Generating sales leads is one of the goals of marketing strategies, but do you know what the concept of “sales leads” or “records” actually means in the marketing field?
In this article, we explain in detail what they are and why they are so important to the company and its marketing and digital marketing strategies. shall we start now?
What is the leader in online marketing?
This is a definition that we can determine, but it is not an exact science: according to each company’s industry and goals, and according to the key points of the marketing channels that capture it, Clues will be defined in one way or another.
Usually, potential customers are through Valuable content that can be downloaded Through forms that can be embedded in login pages, web pages, blog posts, Facebook Lead Ads campaigns, etc.
Therefore, to start generating sales leads for your company, it is necessary to create interesting and high-quality content for the target audience and allow downloading in different formats. Look at the example below!
What types of potential customers are there?
Users in the initial stage of the buying cycle are usually considered potential customers, but there is still a previous stage that cannot be underestimated: subscriber.
The subscribers are those They only provided their email
(Or other contact information) and agree to receive content published by the company (for example, through a newsletter), and can indirectly provide downloadable content to convert them into potential customers.
When users are regarded as potential customers, they can be divided into different categories based on the following conditions:
- Similar to the buyer.
- The stage of the buying process you are in.
- Your interaction with the brand.
In short, we can identify 3 types of clues:
- Marketing Qualified Leads o Marketing Qualified Leads (MQL): These potential customers are in a more advanced stage of the buying cycle, fit the company’s buyer role, and have repeatedly shown interest in its content.
They usually find out by asking for more information about the form. This information is used to discover whether they are really a valuable business opportunity. If they are, they are considered qualified leads for marketing.
- Qualified sales leads Oh Sales qualified potential customers (SQL): These MQLs are at the most advanced stage of the buying process, so they can be purchased. They usually make progress in the marketing funnel and respond to offers that are closer to the products or services provided by the company (for example, demos, trials, business calls…). They are usually also potential customers who have downloaded more content or more advanced content, so the organization has more information about them.