The first step in lead generation is to determine your target audience. This is the most important step in the lead generation process. If you get this wrong, everything else will be wrong too. It is vital to take the time to properly research who your target audience is BEFORE you engage in any lead generation efforts.
As a lead generation firm, we have seen firsthand what can happen when a company skips this crucial step. We counsel our clients to research their own customer base and/or the customer base of competitors to more fully understand their target audience - not just who they are, but also their needs / challenges and how your product/service will help them.
Once you know your target audience, you can begin to build your list. This initial list is a broad one, consisting of anyone in your target market who might be interested in your offering. From there, you will need to begin the process of qualifying your leads and moving them through the sales funnel. This is often when businesses turn to lead generation companies for assistance.
When researching your target audience, it is important to also learn how they digest information and conduct their own research. Understanding their needs / challenges will help you craft your message; understanding where they go for information and what type(s) of content they prefer will help you determine where to deliver that message, as well as how to deliver it.
The more you reach out to your list, the more it will dwindle down into a smaller but smarter list. At the same time, your knowledge of your target audience will become more sophisticated and your messaging will become more precise. This will help you continue to gather more qualified leads.
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