Generating leads is one of the biggest challenges that B2B companies face today. Leads are their lifeblood so it’s essential to find effective strategies to generate leads. One of the best ways to do this is to build a B2B lead generation funnel.
What Is a Lead Generation Funnel?
A lead generation funnel involves sifting through a large number of prospects, determining which of these prospects are possible as sales leads, and turning these leads into customers at the end of the funnel. Constructing a lead funnel is absolutely essential for any business if a greater ROI is something they are aiming for. A B2B lead generation funnel has three stages:
Stage 1 TOFU (Top of the Funnel)
The top of the funnel is all about awareness. This stage is your company’s first contact with a potential lead. It gives you the opportunity to introduce yourself to your target audience. At the top of the funnel, your goal is to gather email addresses and phone numbers to nurture, but how?
You could ask for an email in exchange for a whitepaper. Just make sure to demonstrate that you’re a thought leader that can help your target audience fulfill their needs. You should also add compelling CTAs at the bottom of your content that compels readers to visit a product landing page.
Stage 2 MOFU (Middle of the Funnel)
Once your prospects reach the middle of the funnel, they begin to engage with your company. Your goal is to continue nurturing them, but how? To nurture middle of the funnel leads, you need to provide other content such as email campaigns with explainer videos promoting your services, or weekly blogs and newsletters to pace the prospects through to the point where they are ready to have contact with your sales team. At this point, your content should be specific to their needs.
Stage 3 BOFU (Bottom of the Funnel)
The bottom of the funnel requires a salesperson to make a hard sell to a potential customer. To do this effectively, you can offer free in-house demonstrations, one-on-one consultations, and limited-time promotional codes for your products/services. Your goal is to sweeten the deal and make the sale in this last stage.
For B2B lead generation agencies, it’s vital for you to understand these stages. In doing so, you can successfully convert your target audience into loyal customers.
The Importance of Boosting Your Lead Generation Funnel
It’s also important to understand the importance of boosting your B2B lead generation funnel, some of which are listed below:
- Figure out exactly who wants your products & services
A lead gen funnel can determine your target market. It can also help you find more specific targets so you can gain new leads that you might have missed. You can easily determine if there’s a market for your products and/or services or if there’s room to grow within a specific niche.
- Develop awareness and interest in your products & services
A lot of B2B marketers are struggling to master the art of creating interest in their business’s offerings. By having a well-developed lead generation funnel, you can easily determine the right moves to take in generating awareness and boosting interest in your brand.
- Qualify prospects and move them down to the next stage of the funnel
Each stage in the lead generation marketing funnel is designed for one ultimate thing – to qualify prospects and move them down to the next step in the funnel. Every stage in the funnel plays a vital part in getting you to the end goal. If you nurture your prospects through the funnel, you’ll stand a much better chance of successfully executing the sale at the end.
- Make more sales
Imagine generating more sales because you’re having more conversations with people who are interested in your products and services. This is what a successful funnel will achieve. Furthermore, you will spend less time prospecting and more time making sales.
Lead generation funnels are crucial for all businesses. When a lead generation funnel is fully operational, you will spend less time finding leads and more time having conversations with people who are most likely to become regular customers.
Looking for the best lead generation companies? At Markable Solutions, we offer the best and effective funnel management & lead generation services to clients worldwide.