Leads are essential for all sellers selling their products online. It is much more difficult to work with a cold, non-targeted and unprepared audience today than with warm and interested clients.
Businesses that are not present on
in promotion. For example, customers of a network of gas stations are sent unique offers by e-mail.
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However, the ones who need leads first and foremost are specialists who work according to the KPI indicator. This includes, for example, performanc what is included in Big idea marketers who receive a fixed payment for each attracted client. Traffic arbitrage specialists also implement lead generation in their work. They earn money on leads that have performed certain actions.
In short, lead generation is present almost everywhere, but the methods of obtaining contact information may vary depending on the specific field of activity.
Differences between leads and conversions
To fully understand what leads are in sales, it is useful to compare this indicator with conversion. Lead generation generally implies that a visitor performs a target action. To become a lead, a person must subscribe to a newsletter, follow a link, install an application, or do something else based on the specific goals of the seller. Basically, a business gets contact information for potential clients in this way.
Conversion is the percentage of leads in the total number of website visitors.
For example, to calculate the indicator in relation to users who filled out the application form, the formula is used:
Conversion = Form Fillers / Website Visitors × 100%
Let’s say the site was visited by 100 people over a period of time. Of these, 10 visitors filled out the form. Then the conversion will be: 10 / 100 × 100% = 10%.
When calculating the indicator, they use the number of leads – users who filled out the form.
What are leads in CRM
From a customer relationship management (CRM) perspective, leads are target consumers who are not yet sufficiently interested in the product.
In the B2C sector, these are also users who have executive list already shown interest in a certain product. They usually contact the seller to check the availability of the items they are interested in.
It is necessary to understand what leads are in B2B sales. This category includes clients with whom the first meeting is planned to discuss possible cooperation. At this stage, a commercial offer is not provided, so the potential partner does not yet see its benefit.
The rest of the elements of any CRM system are built around leads. In particular, contact information is entered, correspondence is conducted, comments are given about the product, etc. In a complex, this information should facilitate the conclusion of a transaction.
Types of Leads in Sales
Entrepreneurs can evaluate potential customers by quality, quantity, and degree of interest in the product.