Lead generation is the lifeblood of most companies.

The number of platforms, brokers, agencies, and websites dealing with lead generation attests to how important and how much money is at stake when it comes to generating leads.

LinkedIn alone lists over 1,000 lead generation related groups.

In this blog post, we look at using Big Data to rise above the noise to improve your lead generation programs.

1. Use personas to improve lead generation

If you already know who your best leads are, then you should be focusing your marketing efforts on generating more leads like them. Creating personas is a great way to help you focus on targeting your messaging and lead generation activities.

You can create detailed personas of your best prospects by enhancing your database with demographic, social, professional, and interest data (There are plenty of 3rd party solutions, including Pipl’s, to help you with this).

If you know who you’re marketing to and what’s important to them, it’s much easier to decide where and how to market.

courtesy Ant Mace

Each persona reacts differently to marketing messaging & offers, as well as frequents different sites

2. Go after the competition and intent

Mine your competition’s twitter feed or hashtags to see who the biggest influencers and followers are and make connections.

You can use an extension like scrape similar if you need a quick way to copy a list of usernames. Then, append data to the list (such as job title) to find specific users to target with promoted tweets or trends or connections.

This is also helpful when using lookalike campaigns (Twitter, Facebook & LinkedIn all offer this) that allow you target users with similar characteristics to a list that you provide.

3. Better lead qualification

We often overlook the impact waiting has on lead qualification.

According to LeadResponseManagement.org, the odds of qualifying a lead fall 6 times between the 1st and 2nd hours after lead creation.

Integrating a real-time Big Data solution, like FiveStreet has, can speed up the qualification process, weed out the low quality leads and help you prioritize which leads to contact first.

4. Form Optimization

form design 5 High Value Lead Generation Strategies

marketingexperiments.com
Shorter forms increase conversions rates

Big data can play a big part in form optimization.

Marketo found that reducing their form by two fields yielded a 20 – 34% difference in lead cost and conversion rates.

By using a Big Data API to parse full names, you can shorten your forms and increase your conversion rates.

How to do this:

  1. Replace the separate “First Name” and “Last Name” fields” in your form with a “Full Name” field instead.
  2. Integrate an API, such as our free Name API into your form or CRM
  3. The Name API will then use Big Data to accurately parse full names regardless of their origin or complexity

5. Data Hygiene

Your database isn’t static. Contact information, social profiles, job titles, and employers are constantly changing. What was a mediocre or incomplete lead a year ago, could be a hot lead today.

Performing regular data hygiene to update and correct lead information can uncover lots of value.

For instance, Velocify found that duplicate leads convert at 167% higher rate than the average lead. Scanning your database for duplicate leads (by name, name variations and email address) can end up being a ROI-positive activity for lead generation.