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03 LEAD GENERATION : Types and Objectives.

Updated: Oct 15, 2020

JSS -DM305 Lead Generation-BL01M01-Day03-14Oct20


Agenda:

Case Study Discussion

Lead Generation Strategies

Types of Leads

How do you describe a Happy Delighted Customer?



Case Study: Lead Generation and RoI calculation

Suresh Industries have come up with a new organic product "BellCome" an organic jaggery/Gud which is derived from sugar cane specially grown in Mandya Karnataka. The cost of normal Gud in B2B segment is Rs 100 per KG, whereas the "Bellcome" is sold at premium of Rs 15. The margin for production is RS 35, Distribution is Rs 15 and POS commission is Rs 10. Discuss how are you going to Start a Lead Generation campaign for "Bellcome" and for Affliate Marketers its Rs 5 per kg. The Lead Generators are asking for Rs 10,000 monthly retainer and penalty of non achieving target is Rs 2000.

Discuss the Lead Generation Strategy

Discuss how are you going to do cost benefit Analysis


TYPES OF LEADS


Marketing Qualified Lead (MQL)

Marketing qualified leads are contacts who've engaged with your marketing team's efforts but aren't ready to receive a sales call. An example of an MQL is a contact who fills out a landing page form for an offer.


Sales Qualified Lead (SQL)

Sales qualified leads are contacts who've taken actions that expressly indicate their interest in becoming a paying customer. An example of an SQL is a contact who fills out a form to ask a question about your product or service.


Product Qualified Lead (PQL)

Product qualified leads are contacts who've used your product and taken actions that indicate interest in becoming a paying customer. PQLs typically exist for companies who offer a product trial or a free or limited version of their product.


Service Qualified Lead

Service qualified leads are contacts or customers who've indicated to your service team that they're interested in becoming a paying customer. An example of an service qualified lead is a customer who tells their customer service representative that they'd like to upgrade their product subscription


“Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service. Some examples of lead generators are job applications, blog posts, coupons, live events, and online content” “It's a way of warming up potential customers to your business and getting them on the path to eventually making a purchase”


“It's a way of warming up potential customers to your business and getting them on the path to eventually making a purchase”


Review Questions

What according to you makes a sale a delight for the customer

How will you collect email IDs for the distribution of your pamphlets.

A customer sees your advertisement, but not sure whether your product is as per his requirement, he communicates this. what will be your next steps?

Do all the leads become sales, why cant we close all the good leads into Sales?


Lakshminarasimman V Rao | Corporate Neeti Consulting | Mysuru

corporateneeti.com

All data above is a combination of data from Internet, purpose of this doc is for research and education only

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