What is a lead?
A lead is a marketing term that refers to a potential customer or a list of active customers.
The definition of a lead varies depending on the company. In some cases, a lead is a sales list, while in other cases, a lead is acquired from friends of cambodia telegram phone number list the LINE official account.
For many companies, obtaining personal information means acquiring leads; in the case of B2B, this means obtaining the company name, affiliation, email address, etc., and in the case of C2C, this means the customer's name and contact information.
By approaching the leads you have acquired with information about services and seminars and other useful information, you can foster a desire to buy, which can lead to a contract or a purchase.
Therefore, lead generation plays a vital role in increasing sales.
Purpose of lead generation
The purpose of lead generation is to encourage new contracts and purchases and increase sales.
Depending on the industry, traditional customer acquisition methods were mainly push type, in which a sales list was created and customers were approached directly by phone or in person, or pull type, in which a store was operated and sold from there.
However, with the spread of the Internet, traditional methods were reassessed as they required too many resources to acquire new customers, and there has been a shift to methods of acquiring potential customers over the Internet and then reaching a contract or making a purchase.
In order to conduct more efficient sales activities, it is necessary to acquire and approach leads that are interested in your company, and there is growing attention on lead nurturing, which involves nurturing acquired leads to increase the likelihood of their interest.
In today's world, where the internet has become the primary means of gathering information and remote work has become more widespread, it is becoming increasingly important to appeal to interest and acquire leads online.
Offline lead generation measures
Offline refers to measures that are not connected to the Internet. We will introduce what kinds of measures are available.
Telemarketing
This is a method of creating a sales list and making sales calls to that list.
By calling the person in charge, you can not only acquire leads but also make proposals on the spot .
Another advantage is that it can appeal to people who are not interested , allowing you to approach people other than those who are not currently interested.
In addition, the ability to segment and approach target audiences makes it easier to close deals and make purchases.
However, when looking at lead acquisition alone, it depends on the timing of connecting with the person in charge or the user, and creating a sales list in-house can take time.
If you were to outsource, it would cost around 5,000 to 20,000 yen per appointment, depending on the service or product price.
Please keep in mind that there will inevitably be some rough edges at first, so it will be necessary to receive feedback and gradually improve accuracy, and that there may be an initial cost involved when implementing the system.
Seminar
Seminars allow company representatives and experts to take the stage to provide useful information, explain and introduce products and services, and attract the interest of participants.
Unlike telemarketing, the advantage is that you can attract a variety of attendees depending on the seminar topic, and you can appeal to multiple people at once .
However, with the rise of online seminars and the fact that seminars themselves have become mainstream, various companies are holding seminars with similar content, making it difficult to attract attendees.
Furthermore, unless you come up with a proposal that will pique the interest of your target audience, it will be difficult to acquire valid leads, so you need to develop a detailed strategy and measures.
Also, if the event is held offline, costs will be incurred for venue and equipment preparation, so it is important to check the preparations and budget in advance.
Exhibition
Multiple companies can set up booths at the venue, promote their companies to visitors, and gain leads by exchanging business cards with interested people.
Major exhibitions are held based on corporate issues and themes, so attendees are likely to be potential customers, and since you can appeal to them face-to-face, it is easy to efficiently acquire leads.
However, simply setting up a booth does not guarantee you will receive a lot of leads, so you need to create a strategy unique to an exhibition, such as the booth, traffic flow, and how to approach customers.
Also, the cost will vary greatly depending on the area and size of your booth, such as how easily it will catch visitors' attention, so it is best to calculate the cost-effectiveness based on your budget and the number of leads you need before making a decision.
Exhibiting costs will include the exhibition fee as well as equipment costs, design costs, construction costs, etc., so a minimum estimate of around 3 million yen would be appropriate.
In addition, flyers and novelties to be distributed on the day will cost between 200,000 and 500,000 yen, and if you use a proxy service, additional labor costs will be required.
Transportation Advertising
You can advertise on signage and posters inside trains, buses, taxis, and other vehicles to reach your target users.
You can also narrow down your target audience by segmenting by area or location .
However, since there is no direct contact from the advertisement, some ingenuity is required to calculate the effectiveness of the advertisement and the number of leads generated, which makes it difficult to understand the cost-effectiveness.
Costs vary depending on the number of users and the posting period, but you should plan on spending around 1 million to 10 million yen per advertisement.
Direct mail (posting)
This is a method of directly posting flyers and promotional materials in individual mailboxes. Selective distribution is possible, and areas can be set by residential type (such as only apartments or detached houses) or by block, allowing distribution to be targeted.
Because they are flexible, they have the ability to promote services and products that are closely tied to the local community.
For example, it is suitable for promoting experiential services such as cram schools, restaurants, beauty salons and swimming lessons, as well as products such as property guides and renovations.
One concern is that competitors are often using similar methods to approach customers, so there is a possibility that flyers and promotional materials are not being seen. Also, because it is a slow and steady process, posting takes time.
The going rate for a regular flyer is about 3 to 4 yen per page, and for larger sizes it is about 4 to 6 yen per page. If you are requesting flyers for a specific area, the going rate is said to be about 5 to 10 yen per page.
