Lead Generations & Lead ManagementFirm: Real estate

Online lead generation

Purpose:

As salespeople we all need to have a constant source of quality sales leads and most of us are always on the lookout for sources to get new leads.Often the success or failure of a salesperson is in the way that they manage their lead list.

Why lead generation:

There are several benefits for both sellers and buyers in Lead Generation.

One most important factor for service providers or sellers is that they meet the right prospect and are given the opportunity to pitch for selling their services or products.

This gives an indication that sellers are not just wasting the time with a non-serious customer.

On the other hand, the buyer benefits with wide spectrum of bids, trends, updates and latest information about the product or services being desired.

Lead generation & its funnels:

Lead for any business activity is generated by the following ways;

•Advertising- (Print Ads in magazines, news papers, etc)•Online Advertising- (Website, Mailers, Portals, Submissions, pay per click, SMM, SEM, Articles, etc)•Mass mailers- (Brochure/ Flyer to database or leads)•Trade shows/Events•Cold calling/ Tele marketing- •Outdoor Activities- (Site branding, Hoardings, Signage’s, Posts, etc)

All the above activities help generating leads for the product, those leads has to be categorized and treated accordingly. SME companies generates the leads in the following ways

•Web enquiry•Phone calls•Events•Advertisements•Site visits•Cold calls

Leads Behavior

Sales process

Leads to Enquiry Enquiry To follow up

Call/ MailProvide informationTake inputs/ pulseProbing/ pitch

Call/MailExcite with benefitsProvide additional info/ re-pitch according to last received inputsSite visit arrangement- Time/date commitmentSV follow up- Confirmation

Funnel Behavior- Calls

Funnel Behavior- Online

Online as a powerful medium:

It penetrates to the various mediums across the globe and brings out quality leads to the projectsIt also acts a medium which directly makes the target to start interact with the project/productA global medium can spread the brand/product awareness and recollection valueCost of the reach is very less compared to other available mediums

Why Online/ why people visit websites:

To get information's on products or servicesReady to buyThe web as a research toolComparison shoppingBusiness & consumersCompetitors & sales peopleKnowledge & services

Proposals for UpgradationSEO- Search engine optimizationSEM- Search engine marketingPay per clicksSocial media marketingPaid search advertisingGoogle page ranking

SEO:This is the process of structuring a web page so that it is found, read, and indexed by search engines in the most effective manner possible. This makes your web site and its content attractive, relevant and visible to search engines and web searchers. people could just enter a few words into a text box, click a button, and yeah! There is a link to your web site.

Why wouldn't people be able to find our website?“

Certainly, existing customers or those who are already familiar with your company should be able to find your site without any great difficulty, but this may not be the case.Can you be sure that every potential customer has been reached by your advertising? What about the people who don't read the magazines or newspapers where you chose to place advertisements?

SEM:SEM, is a form of Internet marketing that seeks to promote websites by increasing their visibility in search engine result pages through the use of search engine optimization, paid placement, contextual advertising, and paid inclusion.

Paid search advertising

When performing a search on Google, there are two different types of results that show up: the organic listings and the paid, or sponsored, listings. Organically ranked sites are those which Google finds most relevant for that search query.

The paid listings show up because an advertiser is paying money to be ranked that highly for those phrases. When a searcher clicks on one of those listings, the advertiser is charged the cost per click price for that ranking, so hopefully the searcher will convert into a sale for that advertiser.

Social Media Marketing:

Social media marketing benefits organizations and individuals by providing an additional channel for customer support, a means to gain customer and competitive insight, and a method of managing their reputation online. The most popular platforms include: Facebook YouTube LinkedIn Twitter

Pay per clicks:

Google ad words- pay per click option. Displays the ad or promotion in the top pages which get more visibility and focus

Suggestions & Deliberations

Presented BySundarji Nandagopal