Lead generation: what are leads and how to work with them
Posted: Thu Feb 13, 2025 5:46 am
In business, it is important to know where customers come from. Many established companies can rely on a stable customer base and recommendations from satisfied customers. At the same time, young companies need to build a sales system that will help bring in potential buyers, in other words, leads. In this article, we will tell you what leads uae phone number list are and what lead generation is all about. We will talk about the methods, channels and stages of lead generation, and also explain how to calculate the cost of a lead.
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Lead generation and leads: what is it
In short, leads are people who have expressed a desire to purchase your product. They may have done so in a number of ways, such as:
Subscribed to your company's newsletter.
Filled out the form on the website.
Left a request for a call back or consultation.
They called themselves.
The term "lead" replaces the longer phrase "potential buyer." However, not every lead becomes a customer.
For example, people who have seen your ad but have not yet taken action are not considered leads. Those who have already purchased a product or service are customers. And those who are interested in the company's offer, left mobile data or requested a consultation are classified as leads.
Lead generation is the process of building a lead contact base that a company uses to grow its profits. Lead generation works best in the e-commerce industry.
Lead generation occurs in several stages:
Potential customers first learn about the company and get to the site through various channels: search engines, social networks or advertising messages.
The landing page contains information that is usually of interest to visitors, such as product information or special promotions.
To collect contacts, they use a product or service order form. Visitors fill it out. Some companies also leave their phone number.
The page visitor is interested in the information offered and fills out a form or calls, the company receives his contacts - this is the essence of lead generation. With this data, the sales department employees begin their work: they communicate with the potential client and try to push him to buy.
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Without effective lead generation, a business will most likely be limited to a person’s short-term interest, because he has to go through a whole path to purchase. If there is no feedback form on the site, a potential client may leave the Internet resource.
Main categories of leads
Leads can be divided into three types. The choice of category depends on the level of interest of the person.
Cold leads
These are usually people who have previously shown interest in a product or service and left personal data, such as name, email, phone number. However, now they are not ready to buy the product, perhaps due to lack of funds or an unformed need.
Warm leads
Potential clients who have already realized their need and are trying to find a solution. They have already studied the offer and started actively communicating with the sales manager, but have not yet purchased anything. They are interested in further communication: they ask questions about the characteristics and conditions of purchasing a specific product or service.
Hot leads
This is what they call people who already want to buy or order a product. They have chosen your company and have prepared the necessary amount to conclude the deal.
Hot leads are a great option, but there are usually only a few of them. The main goal of a business is to increase the number of warm leads that are close to making a purchase decision but have not yet made it.
There is also a division into two more types: targeted and non-targeted leads.
For each product and market, a business can create a target customer profile. Example:
If a product or service is intended for legal entities, and the lead is an individual, it is considered low-quality. The same applies to geography: if the target sales region is St. Petersburg, leads from Moscow are not targeted here.
Lead generation methods and channels
To ensure a stable flow of interested clients, the number of leads should in any case exceed the number of actual purchases. Therefore, it is necessary to competently organize the process of attracting clients. For this, various methods and channels of lead generation are used. We have compiled a selection of the most common ones:
Outgoing method
Lead generation methods are divided into outgoing and incoming. Outgoing methods involve calling clients or sending out a commercial offer. With this lead generation method, a business actively promotes its products or services. The seller independently contacts potential clients, offers a product, and tries to win the person's attention as much as possible.
Outgoing channels include calling clients and sending out commercial offers. In sales, phone calls and letters most often end in refusal because they reach the audience without preliminary segmentation.
Pros:
Any company can start using outbound marketing as long as there is no budget constraint.
You don't need to prepare for long.
If a product or service is intended for a narrow segment, outbound marketing will help quickly inform potential customers.
Cons:
Large investments of time and money often do not bring the expected results.
Calling and writing the same type of messages to a large number of people can be difficult. This requires managers to be patient.
Require an individual approach.
Cold calling very often causes negative reactions from potential clients and makes the communication process difficult for employees.
The method of lead generation depends on the company's niche, for example, in B2B it will differ from B2C.
Incoming method
There are many more incoming lead generation channels than outgoing ones. We will examine them in more detail below.
You are reading the magazine Compass - a messenger for effective and safe teamwork.
Learn more about Compass
Lead generation and leads: what is it
In short, leads are people who have expressed a desire to purchase your product. They may have done so in a number of ways, such as:
Subscribed to your company's newsletter.
Filled out the form on the website.
Left a request for a call back or consultation.
They called themselves.
The term "lead" replaces the longer phrase "potential buyer." However, not every lead becomes a customer.
For example, people who have seen your ad but have not yet taken action are not considered leads. Those who have already purchased a product or service are customers. And those who are interested in the company's offer, left mobile data or requested a consultation are classified as leads.
Lead generation is the process of building a lead contact base that a company uses to grow its profits. Lead generation works best in the e-commerce industry.
Lead generation occurs in several stages:
Potential customers first learn about the company and get to the site through various channels: search engines, social networks or advertising messages.
The landing page contains information that is usually of interest to visitors, such as product information or special promotions.
To collect contacts, they use a product or service order form. Visitors fill it out. Some companies also leave their phone number.
The page visitor is interested in the information offered and fills out a form or calls, the company receives his contacts - this is the essence of lead generation. With this data, the sales department employees begin their work: they communicate with the potential client and try to push him to buy.
Corporate messenger on your server in 10 minutes
Corporate messenger on your server in 10 minutes
We will provide a free period. We will help to set up Compass on your servers or in the cloud. We will simplify the move and adaptation of the team.
Order a consultation
Without effective lead generation, a business will most likely be limited to a person’s short-term interest, because he has to go through a whole path to purchase. If there is no feedback form on the site, a potential client may leave the Internet resource.
Main categories of leads
Leads can be divided into three types. The choice of category depends on the level of interest of the person.
Cold leads
These are usually people who have previously shown interest in a product or service and left personal data, such as name, email, phone number. However, now they are not ready to buy the product, perhaps due to lack of funds or an unformed need.
Warm leads
Potential clients who have already realized their need and are trying to find a solution. They have already studied the offer and started actively communicating with the sales manager, but have not yet purchased anything. They are interested in further communication: they ask questions about the characteristics and conditions of purchasing a specific product or service.
Hot leads
This is what they call people who already want to buy or order a product. They have chosen your company and have prepared the necessary amount to conclude the deal.
Hot leads are a great option, but there are usually only a few of them. The main goal of a business is to increase the number of warm leads that are close to making a purchase decision but have not yet made it.
There is also a division into two more types: targeted and non-targeted leads.
For each product and market, a business can create a target customer profile. Example:
If a product or service is intended for legal entities, and the lead is an individual, it is considered low-quality. The same applies to geography: if the target sales region is St. Petersburg, leads from Moscow are not targeted here.
Lead generation methods and channels
To ensure a stable flow of interested clients, the number of leads should in any case exceed the number of actual purchases. Therefore, it is necessary to competently organize the process of attracting clients. For this, various methods and channels of lead generation are used. We have compiled a selection of the most common ones:
Outgoing method
Lead generation methods are divided into outgoing and incoming. Outgoing methods involve calling clients or sending out a commercial offer. With this lead generation method, a business actively promotes its products or services. The seller independently contacts potential clients, offers a product, and tries to win the person's attention as much as possible.
Outgoing channels include calling clients and sending out commercial offers. In sales, phone calls and letters most often end in refusal because they reach the audience without preliminary segmentation.
Pros:
Any company can start using outbound marketing as long as there is no budget constraint.
You don't need to prepare for long.
If a product or service is intended for a narrow segment, outbound marketing will help quickly inform potential customers.
Cons:
Large investments of time and money often do not bring the expected results.
Calling and writing the same type of messages to a large number of people can be difficult. This requires managers to be patient.
Require an individual approach.
Cold calling very often causes negative reactions from potential clients and makes the communication process difficult for employees.
The method of lead generation depends on the company's niche, for example, in B2B it will differ from B2C.
Incoming method
There are many more incoming lead generation channels than outgoing ones. We will examine them in more detail below.