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Menulaunched a software devleopment shop and I am looking at how or whom to reach to get leads.
I want to get salespeople in place that will contact these connections. I'm curious to know how other places have reached their clients.
Answers
Lead generation is very important - more importantly, being aware of what works best to keep a steady stream of leads coming in to the top of your sales funnel. There are a number of ways to ensure you have leads, but before you get there, it's important that you understand your customer. By creating a thorough persona for your customers, you will have a better idea of how to reach them and what to say to them.
After this foundation is set, there are many different lead generation techniques you can employ. Usually this will involve a content strategy and lead nurture approach that will keep your company top of mind for the moment your lead is ready to convert to a sale. Additionally, by having a content plan, you can give your sales team the support they need when making those connections.
I would be happy to talk with you to better understand your business and help you by laying out a lead generation and lead nurture plan.
Hope this is helpful!
Thanks
-JL
Instead of getting lead , Create leads find potential Business , analyse their problem and offer them software solutions
Hi!
Lead generation is vital for many businesses to keep going and get a steady amount of revenues.
But it should not be the first thing to think about.
The first thing to think about is always related to your customers. And that's why the creation of the user personas is helpful to understand more about them.
Using empathy maps is a good exercise (I suggest you to use this exercise with different members of the team) to really understand more about the feelings, desires, problems that your potential customers have. And that will help to communicate with them in a better way.
After that you can think of better ways to attract leads. There are different ways and some can work better than others. Some examples are:
- Google Ads (search and display campaigns)
- SEO
- Social media
- Online communities
- Word of mouth
The important thing for each of these platforms is to create content that can be interesting for your audience and can help them to solve the problems that they have.
I hope this can give a general idea of the possibilities offered by online marketing.
I am always happy to answer other questions that you might have!
Cheers,
Giacomo
There are many different ways. Either you find someone from this industry to reach your customers or you already knew where is your target customers then you try to approach them by cold call.
I'd love to share my secrets for generating tons of cash flow from clients. Lets chat soon!
The launching of a shop on software development is synonymous to starting a business, keep in mind the following ways to generate software development leads:
1. Targeted and Personalised Email Marketing: Traditionally, email marketing is easy process to generate leads for any business provided you have right verified contact database with you. As this is easy approach, most of the businesses take this approach and execute it. In my experience, most of the businesses do not do this correctly and generate more problems for their brands like domain blacklisting, marked as spam, making prospects angry etc. These are serious problems and should be tackled with right strategy to target prospects, who may want to do business, with personalised messaging. If executed well and nurtured well, email marketing will offer 1000% ROI on your investments in quick time. It can be a real winner.
2. Business Website and Social Profiles: In my experience and research, I have found that many companies do not pay much attention to their website and social profiles. This sounds like a too much effort, but this should be treated as long term strategy to build your brand and start getting business in long term. This is Ultimate lead generation machine in long term. Following are some common problems I found: -
1. Website does not give clear messaging and have complex way to find relevant information for a prospect.
2. Social profiles and website messaging are not in sync.
3. Wrong promises are made on website which does not resonate well with prospects.
4. No unique value proposition is used
5. Showing no customer/Fake customer testimonials
6. Not having blogs or blogs are just general articles.
7. No clear flow or website and no/unclear call to action (CTAs)
Whatever approach you are using to generate leads, nowadays prospects research about vendors online and on digital properties. If messaging is not correct and consistent, then it will not leave good impression to prospects and they will not respond to you.
3. Social Media Outreach: Social media is good to know prospective companies and people responsible for various initiatives in those companies. It provides particularly good insights about a person and company. It is extremely easy to connect with those prospective people, collaborate with them, engage with them and do business with them on sites like LinkedIn, Twitter, Facebook etc. Each social network offers different free and paid ways to connect with right prospects and service them. Before you take this approach, you need to have consistent and clear messaging for your business. You should have clear brand promise and how can a prospect get benefit from your product or services?
4. Freelancer Portals Lead Generation: Based on my research, many small and medium IT services business rely on freelance portals (like Upwork, AppFutura, Guru, GoLance etc) for their lead generation. These platforms provide targeted leads for your business, but these platforms are hyper competitive, and you may need to sell your services at less prices.
Because of hyper-competitiveness, these platforms require lots of effort to create, manage and build reputation on these platforms. Many businesses just spend more and more effort on these platforms to get business, but ROI of such investments are questionable.
5. Tele-Prospecting – Inside Sales – Sales Dev Reps (SDR): This is a most challenging and people dependent lead generation approach. This approach requires lots of focus, good people, good training and continuous monitoring and improvement to generate results. If executed well, this approach can be a game changer for your business. It can give you targeted clients who can stay with you for long term. Deal size for these clients would be bigger and you can command premium price if you can provide them solution they are looking.
6. Partnerships & Partner Portals: As world is getting digital day by day and freelance portals are having 100k+ vendors providing services. It is getting difficult for businesses to find right vendor for their needs. Hence last 2-3 years, there are mediator companies are coming with services to find, evaluate, screen and shortlist vendors on behalf of prospects and connect them. Companies like ContractIQ, Clutch, GoodFirms etc. As few people know about them, it is right time to find and connect with those companies and be on their panel. These partnerships may not result any immediate business but continuous nurturing with them will result a long-term sustainable business. In my experience, companies generate 5-10 qualified opportunities/month on such platforms.
7. Digital Advertisements: Google is pioneer when it comes to digital advertisements to drive leads to your business. 95% of prospects use search engines to find and evaluate vendors for their needs. Having on top of search results with appealing messaging will attract good quality leads for your business. These digital advertisements can be very costly if not executed well. This requires complete understanding of digital advertisements on a specific platform to improve your ROI. Following are some points you should keep in mind when using digital advertisements.
1. Identify transactional services/products which you want to sell. This works best on digital advertisements.
2. Identify your target prospect, their age, gender, geography, interest, behaviours. More you narrow, more specific you will get but make sure you have sizeable number to target.
3. Identify key pains/problems their target prospect face and research your keywords. Look at specifically how many searches happened for each keyword. This is really particularly important.
4. Design your ad copy with clear messaging and target pain point or benefit.
5. Have a well-designed responsive landing pages to land these prospects. Landing pages should offer brand promise with clear offering (transactional) and form or call to action to take next step.
6. Monitor performance and conversions for each ad-copy and landing pages and improve further.
8. Product Partnerships: An IT services can become partner with product companies they use to develop software solutions for their needs. These product companies have different partnership programs based on individual business needs. These partnerships will help you position your company’s product and services in front of your prospects. And they will feel confident about your expertise.
Some product companies also refer clients to you in your geography reason whom you can connect to train them, integrate product with other systems and customise it based on their requirements. This kind of partnerships requires focused effort to build relationships with product company’s representatives to get good ROI.
9. Awards, Brand endorsements & Join Local Communities: During your journey, it is good to collect as many strategic awards, affiliations and brand endorsements from 3rd party research companies, media platforms, and industry bodies. This helps you in building trust among your target prospects. You may also want to network and join local or niche communities to meet fellow vendors, prospects, and businesses. Such networking will help in spreading the word around and help you get more exposure and hence business. ROI of such investments/time is difficult to track but it will certainly help in building a solid brand for your business.
Besides if you do have any questions give me a call: https://clarity.fm/joy-brotonath
Related Questions
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Need a good lead generation strategy for chiropractors for getting new patients. Ideas?
I think Facebook is great for really targeting your audience and you’re on the right track. But I think you can have a better funnel than that. I find, for getting better conversion today, it is better to get your Facebook traffic off of Facebook as fast as you can to your offer and into your funnel. It is more effective for driving actual sales. If you’re just looking for social branding etc. then your funnel might be ok. A very effect strategy is to create either a video or report that you give away to your audience in exchange for an email. It should be something that helps solve or bring to light the problems patients are suffering from and how to go about solving them. Then mention how having a great Chiropractor can solve all of that and can be the most effective way to get ride of the pain. I would also have some things in there that would help them in other ways. Then I would send them to an event or webinar with your top Chiropractor and you in an interview / reveal-all type webinar to educate your lead and manage their fears of going to a Chiropractor. You could tell them that the first step is making an appointment for an assessment. You should make it easy for them to find the best and most effective Chiropractor in their area. You might have a discount on the assessment only available to them for being on the webinar to get them to sign up at the end of the webinar. By the way, once this is recorded, you can make this evergreen so you don't have to do a webinar all the time. As long as you are reaching more and new people with your Facebook campaign you won’t have to change the video all the time. Once you have people signed up to make an appointment, make sure they are also putting a deposit of a 100 dollars or something down. This will increase your show rate for the Chiropractors. Then give them a voucher for that Chiropractor, for more than you’re asking for at the deposit for services, to use with that Chiropractor. Allowing you to prevent cancelations etc. so that their getting their money back in the form of a voucher for services which, by the way, is not a discount and shouldn’t diminishing your Chiropractors Rates. This strategy I have used in several markets that has produced more prequalified leads and patients / customers. Remember to test, track and know your metrics. You’re going to need to make some tweaks in the beginning, but this can be very effective for you. So to recap: 1. Setup a landing page with your offer in exchange for an offer. You can build this in software like Leadpages.net or Megaphoneapp.com 2. Make your offer downloadable if an ebook or white paper or present your video after. I recommend using Wistia instead of YouTube for playback as you will be able to have heat maps of your video to know where your fall off points are. You can also make this page with the software mentioned above. 3. Use an email autoresponder to engage your lead and email them about the event you’re doing after they had time to read or download your materials. Or, if a video, I would just pitch them at the end with a link below the video to automatically register. 4. Put on a webinar with your guest using either GoToWebinar or Google hangouts if you know how to set that up. 5. Make sure you have your appointment getting page with your the down payment created. You can use several different type of scheduling services so you can automatically deliver the lead/ appointment to the chiropractor. To Note: The reason I don’t send the visitor to the webinar first is because it is better to get the visitor predisposed to your information before asking them to commit to a webinar and when you do it the way I played out, you will have a much better show rate. This is it in a nutshell. Obviously there is more to it. If you need another funnel idea I am hear to help. I have used other effective strategies in the past to also make money on the front end to make your advertising free. It just depends on what you want to do and how advanced you want to get. Hope this helps give you some ideas. :) If you need help implementing something like this just let me know.MH
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What lead generation strategies have worked best for you?
Oh man, this is such a complicated question because it depends on the industry. I've worked with dealerships to OEMs to gyms to dentists and retailers - and it all depends. Doing a combination of digital and direct is always a great place to start because you have options under both categories. Try running a Google campaign while also cold calling. If that doesn't drive results, try Facebook and networking. The point is to experiment to find what works for you. You might have a strong in-person skill set where others might excel with ad copy. Use what you do best and keep at it! And keep trying new things. You'll find it!DR
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How do you sell prospective student leads (email address, phone number, etc.) to online universities?
I know of a marketing executive at an online university. I will ask him your question and let you know what I find out. Cheers, FrankFF
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How can I research what entrepreneurial business endeavor I would have the most success with?
You can hire amazing research talent on Upwork. Before that though, you'll have to work out what your hypothesis is, what are you trying to prove? Given what you've shared, I'd guess that you're looking for recurring income. The easiest to start might be the goal setting program if it were truly uhique. The better bet to my mind is creating a series of online courses. The online education market is booming both for traditional sites like Udemy and new entries like invitation-only Zekqr. For a very successful model for building an online course empire check out Phil Ebiner and Sarah Cordiner. Both have built profitable online business and teach about it. When it comes time to implement, you'll want to get my course, Outsourcing Made Easy on Udemy or schedule a call with me. Best, DinaDE
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What is the best method for me to monetize from my social media following?
Monetization is a FUN topic when you have a (1. targeted following who (2. wants what you have to offer (or is actively seeking it). You've already got people raising their hands but you need to move them from "rented space" (social media) to "owned space" (an email list that you own.) Adding too many steps to the equation just spreads your workload wider and pushes your end goal into the future. There is a very tactical approach that will convert these followers to customers but you've got to convert them to email list subscribers before they can be converted into paying customers. This is basic sales funnel 101. ;) My suggestion is to take snippets and offer those as a Free ebook or cheat sheet or even a practical guide with an end result in mind. It should be GREAT content, free content, that leads them to your email list. (Make this decision strategically --look at some data to see what converts best) From there, you can upsell your paid offers/ product(s) to your email subscribers. The Free offer can be posted directly on your social media updates (periodically ), you can also make custom Facebook tabs that push folks to your email list, and there are more options depending on the specific platforms you are using. You can add a blog (later) and post relevant content that leads them to sign up for your email list/free offer as the "call to action" at the end of the posts. BUT I wouldn't focus on this first because it's counterproductive if you already have an active following. Building trust and serving these people with valuable content will almost always guarantee they join your list and purchase your offers. The real issue that holds people back is consistent execution. So just go execute. ;) All the best!LH
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