Lead Generation Is A Numbers Game – Here’s How You Win

When it comes to lead generation, the most successful marketers understand that it is a numbers game. What this means is that you need to create content and messaging that appeals to as many target audience members as possible. But how do you do this?

The fact is, good lead generation requires more than just education and a well-placed call-to-action (CTA). It requires strategy. Lead generation strategies are essential for B2B companies because they create natural sales opportunities and build trust with potential clients both of which are key for business growth.

Here’s how you can win the lead generation numbers game so that your brand can start generating more quality leads, faster.

Is Sales A Numbers Game? (How To Win At Sales)
Key Takeaways
Lead generation involves a strategic numbers-focused approach.
Quantity of leads matters, but quality is equally important.
Tracking and analyzing metrics help optimize lead generation.
Persistence and follow-ups are essential for conversion.
Understanding buyer personas enhances lead targeting.
Continuous refinement of strategies leads to improved results.
Effective communication and personalized outreach drive success.
Balancing automation with personalization improves efficiency.
Experimenting with different approaches helps find the winning formula.
Collaborating across sales and marketing teams maximizes impact.

1. Define Your Ideal Client

“If you don’t know who your customer is, you can’t market to them effectively,” says Ryan Pitylak, CEO of digital marketing agency Digital Silk. “You need to be really clear about who you’re targeting.” It should come as no surprise that the more targeted your marketing efforts are, the better your results will be. 

Instead of casting a wide net and hoping for the best, use demographic information (age, gender, income level, education) to hone in on the people you’d most like to attract. You can also take things a step further by defining your ideal client based on their pain points and needs. This will help you start crafting a strategy that speaks directly to what they want or need.

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2. Estimate How Much Revenue You Want To Generate From Each New Client

Think about how much revenue you want to generate from each new client. The best way to estimate this number is to calculate the average amount of revenue a customer generates over the course of one year, and multiply it by the average length of time you retain customers.

The reason it’s important to know how much revenue you want to make from each new customer is that it helps you set goals for your lead generation campaigns, which can in turn help you determine where you should be spending. For example, if you are a mortgage broker and your goal is to make $1 million per month, with an average customer lifetime value of $10,000 per year and an average retention rate of five years, then your goal will be 100 new clients per month.

3. Figure Out Your Conversion Rate

Now that you know what your goals are, it’s time to figure out how close you are to achieving them.

The first thing you need to do is find your conversion rates. These are the percentages of prospects that move from one stage of the sales funnel to another. Here’s how to calculate them:

MQL-to-SQL Conversion Rate: Add up all your SQLs for a given period and divide them by your total number of MQLs during that same period. This percentage tells you how many of your MQLs became SQLs.

SQL-to-Opportunity Conversion Rate: Add up all the opportunities you created in a given period and divide them by the number of SQLs during that same period. This percentage tells you how many opportunities were created from each SQL.

Opportunity-to-Customer Conversion Rate: Divide the number of customers acquired in a given period by the total number of opportunities during that same period. This percentage shows how efficiently you convert any given deal into a sale.

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4. Calculate How Many Leads You Need To Hit Your Revenue Targets

To get this number, take the amount of revenue you need to generate and divide it by your average customer value. The average customer value is how much money a customer will spend with your company over the course of their relationship with you. For example, if your average customer value is $1,200 and you want to generate $50,000 in revenue this year, you need roughly 42 new customers (50k / 1.2k = 41.7).

Now that you know how many leads you need each month to hit that revenue target, let’s break down exactly how many leads are needed per stage:

Leads Needed for MQLs = Leads Needed for New Customers / Lead-to-MQL Conversion Rate

Leads Needed for SQLs = Leads Needed for New Customers / Lead-to-SQL Conversion Rate

Leads Needed for Opportunities = Leads Needed for New Customers / Lead-to-Opportunity Conversion Rate

5. Do The Math For Each Sales Stage

Knowing how many leads you’ll need to generate at each stage of your sales cycle is essential if you want to maximize the efficiency of your lead generation efforts. You can figure out that number by doing some simple math:

Start by estimating how many leads you’ll need at each stage of your sales cycle. Then multiply that number by the amount of time it takes for prospects to go from one stage to the next. The more sales stages you have in your sales cycle, the more leads you’ll need to generate. For example, let’s say it takes 10 days for a prospect to move from one stage to another and there are 5 stages in total in your company’s sales process:

On average, a prospect will take 50 days (10 days x 5 stages) to go through your entire sales process and become a customer. So, during any given month, several prospects should be moving through each of those 5 stages and then moving on as customers in order for you to reach your lead generation goal.

Since it’ll take an average of 50 days for prospects who enter the first stage of your lead generation funnel this month will only become customers next month, you’ll want to make sure that a consistent number of fresh new leads are entering into the funnel every single day in order for those customers coming out at the other end remain steady and predictable. 

Every business is different though so don’t forget that this is just an example! You need to create an equation based upon YOUR business and YOUR customer journey!

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6. Brainstorm Lead Generation Ideas And Pick Your Favorites

Let’s do a quick review of what we’ve learned thus far: 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. Brainstorm lead generation ideas and pick your favorites. With the right marketing strategy, you’ll be able to turn all those visitors into leads, so it’s important to create a solid plan beforehand. If you’re having a hard time exploiting all of your options, think about creating some content for your website.

This is an effective way to draw people in that are already interested in what you have to say. Keep tweaking and testing as you go along when it comes down to it, lead generation isn’t something that can be set-and-forget once it works well. After implementing these tactics onto your website, consistently tweak them according to what is working best with leads on both ends of the sales cycle (strangers/prospects).

7. Plan Content According To Each Stage Of The Buyer’s Journey

In the first stage, we are focusing on brand awareness, and our messaging should be around educating the customer. We should create content that is engaging and entertaining, but also informative in nature. The goal of this content is to let people know about your business and what you do.

In the second stage, our target audience has moved past awareness to consideration. At this point, people have learned about us as a solution to their problem, but they’re not quite ready to buy yet. We want them to become a lead.

Look at what your competitors are doing in order to generate ideas for your own content strategy. You can make reference to their work in your blog posts (just don’t make it look like plagiarism). This will help you stay relevant while placing yourself ahead of them at the same time by having more up-to-date information on hand

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8. Track And Measure Results, And Continuously Adjust Your Strategy Based On What’s Working (And Not Working).

Setting up a successful lead generation strategy is an ongoing process. It’s not just about how many leads your business generates, but how well these leads are converted into paying customers. Track and measure results, and continuously adjust your strategy based on what’s working (and not working). You should be constantly testing different lead generation tactics to determine what works best for you.

To get started, use tools like Google Analytics and a landing page analytics tool to help you determine which of your strategies are most effective. Try A/B testing your landing pages by changing the content or layout of your pages to see which ones drive the most conversions. Then try different ad copy. Measure conversion rates for each type of ad copy you have written and make adjustments accordingly.

In addition, you’ll want to start tracking keywords so that you can improve your search engine optimization over time and make sure that people are finding the information they need when they go online through search engines. Use email marketing as well as social media platforms such as Facebook, Instagram, and Twitter to reach out directly with targeted messages that engage potential customers in conversation about services or products they may be interested in purchasing from you before making their final decision on whether or not to buy something else instead.”

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Final Thoughts

The most important thing is to set your goals before you start. Don’t worry about what other people’s goals are, just focus on what you want to achieve. Being ambitious is great, but being realistic is key too. 

So there you have it a complete guide for generating B2B leads with social media and content marketing. If you follow it carefully, I think you’ll be able to see a major lift in terms of your lead generation efforts in the next few months. Even if you don’t reach all of your goals by the end of the year, I’m sure that not only will you get closer to them, but also attain some unexpected successes along the way.

Further Reading

Explore these additional resources to expand your knowledge on lead generation, freelance marketing, and related topics:

A Beginner’s Guide to Inbound Lead Generation: Discover the fundamentals of inbound lead generation and how it can fuel your marketing efforts effectively.

Sales is a Numbers Game: How to Play and Win: Dive into the concept that sales is a numbers game and uncover strategies to increase your sales success.

Skills for Lead Generation: How to Qualify Leads: Learn valuable skills for lead generation and understand the art of qualifying leads to ensure quality conversions.

People Also Ask

What Is The Best Lead Generation Strategy?

The best lead generation strategy is to focus on generating as many leads as possible and then narrowing down your focus to the most qualified leads. When you are concerned about quantity, you can afford to be very broad with your advertising and lead-gathering methods. The more people who know about your business, the more people who will contact you.

How Do I Generate Leads Without Cold Calling?

Cold calling may be a lot of work, but it’s not necessary if you want to generate new business. You can get in front of potential customers by getting in touch with publications that are relevant to your industry and asking them to write an article about you or your business. To get started, research publications that target your audience. Then create a list of writers who have written for these publications in the past by using LinkedIn or a service like Muck Rack.

What’s The Best Way To Get Leads?

The best way to get leads is by getting in front of as many people as possible and that can be done in a variety of ways. Some companies use social media advertising and others choose direct mail or even cold calling. The important thing is that once you have your leads, it’s up to you and your team how best to close deals!

Why Do My Leads Never Convert Into Customers? Is Something Wrong With Them?

No, no! There’s nothing wrong with your leads themselves. Every lead has its own individual personality, so it’s up to you as a marketer and salesperson to figure out how best to engage with each one and understand what makes each individual tick.

Is It Really A Numbers Game?

Yes! The more leads you get, the more likely you are to find someone who’s a good fit for your business. So make sure you’re asking as many questions as possible in order to get the most information out of your leads.

What Should I Do If My Lead Is Unresponsive?

Try again! Sometimes people accidentally mute their phone or they miss an email because they’re in a meeting. Keep trying until you get them on the line or have their attention. If they don’t respond after several tries, then it’s probably time to move on to someone else.

What Kind Of Questions Should I Ask?

You should ask questions that are specific to your business, but also general enough that they could be applied to any business. For example, if you’re selling a book on how to learn piano in just 2 weeks, you might ask: “Do you want to learn piano?” or “Do you have time limits on how long it takes for you to learn something?”

What If I Don’t Have A Big Budget?

If you’re a small business, don’t worry! You can still use lead generation to grow your business. A lot of companies start out small and grow into something big. If you’re just starting up and need to build up your clientele, lead generation will help you do that. Make sure to follow all the tips in this article!

How Do I Know Which Channels Are Best For My Business?

That depends on your target audience and what they’re most likely to consume online—or even offline! If your target audience is older people or younger people, or if they’re more likely than not going to be using mobile devices instead of their computers, then make sure to focus on those channels first. They’ll be the best way for you to reach them right now.

How Much Time Should I Spend On Lead Generation?

It really depends on how much time you’re willing to invest in growing your business and how much money you are willing to invest in growing it as well! If you have a huge budget and want everything done ASAP, then spend all of your time working on lead.

How Can I Attract More Leads?

There are two ways to attract leads: organic and paid. Organic lead generation can occur through social media, blogs, email campaigns, SEO, and more. Paid tools like Google Ads let you buy space on search engine results pages, while Facebook Ads let you target users based on the extensive data they’ve explicitly shared online.

Why Should I Create A FAQs Page?

Because you’re not just running a business you’re in the lead generation business. FAQs are one of the best ways to generate new leads, and most businesses don’t take advantage of them because it involves doing some thinking about what your customers need to know, not just about your product or service but also about the problem you solve for them. You have to get inside their heads a little bit. But once you do, it can be very lucrative.

How Can I Make Sure My Lead Generation Process Is Working?

You should always be looking for ways to improve your lead generation process by keeping track of how many leads you’re generating and how many turn into sales. If these numbers aren’t increasing over time, try adjusting your strategy so that it focuses on other areas where your audience might be located instead (such as investing in social media ads).

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