The origin of leads is worth knowing
Do you know where your leads and customers are coming from?
How did they find your company or products?
How did they end up contacting your salesmen or sales team?
What was the first contact or who established the first contact?
You should ask your salesmen, sales team and marketing how leads have really found your company or products.
Asking leads and customers directly would even be better.
The CEO prejudice of leads origin
Most CEO’s and managers make many assumptions and take for granted what they believe is the truth. They have a certain prejudice: like they believe leads are generated on trade shows or by print advertising.
The only way to find out is to ask how they found your company or how they became aware of your products.
You need to register the origin of leads.
If you don’t measure you will not know.
Statistic analysis of marketing channels
Not knowing the origin of your leads, means you will be wasting time, money and effort on channels that don’t or hardly bring revenue.
The number of leads and customers a company has is limited, hence it should be feasible to review or ask every single one of them in order to make a statistic.
The ration of the amount of money spent on a marketing channel, events or efforts over the number of leads generated or customers acquired will show the best lead generation method for your company.
The lost leads analysis of your funnel
As a matter of fact the analysis should be taken one step further: why or what was the reason the leads left the funnel? Why did you loose those leads?
Again this should be grouped by lead source of marketing channel in order to find out when and where the biggest churn happens and the marketing channel that is the least successful in the sales process.
What holds you back not investigating in the origin of leads?
And where they left your funnel?
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This post was mentioned on Twitter by LEADSExplorer: You should know the origin of your leads http://bit.ly/5PvmdZ all of your leads by marketing channel…
Absolutely agreed. Knowing where your leads came from will help you determine what channels works best and scape those that don’t, it will save you unnecessary expense. It’s the best way to measure the effectiveness of the different efforts employed.