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Lead Generation

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Every business owner knows that in order to grow your customer base, you have to increase the number of qualified leads your sales team has access to. Unfortunately, many businesses’ lead gen attempts are unsuccessful, with a staggering 68% of businesses struggling to attract new leads. This is where lead generation companies come in.

Lead generation companies like Take the Stairs, based in Nashville, TN, help small businesses grow lists of qualified prospects into interested leads using a combination of tactics like inbound marketing and marketing automation. 

So, what does that mean for you? Effective lead gen with none of the stress. 

Types of lead generation

As the top lead generation companies will tell you, no two lead gen campaigns are exactly alike. That’s because lead generation tactics will differ depending on your company’s goals, your specific set of offerings, and your target market, to name just a few of the many variables.

When you’re deciding how to move forward with growing your lead list, one of the first things to do is decide what type of buyer you’re hoping to appeal to: Business-to-Business (B2B) or Business-to-Consumer (B2C). Why does this matter? Because you’ll want to adjust your strategy depending on whether you’re doing B2C or B2B lead generation.

For example:

  • Sales cycles tend to be much shorter for B2C consumers, whereas B2B sales are usually a bigger ask and have to go through more levels of approval to get the final go-ahead.
  • B2B buyers know their industry inside-out, unlike typical B2C audiences, who usually have a more surface-level familiarity.
  • The ways you reach out will differ depending on your audience, from what social media platforms you post on to whether your prospects are likely to be open to cold calling.

Still unsure about which leads your business wants to focus on? Take a look at the descriptions below to see which better fits your target market.

B2B lead generation

B2B lead generation helps companies connect to the people who make important buying decisions for their organizations. Effective B2B lead gen involves more than targeting the right companies – finding the right person to speak to in an organization is also crucial. Every business has a gatekeeper who’s in charge of fielding sales calls so only the most promising make it up the chain to executives. We’ll help you find these gatekeepers and tailor your message just for them.

B2C lead generation

B2C lead gen makes it easy for consumers to find the brands that are most likely to meet their needs, usually by using a combination of advertising and inbound marketing. Inbound marketing tactics like social media posts and blog articles work especially well for B2C companies because they allow you to connect with your target market and share your business’s “why.” Find the people who share your company’s values and increase your chances of winning loyal, repeat-purchase customers.

Lead generation services

Lead generation is a necessary part of doing business in today’s competitive market, but not all business owners have the time or know-how to handle it on their own. If your sales isn’t flowing like it used to, it might be time to get help from the experts.

Our Nashville-based team of lead gen consultants will get to know your business, target market, and customize our services to suit your needs. We can do as little as gathering a list of qualified leads for your sales team to work, to handling everything from lead generation to outreach and nurturing – you only pay for the services you actually need.

Lead list generation, also known as prospect scraping, involves crawling public sources of information (such as LinkedIn or Facebook) for contacts who meet certain criteria, then organizing that information in a spreadsheet or database. While this might sound like a foolproof way to increase your lead list, an incredible 20% of leads in the average lead list are out of date, inaccurate, or simply uninterested.

Unlike other lead generation companies, we go the extra mile and “scrub” the list of leads we gather, removing duplicates, out-of-date information, removal of current clients. In return, we pass along only the qualified prospects that meet your selected criteria.

As your lead and customer lists grow, you’ll want a CRM (customer relationship management) system in place to help you organize your contacts, track bi-directional customer communications, and keep an eye on upcoming renewals and upselling opportunities. A well-implemented CRM will make your sales team’s lives easier, as well as allowing you to keep an eye on whether they’re hitting their targets every month.

But as helpful as CRMs are to a sales team, onboarding your team (and all the client information you’ve collected over the years) to a new system is never easy. We can help you through the process, from selecting the best CRM for you to getting the software up and running.

Why struggle to do it yourself when Take the Stairs can help make the CRM onboarding process efficient and pain-free? We’ll even make sure your new CRM contains an accurate, up-to-date list of leads so you can start working on closing sales as soon as you’re ready.

Marketing automation is every lead generation company’s favorite way to effortlessly nurture leads as they work their way through the sales pipeline. How does it work? By automating certain interactions (such as emails) with your prospects and clients based on their online activities.

For example, we can set up your marketing automation tool to send a “Welcome” email every time someone makes a purchase online, or a “Forget Something?” reminder if they enter credit card information but neglect to complete the purchase.

Cold outreach is generally done by email these days, but it can also be done by other platforms such as LinkedIn messaging. Cold outreach is one aspect of marketing that just screams for marketing automation tools, since you often have to send out a huge number of messages before you get a response.

However, the thing to keep in mind when sending cold emails and messages is that your cold outreach ROI is less about the numbers and more about:

  • Reaching the right people
  • Personalizing your content
  • Adding value
  • Not getting blacklisted

If the messages you’re sending prospects don’t meet the above qualifications, they’re not going to get opened, plain and simple.

Businesses use social media for everything from client interaction to reputation management these days. These platforms are perfect for inbound marketing tactics like:

  • Increasing brand recognition
  • Gaining industry reputation
  • Building a community
  • Increasing website traffic

And because it’s part of social media’s nature to connect you to a target audience that’s most likely to be interested in the products or services you provide, social media advertising can often provide an excellent long-term ROI. Remember that there is a sales before the sale for most of your potential customers.

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Lead gen FAQs

Like all busy lead generation companies in Nashville, Take the Stairs answers its fair share of questions from clients interested in increasing their lead numbers. While we’re always more than happy to have a conversation about a client, or potential client’s lead generation needs and answer any questions they might have, we also understand that sometimes people just want to get the answer to their question and move on.

To make the basics of lead gen easy to find, we’ve compiled some of the questions we get the most often so you can access them all in one spot.

In short, lead generation is just what it sounds like – generating more sales leads for your business. Anything that drives potential clients to your business counts as lead gen, whether it’s traditional advertising and cold calling, or more modern inbound marketing tactics like:

  • Newsletters
  • Webinars
  • Content marketing (blog articles, social media posts)
  • Emails

Unlike the days of transactional marketing when brands relied on watered down, generic messaging in the hopes of attracting the widest possible lead base, most marketers nowadays focus on attracting a targeted demographic of people most likely to respond positively to the brand. This saves time and money while increasing lead ROI.

We’ve said it before, and we’ll say it again; if you want leads, you have to work for them.

There was a time when small businesses could get away with little to no lead generation, but in today’s fast-paced digital world where people can find the exact type of business they’re looking for with the tap of a finger, brands need to work hard to be noticed.

With the average close rate hovering around a mere 19%, any company looking to expand their customer base needs to generate and interact with a substantial number of leads.

A lead gen campaign will look a little different for every company, but a common setup focusing on inbound marketing might look like:

  • Attracting leads through social media posts, advertising, or buying lead lists.
  • Entering lead info into a CRM or other system to facilitate marketing automation.
  • Nurturing these leads by sending useful content, such as blog posts or e-books.
  • Each time a lead takes an action (opening an email, clicking a blog link) it triggers another piece of content using marketing automation.
  • Eventually, the CTAs (calls to action) in the content that the lead is accessing lead them deeper into the sales funnel, or warms them up for your sales team’s call.

All lead generation companies offer a slightly different spin on their services, so remember to do your research and find the one that offers exactly what you’re looking for.

Evaluating lead generation companies? Put ours to the test.

Is your business struggling to find a decent number of leads for your sales team? Did you recently give in and purchase a lead list only to find that a depressing number of them are inaccurate, are missing critical information, or not at all interested in your industry?

If so, it might be time to outsource the task to one of the most detail-oriented lead generation companies in Nashville, TN. Work with the Take the Stairs team, and you’ll not only walk away with more leads – you’ll walk away with qualified leads that are actually interested in what you do.

If you’re ready to step up your lead game, contact us any time to schedule a discovery call.