Lead Generation Strategies for Software Development Projects

Lead Generation Strategies for Software Development Projects

The competition in the software development market is fierce and organizations are constantly making efforts to hit their target. Outbound marketing is no longer producing acceptable results. In order to achieve more leads for software development projects, it is vital to build a strong inbound pipeline. The reason being that your potential prospects are already surfing the web for solutions. The only target you have now is that they must find you.

The specific strategies to achieve this aim will vary for each organization. However, there are some strategies that will remain the same at the core. Here are six strategies that will help you to score more software development leads.

  1. Create cornerstone content.

The core of your website is cornerstone content. It is where the online surfers land while searching for anything based on SEO and core keywords. For instance, if your business’s core function is mobile application development for small business, then your cornerstone page can be ‘Mobile App development for Small Business’. These words will be then targeted by Google search and you will be able to capture leads who are searching for this term. It is suggested that you prioritize these pages instead of other pages like ‘about us’.

 

  1. Supplementary content must be published regularly.

Secondly, you must consistently publish the content online that links to your cornerstone content. This strategy helps in bringing search engine authority to your cornerstone content. Since your webpages will rank higher in search engine results, you will score more leads. However, make sure that this content has some value to offer and should not just talk about your products. Provide insights into buyer options and other industry concerns.

 

  1. Implement social media strategy.

Once you have content in place, your next target is to post consistently on social media channels. Social has emerged as a powerful marketing tool in recent times and the businesses that are leveraging its power are riding high on success. Create an optimal social media strategy to boost your content. Promote your blogs and other content on various social media platforms. Take help of the scheduling tools like HootSuite schedule your posts in advance.

 

  1. Paid ads play a significant role.

Paid ads can boost your business significantly if used strategically. Our advice is that you identify your targeted audience and track visitors who visit your page through paid content. Now test the different variations to find out what brings the best results. Keep the budget small until you have identified a strategy that brings results. Later, make larger investments in the strategy that brings the best output and keep repeating.

 

  1. Optimize your website.

Having a website and putting content on it regularly will not bring results until you have optimized it. Add triggers like call-to-action (CTAs) to send visitors to conversion pages. Also, make sure that your content has a strong value proposition. Add interactive demos and videos that will inspire the users. Think of your website as a continuous project that will need regular updating.

 

  1. Lead nurturing should follow lead generation.

Last and the trickiest part is keeping your leads interested. Once you have generated the leads, it is time nurture them and convert them into customers. If not paid enough attention, this can result in missed opportunities because the competition is the market is huge. Keep in touch with them regularly to know where they are in the buying cycle and implement strategies to push them down the sales funnel.

 

Lead generation is all about your relationship with the leads. To accelerate your lead generation efforts you need to make your business stand out online. Above listed strategies have proven to improve lead generation for many leading businesses and can be of a great benefit to you. Our experts at MarkSpace Media specialize in lead generation for all kinds of businesses. You can reach out to us for more insights or if you need help with designing your own lead generation strategies for software development projects.

All you need to Know about Generating Leads for Business Development

All you need to Know about Generating Leads for Business Development

Growth of a business depends directly on the leads, both the quantity and quanlity of them. Without constant lead input, businesses becomes stagnant and eventually fail. Lead generation is the key to business development and getting good quality leads requires dedicated and consistent efforts.

In the current market scenario, having an innovative idea is just not enough. Launching your business and then making it a success story are two different things and lead generation plays a critical role in it. In this article, we have outlined some successful lead generation strategies that will help your business to grow and become more profitable.

  1. Engage directly.

A first and most important strategy is engaging with the potential leads directly. Usually, indirect lead engagement is preferred but direct engagement has some great benefits. For instance, when you communicate with your leads using the live chat or through customer care representatives to solve any query, it makes your prospects trust you more. Also, they feel that their problems are listened to and solved, which makes them stay with you.

 

  1. Stay updated with the latest technology.

Another important thing in the current scenario is to stay updated with the current technological advancements. Every sunrise sees the birth of a number of new technologies and the business world is employing them to improve their ROI. Therefore, running a business these days will require you to implement new tools and use them to target your prospects. Businesses that fail to evolve with time are bound to meet their downfall sooner or later.

 

  1. Email marketing is important.

Email marketing has been there for a while now and it has proved its significance over time. Because of the results that it produces, it is not going anywhere anytime soon. Email marketing is known to improve conversion rates and boost sales. Personalized emails have further improved the response and consumers perceive the emails from the businesses as a credible source of news and offers.

 

  1. Leverage the power of inbound and outbound marketing.

Although outbound marketing is more effective, inbound marketing cannot be overlooked nevertheless. To achieve the best business outcome, it is important to take into account both inbound and outbound marketing. Striking an appropriate balance between the two techniques will help you score more leads. Knowing when to use which technique helps you build trust and connections, which ultimately helps your business development.

 

  1. Find leads using Twitter and LinkedIn.

Next, you must not overlook the lead generation benefits offered by social networks like Twitter and LinkedIn. They are useful in targeting domain specific audience and getting more prospects to show interest in your business. LinkedIn has an added advantage of having people from all kinds of professions on one platform. Therefore, it is easy to reach out to a specific group.

 

  1. Automate your marketing efforts using automation tools.

There are new tools in marketing now to help you automate your marketing efforts. These tools are specifically designed for lead generation, sending out emails, and automation of other business aspects. Using automation tools allows you to automate the tedious tasks that take up your time unnecessarily and you can use this time to focus on more important tasks like direct communication with the leads.

 

  1. Respond to queries on Quora.

Another not-so-popular but effective strategy is answering the consumer questions on Quora. Quora is a popular forum-like platform where people can post their questions and get answers from anyone who has faced similar questions ever. Therefore, on this platform, you can engage directly with your consumers and respond to their queries. This strategy has shown to increase the lead generation number significantly.

 

  1. Invest in content.

Lastly, you need to invest in your content. In the world of internet, there is no denying that content is the king. Any videos, blog, or text about your business consumed by your prospects put a great impact on how likely they are to engage with you. Better the content, more are the chances of them buying from you.

Business development has no shortcuts and you have to put your best foot forward if you seek growth. To get advice on how your business can benefit from lead generation or what should be your next step in the direction of business growth, contact us now.

How Webinars and Seminars can help in Lead Generation?

How Webinars and Seminars can help in Lead Generation?

Businesses are getting smarter about their lead generation tactics. Every new day brings new challenges to be dealt with. Therefore, the strategies have to be updated and need to be in line with the developments. The modern business world is about more and good quality leads. Today’s customers do their own research before they buy from you and that is why they will only choose you if they think you have the best solution to their needs.

Reaching out to prospects and generating leads is a quite elaborate process and comprises various methods and tools. This article focuses on the benefits of webinars and seminars in lead generation. Both webinars and seminars bring together the prospects and industry experts on one platform to discuss something of interest. The only difference between the both is that webinars happen online with participants connected from different parts of the globe while seminar happens at a physical location and participants are present in person.

  1. Establish you as a leader in the industry.

Digital marketing is experiencing a boom and to stand out in such times can be a real challenge. Webinars and seminars can help you in positioning yourself as a leader in your industry because they provide your prospects with an opportunity to learn from you. They also engage with you on a deeper level. This makes them think of you as an expert in the field and they are more likely to buy from you. It is recommended that you should invite known experts in the industry to engage in a conversation with the audience.

 

  1. More new leads in your sales funnel.

Webinars and seminars are more appealing to new prospects. This is because they are in the initial stages of the buying process and such events provide them a chance to learn about the products or services. They can use all the information to make the right decisions. Since you are the one to give them access to information and educate them, there are good chances that they will buy from you. Therefore, you will have more leads in sales funnel.

 

  1. Push the existing leads further in the buying cycle.

Further, seminars and webinars are great tools to push your existing leads down the sales funnel. Before a lead converts to a business opportunity, it has to be touched multiple times and in different ways. Webinars and seminars allow you to stay in touch with them consistently. Experts suggest including polling questions during the event and have a Q&A session in the end. They can also be used to showcase any live demos as they are more powerful than advertisements or whitepapers.

 

  1. Retain and engage better with existing customers.

Retaining customers is as important as getting new ones. Webinars help a great deal in keeping the existing revenue intact while providing the customers with more value-added content. Not only does this deepen their advocacy for your company but they also refer you to other prospects. There are chances of widening business opportunities for your existing customers as they are exposed to other aspects of your business. Also, they trust you more. Seminars can also be a tool for training new customers and sharing best practices with them.

 

  1. A great way to partner with other companies.

Ahead of a seminar or webinar, you can get in touch with other companies in your industry and partner with them to organize it. It gives you an advantage of getting access to their customers and also promote your brand through word of mouth. Together with your partner, you can use the event to acquire more and better quality leads.

Above listed benefits of seminars and webinars is just the tip of the iceberg. If you plan your event well in advance, it can take your business to the next level. While nurturing your relationships, they help you deliver valuable content that further strengthens your marketing. Seminars and webinars are two must-have tools under your marketing strategy. If you need any help improving your lead generation strategy, you can get in touch with us now.

Lead Generation vs Demand Generation: Which one is more Effective?

Lead Generation vs Demand Generation: Which one is more Effective?

The modern business landscape is seeing more competition than ever before. The increased pressure to improve the quality and quality of leads is making the organizations explore and deploy different strategies. B2B marketers are looking at new age demand generation and lead generation strategies to stay ahead of their game. While the terms demand generation and lead generation are used interchangeably, they are totally different concepts and confusing the two can lead to disappointing results. Therefore, it is important to understand the two terms and choose the right one at the right time. This article briefly explains the two terms and provides insight into the effectiveness of the both.

Demand Generation 

Demand generation can be defined as a set of activities that are aimed at gaining the attention of the audience and making them interested in your product or services. Therefore, at this stage, the content used to promote your business is more about brand positioning and brand awareness. A demand generation company targets particular audience and covers the wider net of people that match the specs. The strategies in demand generation have a wider appeal. This is why it has more impact than lead generation. Multiple media including blogs, videos, and websites are used for more desirable results.

Lead Generation

Lead generation, on the other hand, is more about gaining an audience. In a way, this is the first step to demand generation. When a prospect needs to know about your product or service, lead generation strategies are deployed to engage the audience. The content used here is gated. When a potential lead exhibits interest, they are driven to a certain landing page or a registration page, which they fill out and give you access to their basic information. However, when people give their information, they expect something in return. This is the reason free ebooks, offers, white papers, etc. are used for lead generation purpose.

Which to choose?

Choosing between lead and demand generation is a tricky step. Both have different approaches but they are not mutually exclusive and share a lot of similar techniques. It is, therefore, suggested that instead of choosing the one, businesses should make a way to use a combination of both. Using lead generation and demand generation in sequence is one way. Generate high demand and then use the increased interest in your audience to generate a sales funnel. It can also work in a manner where the leads gathered by you are targeted with certain content to increase the demand. This makes people remain interested in your products or services for a longer period of time.

Having said that, depending on the size of your business, you are likely to get different benefits from both the strategies. For businesses that have just started, demand generation plays a more important role while for the established and large scale businesses, lead generation has more value.

Why demand generation is more effective for startups?

The complete customer cycle has three main steps:

  1. Creating the demand for product or service.
  2. Capturing the leads based on the generated interest.
  3. Further maintaining the created demand to retain the customers.

What makes demand generation more impactful and favorite of the startups and small businesses is the fact that demand generation means sharing the content with required people. You can deploy a nested lead generation strategy in demand generation.

Demand generation is about the buyers who are actively looking for any solution to their problem or a product to buy. In order to make this work, you need to get closer to the needs of people and focus on the buyer. However, it is suggested that businesses should try to make lead and demand generation work together to get the maximum benefit.

How a Demand Generation Company can End your Business Woes?

How a Demand Generation Company can End your Business Woes?

Ever thought of hiring a demand generation company? It looks like an added expenditure at a first glance and so, most of the businesses actually consider doing demand generation by themselves. However, the fastest-growing businesses have found that outsourcing demand generation is more beneficial and cost-effective. This article will briefly discuss a few important factors that highlight the advantages of hiring a third party for demand generation.

Understanding Demand Generation

The term demand generation can be understood as a name given to all the processes involved in getting a potential customer excited about your company’s services or products. In simple words, it is defined as a strategy that makes your prospects feel the need for your services or products. It has been found that demand generation programs help your business enter new markets and promote your services and products. This, further, generates consumer buzz, generate PR, and retains the existing customers.

However, you must understand that demand generation is much more than just branding. The goal of this strategy is to nurture potential customers for the long term. There are multiple smaller processes involved in this to achieve a larger goal. Don’t forget that it is not just a quick solution to your business woes but a process that will generate long-term benefits.

How a demand generation company can help?

  1. Experts on the job

Outsourcing demand generation can take your business to the next level because demand generation companies are the people who are experts in the job. Instead of your marketing and sales team handling all the processes, the demand generation company team is able to handle them more effectively and efficiently. Their specialized team of experts also acts as a vital support to your internal marketing team.

 

  1. Result-oriented approach

The skilled professionals at the company are focused on results. Their approach towards work is, therefore, more result-oriented than your marketing and sales teams. They are hired to generate results and that is their primary goal. Therefore, they implement multiples strategies to prove their worth and add value to your business. You must not shy away from hiring a company that will multiply your results.

 

  1. Specialized in marketing automation

Demand generation companies are specialized in marketing automation tools. They are experts in determining what works best for what type of business. Therefore, they can help you make the most of your existing investment. It is a fulltime job in itself to implement marketing automation to drive maximum profits.

 

  1. Go beyond cold calling

The team engaged in demand generation in the company you have hired use the tools beyond cold calling to drive results. Data suggests that only 2% of cold calls actual result in appointments. Therefore, it is for the skilled professionals to know what works in which scenario. They use emails, newsletters, blogs, social media, videos, and other tools that are most effective in the world of late.

 

  1. Smaller sales cycle

With the right tools being used and the best strategies at work, a demand generation company can effectively shorten the sales cycles. This means that there is a significant drop in the time taken by your prospect to move to sales since their first interaction with your brand or services. Smaller sales cycle often results in higher sales volume because the more time customers take, the higher are their chances to not buy from you.

 

  1. Increase online presence

One of the biggest benefits of outsourcing demand generation is that it increases your online presence considerably. This is because the people at work will leverage the power of social media and online tools to drive results and therefore, you are more visible online.

While demand generation is not something new, outsourcing it is a concept that has gained popularity in the past years because of its effectiveness. It should be thought of an investment that is likely to increase your profits manifold. If you still have questions about this strategy, our experts will be happy to help. Get in touch now.

Going Beyond BANT: What More to Know when Qualifying Prospects?

Going Beyond BANT: What More to Know when Qualifying Prospects?

Conceived by IBM to qualify prospects, BANT stands for Budget, Authority, Needs, and Time. It is a sales qualification framework that aims to identify and pursue the prospects that are most likely to convert. It is widely known terminology in the business world. If a prospect meets at least three of the four BANT items, they are considered to have qualified. Here is what BANT means:

Budget- Is the prospect having enough budget to buy from you?

Authority- Is the prospect the decision-maker or an influencer?

Need- What is the need of the prospect’s business?

Time- How much time will the prospect take to implement the solution?

While the concept was very relevant and effective some time back, the modern business landscape does not approve of it. In simple words, there is a need to go beyond BANT to qualify sales prospects. Here are a few steps that need to be taken when qualifying a lead.

  1. Find out your prospects’ Goals, Plans, Challenges, and Timeline.

Begin by figuring out the goals, plans, challenges, and timeline of your prospects’ buying journey. Goals here, are the ones that your prospect wants to fulfill. If they don’t have any, this is your opportunity to advise them and help them figure out their goals. Only make sure you focus on realistic goals with deadlines.

Next step is to know the plans that they will implement to meet their goals. This will include asking them a number of questions about their plans in the previous year, their outcomes, availability of resources, and any changes they wish to make to new plans.

Further, it is important to note the challenges of your prospects and how they can be dealt with. Finally, timing is crucial to the whole process. When do your prospects look forward to meeting their goals? What is their priority? Is the timeline realistic?

 

  1. Who is the authority and do they have the required budget?

As outlined by the BANT framework, budget and authority play a vital role. It is important to know the budget of your prospect and determine whether or not they are capable of buying from you. You might have to remind them of their ROI and ask them to revise the expenditure sources.

Further, it is important to see whether the person you are interacting with is an influencer or a decision-maker. Once you know that, you can figure out how much effort you need. When there is a decision-maker at the other end, you will multiply your efforts to sell. Ask them about all goal, plans, challenges, time, and budget questions even if you have discussed those with the influencers.

 

  1. Look for positive implications and negative consequences.

Next, you need to look for any negative results that may come from your prospect not hitting their goal. Also, know the positive implications if they do reach their goal. And if your product is capable of helping them reach the goal or decreasing the risk of not achieving them, know how that will happen. If the product you have is good enough to help them achieve their goals or mitigate any risks on the way, you have a very good proposition. Therefore, to take this further you should know if the goals affect your prospects personally and what are the exact consequences of not hitting it.

The modern prospects are well-learned and therefore, are informed about you, your products and services. They know who your competitors are and they know them well too. To stand out, BANT only is not enough anymore. Following the above-listed steps is crucial to qualify a sales prospect. It is more complex than the famous frameworks but we assure you that it is worth all the effort. Our expert team is always ready to assist you. If you need more details on the sales-qualifying framework discussed here, you can get in touch with us.