06 Feb 2019

Attracting Needles in Haystacks:

Creating a sustainable lead generation source for new business

Why is it that, as technology gets better and better and makes it easier for us to connect, it becomes so much more difficult to actually communicate? Especially when it comes to building a lead generation pipeline? Sure, quantity has increased dramatically because practically everyone is just a few mouse clicks away. But quantity doesn’t mean quality, and finding a good lead source for new business feels like some impossible task straight out of Grimm’s fairy tales. But instead of separating lentils from the ash or scaling a glass mountain, you’re sifting through aaaaaaaaallll the contacts to find the one bright, shiny, perfect needle amongst the hay.

85% of experts say that lead generation marketing is the most important element in the marketing arsenal. But 61% of marketers say that lead generation is their biggest challenge, and only 42% of marketers have a lead generation plan in place. (https://www.marketo.com/lead-generation/) And a big part of that reason is because as technology evolves, lead generation methods have to change with it because what spun you gold last year may net you with just a bunch of broken straw this year.

Think about it: in the old days, cold calls and sales letters could keep you comfortably in business, but these days these tactics will get you the banhammer like whoa. Radio and TV advertising? Expensive and generally not a high ROI. Finally, we come to the web, which is where lead generation lives and thrives…but even that’s not easy anymore. Yes, you’re doing all the correct things: you have a clear value proposition, create relevant content on a regular basis, collect meaningful data points throughout the entire sales process, yadda yadda yadda. But the trick is to do it consistently – and continuously.

What person has time for that? No person, that’s who. And that’s where a secret weapon can help you out. A magnet, if you will, to attract those needles from out of the hay and into your hand. In other words: lead generation campaign software.

We know, we know – you’re rolling your eyes at us because we’re talking about yet another product to buy to take away from your bottom line. (And yeah, it also happens to be a product we sell. But hear us out.) We aren’t just saying lead generation software is important because it’s something we do. We’re saying it because there is real, verified data that shows lead generation software can help you keep a steady stream of quality leads in your pipeline – and help you nurture them throughout the process, too. Here are just some of those statistics:

  • 80% of marketers using automation software generate more leads; 77% of marketers convert more of those leads. (VB Insight, APSIS)
  • 57% of marketers say lead nurturing is the most valuable feature of automation software. (Ascend2)
  • Marketers say that the biggest benefits of automation through lead generation software are saving time (74%), increased customer engagement (68%) and more timely communications (58%)
  • 91% of users believe marketing automation is “very important”. (Marketo)

We could go on and on about the benefits, but the bottom line is that lead generation software is like a magic wand: it automates the process, gathers information, helps you stay in contact and all you have to do is grab the opportunity. Best of all, many programs can integrate seamlessly with your existing sales system.

One final statistic: 63% of companies using marketing automation outsource all or part of it. (Ascend2) After all, the software requires a learning curve and can be expensive. So, turning to an expert is one of the best ways to ensure you’re getting the most bang for your buck – and keep your lead pipeline flowing.

Ready to find your own fairy godmother? SoftVu’s proprietary CRM program that includes lead generation, lead nurturing and continuous analytics to help you create your business happy-ever-after story. Contact us today at Karis.koehn@softvu.com or by completing the form above.

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