If marketers had only one wish, can you guess what they would wish for?
More leads.
Hubspot’s recent survey proves so. And leveraging customer data for lead generation is one of the most potent weapons marketers can utilize to grow their business.
Image Source – Hubspot
Businesses, both big and small, spend a large chunk of their budget on lead generation activities to develop an effective sales cycle and growth their business. Be it email marketing, social media campaigns, or paid promotions, marketers leave no stone unturned to generate leads for their company.
Using customer data for lead generation further boosts these efforts. Accurate, relevant, and latest customer data can be extremely beneficial in generating highly-qualified leads that can be further nurtured to be loyal customers.
In this post, you will learn why you should use customer data for lead generation to get better results.
Let’s get started.
Why Should You Use Customer Data for Lead Generation?
Knowing your customers is crucial for the sales operations team to generate better leads and optimize the sales funnel. Here is how analyzing customer data for lead generation can be beneficial for your business.
1. Build Better Buyer Persona
How well do you understand your target audience?
The first step to quality lead generation is understanding your prospects’ interests, preferences, and pain points.
Using customer data for lead generation gives you an upper hand. Customer data is readily available in the form of search history, chat messages, conversations with customer reps, price preferences, and much more.
By analyzing this data, you can map out comprehensive buyer personas which will serve as the foundation for each and every marketing strategy.
Image Source – Edit.org
Using these personas you can send your prospects targeted and timely offers and marketing messages to generate quality leads.
2. Improved Audience Segmentation
You would agree that not all your potential customers fit in one box. They need to be grouped into different categories based on their buying patterns and preferences.
Using customer data for lead generation you can categorize audiences based on behavior, psychology, geography, demography, and so on.
Well-developed buyer personas will help you quickly segment them and accordingly create segmented marketing campaigns.
What’s more, studying customer data will help you offer better customer service and tailor your approach according to the needs and preferences of each customer.
3. Accurate Lead Scoring
As a marketer, a lot of your efforts must be focused on lead generation. Once you start getting leads your way, do you take the time to check how relevant those leads are?
Sometimes the leads may not have a genuine interest in your product or offering and if that’s the case, imagine what a waste of effort that entire process was.
That is why you should use customer data for lead generation, as it will help you score your leads based on their potential to convert.
For example, based on a customer’s buying history or interests, you can determine how likely they are to convert. You can then focus your efforts on converting the high-potential leads.
4. Personalized Lead Nurturing Strategy
There is a growing expectation among customers today that brands should serve personalized experiences to them. Personalized or tailored messages give the impression that a or its owner is speaking directly to the customer.
Marketers can effectively utilize customer data for lead generation to craft strategies for email personalization and attract relevant leads. Once you have scored your leads, you can further focus your strategy to nurture those leads.
Analyzing customer data will help you to guide your leads down their buyer’s journey in a more productive manner. To personalize your lead nurturing efforts, you can identify the buying patterns for each lead based on their past purchases and preferences.
Using customer data for lead generation can help you convert prospects into customers.
5. Optimize Your Website for Better Lead Generation
So, traffic is flowing into your website from various sources, be it through content marketing, live chat apps, social media tools, or other promotional strategies. Great!
When these potential customers reach your website, they behave in a certain manner. There is plenty you can learn from the way leads interact with your website.
Information about the pages they visited, time spent on each page, products they showed an interest in, etc. can be used to understand their online behavior.
You can even analyze the way visitors interacted with your chatbox to figure out which elements on your website are impressing the visitors and which elements you need to work on.
Customer data can help you optimize your website and thus generate more leads.
6. Value-Added Competitor Analysis
One of the main goals of data analytics is to gain business intelligence. Analyzing customer data can be highly beneficial in learning about your competitors.
A leading competitor analysis tool like Semrush can be used to comprehensively analyze your competitors’s strategies and replicate it.
The insights gathered from customer data for lead generation analysis can be used to create better marketing strategies, attract high-quality leads, and reduce the cost of lead generation.
7. Better ROI for Marketing Automation
Automation is the way forward as far as effective marketing is concerned. By analytical CRM software tools, you can analyze customer data automatically for lead generation, you can make your marketing automation more profitable.
Marketing automation tools are used at different stages to guide leads through the sales funnels. By analyzing customer data you can understand where the leads are dropping off and come up with the right solutions to retain them.
This way, you can reap better ROI from your tools for lead generation and ensure that leads complete their purchases without any hassle.
Ready To Optimize Customer Data for Lead Generation?
Developing a winning sales campaign has multiple angles to it. Using customer data for lead generation can make such campaigns more effective.
As you strategize for business growth in 2022 and beyond, move away from less productive tactics and adopt customer data for lead generation. You are sure to see better leads and better ROI.