Quality over Quantity: Hack Your Way to Improved Lead Generation

Hack Your Way to

Improved Lead Generation

Quality over Quantity

Quality over Quantity

When your PPC campaign finally starts producing

leads, it can be extremely exciting, and many

marketers expect an increase in sales to follow

shortly. But when you find out that those

incoming leads aren’t quite as valuable as you

thought, you can’t help but feel deflated.

The good news though is that once you start

generating leads, you’re halfway there—you just

need to make a few tweaks to your campaign. To

start producing more quality, purchase-ready leads

for your business, here are four hacks to

incorporate into your lead generation strategy:

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Hack Your Way to Improved Lead

Generation

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1. Align Your Marketing and Sales’ Vision of a Quality Lead

1. Align Your Marketing and Sales’ Vision of a Quality LeadAn issue with your lead generation strategy

could be that your marketing and sales team are

not on the same page on what defines a high-

quality lead for your business. A marketing

qualified lead, or MQL, is simply anybody that’s

shown interest. For every bunch of MQLs

generated, though, only a few will be

considered a sales qualified lead (SQL). SQLs

are leads that are defined by your marketing

and sales teams as ready to speak to a sales rep

or make a purchase. If your leads aren’t

converting enough, you’re not finding enough

SQLs among your MQLs. Work with your sales

staff to figure out exactly who you’re targeting,

and adjust your strategies accordingly.

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2. Analyze Your Data Carefully

2. Analyze Your Data CarefullyIn addition to leads, your PPC campaign should

be generating a ton of data. This information is

critical to helping your constantly optimize your

campaign to generate better leads. When you’re

analyzing the success of each keyword, don’t

look at hits or clicks – look at conversions. You

don’t want to overlook a segment with a huge

conversion rate because the overall numbers

are low. Taking time to thoroughly analyze your

campaign analytics can help you find

overlooked opportunities to drive results, and

can lead to a boost in sales.

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3. Consider Investing in Marketing Automation Software

3. Consider Investing in Marketing Automation SoftwareWhether you’re a team of one, or simply don’t

have the bandwidth to manage the many

moving parts of a PPC campaign, sometimes

you need a helping hand. HubSpot, offers a

plethora of tools to help you optimize your

campaigns to produce high-quality leads, from

their Keywords tool to their Ads Add-On. You’ll

even be able to set-up parameters that track

and assign a value to leads based on their

particular keywords or referral link with

HubSpot lead scoring. You can then created

customized email campaigns to move them

along your sales funnel, depending on their lead

score.

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4. Pre-Qualify Your Leads

4. Pre-Qualify Your Leads

Sometimes you can save yourself time by

filtering out unqualified leads before they even

sign-up. You can do this by tweaking your ads to

target a very particular niche, or by including a

few identifying drop-down questions for leads

to answer when they provide you information.

This allows you to segment your leads and tailor

any follow-up communications. Most

importantly, you’ll be able to spend more time

on your most valuable leads instead of wasting

time on those who aren’t worth the effort.

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3. Consider Investing in Marketing

Automation Software

Website: www.sevenatoms.com | Phone: 415.513.0435 | Email: [email protected]

Do you have any tips or great lead generation strategies? Make sure to leave a comment below and let us know!

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