on the Twitter wagon and you now update all your followers with which coffee flavor you have chosen ever morning and you feel like you’re really happening now, but is it really working?  Social engagement is wonderful and you can make some very valuable contacts however you can also spend a great deal of time and effort with very little return if you don’t stay organized and have a plan.

For each of your potential sources write down a weekly time allowance which identifies the percentage of time you will dedicate to each source. This should align with the return on that investment. If you spend 5 hours a day on your tweets but you have never had a follower visit your website or read one of your blog posts it may not be the best way to utilize your time.  Create a complete content schedule that includes everything you will need to reach your audience in each of your sources from step one. This will help determine a realistic goal in what you can really achieve within the time you have.

Step Three

Now that you have identified your lead sources and prioritized the key areas of focus we look at ways to optimize your time. Let’s face it there are only so many hours in any given day so you must look at ways to save time at every opportunity, perhaps it’s scheduling your blog or social post in advance. There are plenty of marketing tools out there that allow you to streamline your efforts this may be time to take advantage of one. Using your content schedule will help you stay on task but now it’s time to execute.


About the Author

Laura Kimball is the CEO of Click Measure Media. She combines internet marketing with software development expertise to deliver PPC automation tools designed to save ad buyers time and money managing their campaigns. Follow on Twitter, Google+ or LinkedIn