When it comes to expanding your moving business, you can hardly accomplish it without revenue. And to get revenue, you first have to attract clients. Clients that come from lead conversions. So, for your lead generation to succeed, you need to understand the different types of leads there are to target. Once you have this, it will be easier to focus your moving company SEO efforts toward that goal. So, let’s take a closer look at just how many different types of leads there are, and how to focus win them over, shall we?
Which are the types of leads you should look into?
So, now that we have scratched the surface, time to pull up those sleeves and get into the important stuff. Now, we get into a discussion about the different types of leads there are and how best to segment them. Why would you want to invest time and energy into this endeavor? Because knowledge is power, and the more you know, the better your chances of generating leads for your moving company. So, here are the 6 types of leads you should always focus your efforts on:
Cold List Lead
The name speaks plenty of volumes here – the coldest types of leads there are. How it works is that you provide your sales reps with a list of names and they simply start dialing numbers and taking names. However, unlike some other different types of leads that we will discuss today, this one offers little chance for personalization. So, when you consider the inability to get into more details with this method, it should be no surprise that it offers a generally low conversion rate.
Information Qualified Leads (IQL)
This particular type of lead has plenty to offer to online visitors. How it works is that you provide leads with something of value such as eBooks, whitepaper etc. And in exchange for this gift, they provide you with contact information. The thing to remember here is that these leads are just at the beginning of their search for a solution that your company might be able to offer. And the spectrum of demographics you get here can be quite broad. The best way to approach IQL leads is to offer more information in the form of webinars, video tutorials etc.
Marketing Qualified Lead (MQL)
Yet again, the name tells it all – a lead that is drawn from some form of your marketing for movers. Basically, how it goes is that IQL leads turn into MQL when they take the next step after initial contact. So, as far as different types of leads go, this is what you might consider the evolution of a lead. This means that they are now more open toward the services or products that you might be offering.
When leads engage in the initial offer you provided (webinar, blog etc.), they are interested in your brand. So, this stage of the lead generation process is ideal for you to include promotional activities such as free trials, coupons, discounts etc. And if you demonstrate to them here what you have to offer, they will move on to the next stage and become an SRL lead.
Sales Ready Leads (SRL)
Different types of leads can intertwine, and they do so in this case. These particular leads are all those that qualify for the title of Highly Qualified Leads (HQLs). At this point, leads are showing intense interest in the offer you have and are in prime position for your sales team to start working them over.
They are sales-ready but haven’t been contacted yet. Many sales pipeline infographics leave out this stage and categorize opportunities in this phase as SQLs. However, this can’t really be done since they haven’t been contacted by sales yet! This is a breaking point for leads to crack under pressure, so stay on it. So, it’s important to be ready to act immediately when they get to the SRL stage.
Sales Qualified Leads (SQL)
The moment your sales team contacts an SRL, they turn into a Sales Qualified Lead (SQL). So, the goal here is for your sales rep to determine whether or not they can convert the lead into a client. If your services are what they are looking for, that’s perfect. All you need to do is make the pitch and close the sale. And if this is not the case, there is no reason for the situation not to be salvageable. There is always the chance that you will entice them with some other type of offer, or at least have them subscribe to your moving company blog. Anything to ensure their interest in the brand you want to build.
Highly Qualified Leads (HQLs)
And finally, we come to the last and most promising stage among the different types of leads. These are your high-rate conversions that are all but done. All you need to do is play your cards right and make sure that they sign off on the offer you have. These are the types of leads you should expect from a lead generation service like Selecthub.
So, what is the take here?
All those different types of leads and all you need to do is ensure they convert. However, this is rarely as easy as it sounds. There are plenty of resources and time that you need to invest in these efforts. However, the fact remains that as long as you target the right types of leads, it will all be much easier. So, get out there are start putting in the work with all those leads coming in. If you don’t have the time, Movers Development is always here to lead them straight to your front door.