{"id":45180,"date":"2020-07-02T15:06:48","date_gmt":"2020-07-02T15:06:48","guid":{"rendered":"https:\/\/www.conachmarketing.com\/?p=45180"},"modified":"2020-07-02T15:18:29","modified_gmt":"2020-07-02T15:18:29","slug":"small-business-marketing-leads","status":"publish","type":"post","link":"https:\/\/www.conachmarketing.com\/index.php\/2020\/07\/02\/small-business-marketing-leads\/","title":{"rendered":"Deciphering small business marketing leads"},"content":{"rendered":"\n

When you own a small business, understanding the various leads you attract is critical. Leads can involve several classifications during the sales process. Of course, a detailed categorization is necessary for salespeople to turn a lead to a sale as they progress through the process. However, at the beginning of the process, I recommend a simplified organizing of small business marketing leads. Let\u2019s take a look.<\/p>\n\n\n\n

Cold small business marketing leads<\/strong><\/p>\n\n\n\n

In my humble opinion, cold leads don\u2019t exist. Most experts will define a cold lead as one that doesn\u2019t express any interest in your product or service or they haven\u2019t heard of your company. I don\u2019t believe this is a lead at all. The \u201ccold\u201d you need to concentrate on is cold calling \u2013 more on that later. Now, if a sales rep is able to generate interest with this contact, you have a warm lead.\u00a0<\/p>\n\n\n\n

Warm small business marketing leads<\/strong><\/p>\n\n\n\n

As I stated above, a warm lead has an interest in your product or service. Of course, there are many ways to garner warm leads. These channels could be cold calls, social media, e-newsletters, referrals, or advertising. Once you have the warm lead, the trick is turning it into a qualified lead. Qualified leads are at the beginning of the purchasing cycle. They need what you provide and might be willing to buy.<\/p>\n\n\n\n

Hot small business marketing leads<\/strong><\/p>\n\n\n\n

A hot lead is actively looking to purchase your product or service. This lead has a budget and is more than likely comparing benefits and costs between several companies. A hot lead is the nearest to buying in the sales cycle.<\/p>\n\n\n\n

Cold calling for small business marketing leads<\/strong><\/p>\n\n\n\n

As promised, I\u2019ve come to the \u201ccold\u201d you need to focus on \u2013 cold calling. Cold calling is a phone campaign that reaches out to potential customers in a semi-qualified list. These prospects may or may not know your business but have been pre-qualified to potentially have an interest through SIC or NAICS Codes and other factors. Overall, the purpose of the cold call campaign is to introduce your company and what it offers to determine if further follow up is warranted. This is the first step in finding warm leads to convert into sales.<\/p>\n\n\n\n

About the Author<\/strong><\/em><\/p>\n\n\n\n

Paul Kowalski (or Pappy as he is called around the office) spent over two decades working at other agencies before opening Conach Marketing Group in 2008. The early part of his career was working with Fortune 500 clients at different agencies. However, working with smaller clients was his preference. This choice was because of the impact on a client\u2019s business growth and forming closer, personal relationships.<\/em><\/p>\n\n\n\n

About Conach<\/strong><\/em><\/p>\n\n\n\n

When he was creating Conach, his goal was to bring those Fortune 500 strategies along with years of B2B marketing experience to small business marketing clients. As a result of focusing on business to business marketing, Conach specializes in <\/em>construction marketing<\/em><\/a>, <\/em>financial marketing<\/em><\/a>, and <\/em>industrial marketing<\/em><\/a>. Even though we are in Mid-Michigan, Conach provides marketing services to clients across the country.<\/em><\/em><\/p>\n\n\n\n

For more information, visit <\/strong><\/em>conachmarketing.com<\/strong><\/em><\/a> or <\/strong><\/em>contact us<\/strong><\/em><\/a> or call 989.401.3202.<\/strong><\/em><\/em><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

When you own a small business, understanding the various leads you attract is critical. Leads can involve several classifications during the sales process. Of course, a detailed categorization is necessary for salespeople to turn a lead to a sale as they progress through the process. 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