How Do I Begin Generating Leads?

May 14, 2021 | Agents, Brand Development, Lead Generation

No matter a person’s contribution to the business world, it is widely understood that a business cannot get sales without creating a proper marketing plan. Lead generation is the first step in selling products.

First, What is a Lead?

A lead is a person from your target audience interested in purchasing your product or service. This is the beginning of your interaction with a potential customer.

In simple terms, lead generation includes attracting people to your product or service, converting them into leads, and converting those leads into customers. When it comes to generating leads, you can employ several different tactics. These tactics depend on the demographics of your target customers.

Why Is Lead Generation So Important?

Every business requires customers to grow. Customers can become potential leads by viewing advertisements through social media, email, website ads, direct mail, or even personal referrals. However, an individual does not become a lead until they interact with the business’s choice of lead generation strategy.

For example, if a company sends an email advertisement with a level-of-interest survey, and an individual responds with a high level of interest in the product, they are now considered a lead. Put, once an individual clicks on a social media or website ad, responds to a direct mail campaign with their contact information, or calls a phone number listed on a billboard, they are a lead.

Once a lead has been generated, it can be passed onto the sales team, which will work to convert it into a buying customer, generating revenue.

Implementing Lead Generation Methods

Potential customers now have more choices than ever. Therefore, it is vital to stand out from the competition.

Lead Concepts uses engaging phrases and content in its direct mail advertisements to attract potential customers’ attention. Similarly, a vehicle repair shop may pay to promote a social media ad emphasizing low costs and higher quality compared to competitors.

Companies can choose from a wide variety of lead generation strategies. However, analyzing the demographics of your target audience can be a helpful method when deciding which strategy to use. For example, a business that sells annuities or funeral insurance may use direct mail as lead generation because their target audience is older. An elderly age group may be less acquainted with social media and email usage. This group may also particularly enjoy checking their mailbox every day.

Another crucial component of lead generation is timing. If there is a specific time of year when customers may be more interested in a specific product, the business should choose to enact a lead generation strategy during that time. For example, a Medicare insurance agent or broker may consider direct mail leads yearly during the open enrollment.

Find Out What Works for You

Lead Generation is about finding and identifying what works for your business. Since every business is different, individuals must decide based on their target consumer base and sales goals. Most of the time, it is a good idea to explore various forms of lead generation to reach the largest audience possible.

It is important to note that, although technology is advancing, direct mail is the most favored form of advertising among U.S. consumers. According to Epsilon’s 2012 Channel Preference Study and the Direct Marketing Association, direct mail also produces higher response rates than other platforms, at 4.4%, compared to email, which produced a .12% response rate.

For 30 years, Lead Concepts has provided agents and brokers with exclusive, high-quality leads from various insurance markets. As a leader in the industry, we can ensure customer satisfaction through high-quality leads and service.

Contact Lead Concepts today for assistance with direct mail and insurance leads at 800-283-0187.