Lead Generation That Works: The People-First Approach
- Ray lang
- Nov 9, 2024
- 5 min read
Updated: Feb 8
When it comes to lead generation, the challenge is clear - How do you attract meaningful enquiries without getting lost in the crowded, competitive space of “best practices” and “must-try tactics”? While countless tools and methods exist, the real key to effective lead generation is to focus on people first.
Lead generation isn’t just about pulling in numbers; it’s about understanding the human side of every interaction. This article isn’t a step-by-step formula - it’s here to make you think critically about what you’re doing, why you’re doing it, and how you can make lead generation work harder and more personally for your business.
TL;DR - Get to the Point
Focus on attracting the right people, not just anyone.
Use a mix of traditional methods and new tools to reach your audience meaningfully.
Prioritise leads who align with your ideal customer profile.
Create content that resonates at every stage of the buyer’s journey.
Leverage loyalty programs and referrals to turn satisfied customers into advocates.
Collaborate with brands that share your audience for mutual benefit.
Ensure alignment across departments to enhance lead generation efforts.
Focus on long-term strategies that align with your business values and goals.
Get Clear on Who You’re Trying to Reach
If you’re not clear about who your ideal leads are, any strategy will feel like a shot in the dark. Effective lead generation starts by understanding your audience deeply. Think about their unique challenges, what drives them, and the solutions they’re actively seeking. The more you can personalise your lead generation to meet them where they are, the more effective your approach will be.
Pro Tip: Start by creating an in-depth persona of your ideal customer, including their specific pain points, values, and what makes them tick. This persona should guide every decision you make in your lead generation process.
Ask Yourself: Are your current strategies aligned with the people you actually want to connect with, or are you simply casting a wide net and hoping for the best?
Combine the Old with the New - But Keep It Personal
Traditional methods like networking, referrals, and direct outreach still play a vital role in lead generation. Word-of-mouth leads, for example, convert 3-5 times higher than other lead types (Source). Blending these approaches with modern techniques—like video content and user-generated content (UGC) - helps capture attention across diverse platforms. Video content, for instance, generates 1200% more shares than text and images combined (Source). This makes it an excellent tool for building engagement.
Pro Tip: Encourage UGC by inviting customers to share their experiences. This creates a community around your brand that builds trust and credibility.
Ask Yourself: Are you exploring new, engaging ways to reach your audience, or are you sticking with the same approaches that may not resonate anymore?
Quality Over Quantity - Every Time
Many think lead generation is all about numbers. But chasing high numbers often leads to unqualified leads and empty inquiries. Instead, focus on the quality of leads that actually have a need for your service. A smaller list of high-quality leads is far more valuable than a massive pool of cold contacts who are unlikely to convert.
Research shows that lead nurturing through targeted outreach can lead to 20% more sales opportunities (Source). Integrating lead scoring techniques that prioritise leads based on engagement allows you to focus your energy where it matters.
Pro Tip: Use lead scoring to keep track of engagement levels. When a lead hits certain engagement milestones, that’s your signal to reach out personally rather than pushing them through a one-size-fits-all funnel.
Ask Yourself: Are you focusing on quantity or quality? Are your leads actually interested in your business, or are they just passing through?
Content as a Lead Magnet: Aligning with Each Stage of the Journey
Your content should offer value at every stage of the buyer’s journey—whether it’s blog posts for awareness, case studies for consideration, or whitepapers for decision-making. Statistics show that webinars, for example, have a 55% attendee-to-lead conversion rate (Source). By diversifying your content types, you meet leads where they are and keep them engaged.
Pro Tip: Try using interactive content like quizzes or assessments to engage users actively and capture insights into their preferences and needs.
Ask Yourself: Is your content just ticking the SEO box, or does it truly engage and provide value to potential leads?
Don’t Forget About Existing Customers
Existing customers are often the most overlooked source of new business. Loyalty programs, referral incentives, and exclusive offers can turn satisfied customers into advocates. 92% of people trust referrals from people they know (Source). This makes it one of the most effective methods for new lead acquisition.
Pro Tip: Create a simple referral bonus or loyalty program that rewards customers for bringing in new clients.
Ask Yourself: Are you maximising the potential of your current customer base to generate leads, or are you constantly focused on finding new prospects?
Form Partnerships with Complementary Brands
Building partnerships with businesses that complement your own can expand your reach. For instance, if you’re in B2B SaaS, partnering with a CRM company might expose your business to leads already interested in related solutions. Joint webinars, content collaborations, or co-branded events are great ways to leverage a shared audience.
Pro Tip: Partner with brands whose values align with yours to ensure a seamless collaboration that adds value to both audiences.
Ask Yourself: Are there businesses out there that serve a similar audience and could provide a valuable partnership?
Cross-Functional Collaboration: Align Sales, Marketing, and Operations
In a well-functioning lead generation strategy, all departments should be working toward the same goals. When sales, marketing, and operations are aligned, lead generation flows more smoothly, ensuring better lead quality and higher conversion rates. Data shows that companies with strong cross-functional alignment see 36% higher customer retention rates and 38% higher win rates (Source). Collaborating effectively allows each department to bring its strengths to the table, delivering a more seamless experience for the lead.
Pro Tip: Regular team meetings to align goals and feedback loops between sales and marketing can boost lead conversion and engagement.
Ask Yourself: Is your team aligned on lead generation efforts, or are departments working in silos?
Final Thoughts: Sustainable Growth Through Thoughtful, People-Centred Lead Generation
Lead generation done right isn’t about adding numbers to a pipeline; it’s about building relationships, creating value, and approaching each lead with a people-first mindset. Modern strategies, emerging technologies, and traditional approaches all have their place, but they should serve one purpose: connecting authentically with potential clients.
The strongest lead generation comes from balancing data-driven tactics with human-centred approaches. Sustainable growth requires more than just quick wins - it means using methods that align with your values and can evolve with your business. At SalDevo, our best leads come from a mix of network connections, word-of-mouth, and the reputation we’ve built for delivering real value.
Are your current tactics building connections and creating real value? That’s the question that can drive you toward more meaningful, impactful lead generation. Discover the potential within your strategy with a BlüPrnt assessment.
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