As an entrepreneur, one of your most challenging tasks is reaching out to leads, or the right potential customers.

In the past, businesses would cold call or email customers to generate leads. However, with the growth of the internet, customers can find the best product on their own using all the available information. For more successful sales, sales professionals use lead generation to identify and target potential customers. For a successful business, it is important to be able to access these leads and keep them engaged.

In this article, we take a look at the history of lead generation and how you can use lead generation tools to boost your sales.

If you’re an entrepreneur and want to find more tips on how to enhance your sales and marketing, you can join EWOR where a team of professionals will walk you through the steps of starting your successful business. 

Lead Generation: From Yesterday to Today

In the past, sales representatives used purchasing lists to find peoples’ names and phone numbers to cold call them with the hopes of selling their products or services. But this technique was not very successful. More often than not, people receiving the sales calls are frustrated and reject the salesperson.

As emails became the norm for communicating, cold calls turned into emails sent out randomly. This again resulted in frustration as mailboxes were filled with unwanted emails. 

But in recent years, companies have been able to collect data and conduct research about their potential customers through various online tools and services. This data helps their marketing and sales methods become more focused on customers that are more likely to positively respond to their advertisements.

Furthermore, although the internet has made it easier for companies to learn about customers, it has also equipped customers with vast quantities of information. They can do their own research and pick the best option out of countless offers. 

With the increasingly large amount of information available to companies and the high level of competition, it is more crucial now than ever for businesses to create effective leads. 

Effective Lead Generation with Online Tools

As with most tasks in the business world, lead generation can also be carried out using the latest technology and online tools. 

With the help of lead generation tools, you can receive and collect information about people who are interested in your company. A major advantage of this is that the tools collect data for themselves. This means you can focus on other parts of your business. 

There are various types of lead generation tools which we are going to introduce in the following list. You will also find an example of each type of lead generation tool:

Communication Tools

These tools provide your leads with an option to communicate directly with you. 

Intercom is a messenger app that helps you connect to your customers. If you need to keep your customers engaged in conversations, Intercom can help you with live chats, bots, and other apps which can assist your customers whenever they need help. 

 Email Address Finders

With these tools, you can find and connect to people who are not on your mailing list.

A good example of these tools is Hunter. You can simply enter a domain name and have the email address pattern. You can also check if the email addresses are likely to be correct. Additionally, Hunter offers extensions for browsers and Google Sheets and allows you to send out cold emails to Gmail accounts.

On-Page Lead Generation 

These tools lead people directly from your webpage to forms and campaigns so you can collect their emails. 

One of the best on-page lead-generation tools is TrustPulse. You need your leads to trust you and TrustPulse provides your business with social proof (the psychological phenomenon of assuming the actions of others to reflect on the correct behaviour in a given situation). This tool offers real-time event tracking and design options to match your website. The setup is easy to do on any website without a need for coding. In addition, TrustPulse uses advanced targeting tools to boost your conversions. 

Customer Relationship Management Tools

These allow you to collect and track leads via the sales funnel.

Adobe Marketo Engage is a customer relationship management tool which offers marketing automation to attract more leads. It uses behaviour tracking to find customers who are more likely to become engaged with your business. If you’re using this tool, even anonymous visitors to your website will have personalised user experiences, resulting in high r quality sales.

Advertising Tools

These tools drive leads to your business from social media platforms and through paid ads. 

One of the world’s best-known advertising tools is Google Ads. When your leads search for related terms, Google Ads shows them your advertisement. That way, your ads are relevant and reach your targeted audience. One of the best features of Google Ads is that you only pay for your ads if people click on them. In other words, setting up campaigns is free of charge.

Prospecting and Outreach Tools

Via these tools, you can collect data on anonymous visitors and connect to potential customers.

D&B Hoovers is a prospecting and outreach tool. As the website claims, it contains the world’s most extensive business database, ideal for making targeted lists of new leads. The information included in the database allows you to have more targeted conversations with your potential leads, which enables you to deliver more relevant data to them. As a result, you will have a refined marketing experience. 

Sales Tools

As the name suggests, these tools help you manage your sales. With these tools, you can stay in touch with your current customers as well as turn your new leads into paying customers.

A good example is Salesforce. This tool is one of the world’s best sales management tools. The Salesforce aims to help you offer better customer service, as well as boost your sales. To do that, it has integrated various sales and marketing software so you can pick the best one that suits your specific industry.

The Bottom Line on Lead Generation

Lead generation has changed in recent years. With the shift from cold calls and mails to targeted ads, it is now crucial to use various tools and techniques to help you with effective lead generation. If you choose the right ones, you can bypass long lists of random names and aim directly at potential customers who are happy to engage with your business. By offering your leads useful information and building relationships with them, you can show them the way to the pleasant experience of using your service or product. 

About the author

EWOR is a school conceived by Europe’s top professors, entrepreneurs, and industry leaders. We educate and mentor young innovators to launch successful businesses.

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