How to obtain qualified leads?

In an increasingly competitive digital market, capturing qualified leads has become a fundamental piece for the success of any business.

These contacts, who have shown a genuine interest in your product or service, represent an invaluable opportunity to increase your sales and build lasting relationships with your customers .

What is a qualified lead and what is it for?

A qualified lead is a contact who, through their actions, has shown a real interest in what you offer. This interest can manifest itself in various ways, such as:

• Download free content: ebooks, guides, templates, etc.
• Subscription to yournewsletter : to receive relevant information about your sector or your products.
• Registration for an online event: webinar, workshop, masterclass, etc.
• Request for a free trial: of your software, service or product.

Qualified leads are essential for your business because they allow you to:

• Increase your sales: by focusing on those contacts with the highest probability of purchasing.
• Improve your ROI: optimizing your marketing investments and maximizing your return.
• Build relationships with your clients: starting a dialogue and building trust from the early stages.

How to generate qualified leads?

There are various strategies to attract qualified leads to your business. Some of the most effective are:

SEO: Optimizing your website for search engines will allow you to position yourself in the top positions on Google for keywords relevant to your sector. In this way, you will attract high-quality organic traffic, made up of users who are already searching for information related to your product or service.

SEM: Paid ad campaigns on platforms like Google Ads allow you to segment your target audience precisely and show your ads to people who are actively searching for what you offer.

Content marketing: Creating and sharing high-quality content , such as ebooks, articles, infographics or videos, will help you position yourself as an expert in your sector and attract qualified leads looking for valuable information.

Email marketing: Email marketing allows you to stay in touch with your leads, nurture them with relevant content and guide them through the purchasing process until they become customers.

Social networks : Social platforms such as Facebook, LinkedIn or Twitter allow you to connect with qualified leads, interact with them and generate a community around your brand.

At MHA we generate value in each of these channels, schedule a call and find out how we can help you.

Strategies to qualify leads

Not all leads are the same. It is essential to evaluate the real interest of each contact to optimize your marketing and sales efforts. Some strategies to qualify leads are:

• Lead Scoring: Assign ascore to each lead based on their actions, such as downloading content or participating in a webinar.
• Contact form: Request specific information in the contact form , such as the lead's title or the size of their company.
• Lead Tracking: Monitor lead activities on your website, such as the pages they visit or the time they stay on them.

Tools to obtain qualified leads

There are various tools that can help you automate and optimize your lead generation strategies. Some of the most popular are:

• HubSpot : A comprehensive platform that allows you to create landing pages, contact forms, email marketing workflows, and track your leads.
• Mailchimp: An email marketing platform that allows you to create and send newsletters, automatic emails and segment your campaigns.
• SEMrush: An SEO tool that allows you to analyze the keywords used by your target audience, track your search engine ranking, and create detailed reports.

How to convert leads into customers?

Once you have generated qualified leads, it is crucial to convert them into customers. To do this, you can implement various strategies such as:

• Lead nurturing: Send personalized and relevant content to each lead, guiding them through the purchasing process and resolving their questions.
• Calls to action: Include clear and compelling CTAs on your website and emails, indicating the next step that leads should take.
• Special offers: Offer discounts, promotions or free trials to encourage purchase and increase conversion rate.

Written by Moises Hamui Abadi : I am an entrepreneur, founding partner of Viceversa and SoyMacho. After leading several digital businesses and advising several other businesses; I decided to form MHA Consulting, a digital marketing consultancy dedicated to growing and enhancing digital businesses in more than 7 countries and generating more than 1,500 million pesos.