Qué son Leads o Clientes Potenciales

Glosario de Términos de Marketing Digital

Términos generales

Clase de bienvenida

Qué es Marketing Digital

Qué es Branding

Qué es Target y cómo definirlo

Qué es Engagement y cómo funciona

Qué es un Insight y para qué sirve

Términos básicos en una estrategia de Marketing

Qué es Buyer Persona

Qué es Content Marketing

Qué es Embudo de Conversión

Qué son Leads o Clientes Potenciales

Qué es Customer Journey y pasos para definirlo

Marketing de Contenidos

Qué es Storytelling

¿Qué es copywriting? La guía que necesitas para ponerlo en práctica

Qué es una Landing Page

Qué es Email Marketing

Qué es un Newsletter

Qué es SEO o Search Engine Optimization

Qué es Tráfico Orgánico y formas para aumentarlo

Roles en Marketing Digital

Qué es Copywriter

Qué es Community Manager

Qué es Social Media Manager y cuál es su perfil

Qué es Especialista en SEO y qué funciones cumple

Qué es Trafficker Digital y cuáles son sus funciones

Qué es Brand Manager

Metodologías de Marketing Digital

Qué es Marketing Omnicanal

Qué es Outbound Marketing y cómo funciona

Qué es Inbound Marketing

Qué es Growth Marketing

Qué es Marketing Voz a Voz

Qué es Marketing de Influencers y cómo te beneficia

Qué es A/B Testing

Qué es la Automatización del Marketing

Qué es Remarketing

Canales de Marketing Digital

Qué son Influencers

Qué es Whatsapp Business

Qué es PR: el poder de las Relaciones Públicas

Qué es un Blog y qué puedes hacer con uno

Qué son las Redes Sociales y para qué usarlas

Métricas

Qué es Tasa de Apertura

Qué es KPI

Qué es CTA

Qué es CTR y para qué sirve

Qué es ROI y cómo calcularlo

Herramientas de Marketing Digital

Qué es Google Tag Manager y para qué sirve

Qué es Google Analytics y para qué sirve

Qué es Google Search Console y para qué sirve

Qué es Google Data Studio y para qué sirve

Qué es un CRM y para qué sirve

Qué es Salesforce y para qué sirve

Qué es HubSpot y para qué sirve

Clase de cierre final

A lead or potential customer is a visitor within a website who browses with some interest or looking for a solution, using the right strategies can become a customer. When this user leaves his data on the website, he is considered a lead or potential customer, because he becomes part of a database.

Do you remember downloading an ebook in exchange for information? This type of strategy is part of the lead generation process and will help you attract users who can later become customers.

So important is the process to attract leads that different companies measure the success of a Content Marketing strategy through lead generation, as HubSpot points out.

Source: HubSpot

Why you need leads in Digital Marketing

You need to capture leads because they are the basis of any Digital Marketing strategy, they will also be your potential customers and those who will recommend you to others.

Accompanying them from the moment they discover your business until the purchase action is important, so focus on researching:

Where these leads may be
From which channels you can attract them
What information they are looking for
What content they find interesting
How you keep in touch with them

And rather than focusing on quantity, you should look at quality. There are leads that only want to browse your content, but are not looking for a purchase. So create strategies to segment and stay with those who are interested in your product or service.

For this, help yourself with CRM tools or the conversion funnel, these will be useful resources for your content to be aligned with the interests and desires of your potential customers.

In the Introduction to Digital Marketing Course, you will learn the channels and tools to get the attention of your leads. Come and take it!

Types of leads in Digital Marketing

You have 3 types of leads and each one needs different content:

Information Lead.

Which are those leads that are at the top of the funnel, i.e., they are in a process of discovering information and are looking for solutions to their problems. Content generation should help them and guide them to the purchase action.

Marketing Qualified Leads

These are those leads that know their needs and are willing to move to the purchase action. These are the leads that are most similar to your buyer persona and have shown the most interest in what you offer.

Sales qualified leads

These are the leads in the final stage of the funnel. They have already made their decision and are ready to buy. To make this action happen, you can offer promotions or demos to use your product.

How to get leads for your business

To get leads you need to create valuable content focused on the interests of your buyer personas. So consider these 3 points during your lead generation process:

1. Attract

Part of this process is to generate content, which content? Downloadable content such as ebooks, infographics or tutorials can be an option to obtain data, but you can also interact through social networks, create webinars or podcasts. Don't forget to use SEO strategies to optimize your content and reach more users.

2. Identify

That is, use your buyer persona to find the most suitable leads with your ideal customer profile. One option is to verify what they were most interested in when they left their data. At this point it will be effective to use a CRM like HubSpot to organize your information.

3. Contact and nurture

Once you have segmented your leads, you can focus on creating more personalized content strategies and sending emails to interact with your potential customers. Always think about providing them with content that will interest them and lead them to purchase.

In general, the actions you choose to capture leads should be aligned with your business objectives and, in particular, with the interests of your ideal customer.

Need to convert strangers into customers? Get started with the Sales and Customer Loyalty Course we have for you.

CHALLENGE:

Investigate which are the channels where you could attract better leads for your business and tell us your results in the comments.

Conclusion

Leads or potential customers are the unknown users that come to your website looking for information for their problems. If you want them to become customers, you need to create strategies to attract them and convince them that you can help them.

Use tools such as conversion funnel, buyer persona or CRMs to effectively monitor and manage your leads.

Continue your learning and explore more courses in our Digital Marketing School. The first 5 classes of all courses are open, see you there!

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Andrés David Loaiza Zamudio