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Le lead generation, l’Eldorado du monde digital

Le lead generation, l’Eldorado du monde digital

Le lead generation, l’Eldorado du monde digital

La gestion de la relation client est incontestablement la clé de la pérennité d’une entreprise, surtout les startups. Le lead generation a permis de mettre en évidence les avantages économiques qui découlent de l’interaction efficace avec les internautes.

La gestion efficace du lead pour mieux proposer ses offres

Le lead est un terme marketing utilisé pour désigner le client potentiel. Au même titre que le prospect, il représente un ensemble de contacts qui seraient intéressés par les offres de l’entreprise. Vous souhaitez en connaître un peu plus sur comment convertir les simples visiteurs de votre site en acheteurs ? Suivez le guide.

·         L’Acquisition ou le premier contact

Pour les relations B2B, le concept a été mis sur le marché déjà du temps des carnets d’adresses et des annuaires. Mais en ces temps-là, il s’agissait plus de l’outbound marketing qui nécessitait énormément de temps tout en étant onéreux.

Pour attirer un grand nombre de lead en un temps record, plusieurs moyens sont à la disposition des entreprises. Entre autres, il s’agit de proposer des offres gratuites qui redirigent vers un abonnement à la newsletter. De ce fait, l’entreprise est sûre de s’adresser à un prospect relativement qualifié.

·         L’Activation du climat de collaboration

La suite du processus d’inbound marketing est de proposer au lead acquis de démontrer son intérêt pour les activités de l’entreprise. Cela peut se faire par de simples publications de sondage sur les réseaux sociaux. Il est donc temps de mettre en place un CTA qui peut être sans but commercial.

Le stade d’activation (selon l’AARRR Metrics funnel Diagram) est le premier niveau pour évaluer les leads. En se basant sur la réactivité des utilisateurs sur les diffusions de la marque, il est possible d’établir un ou plusieurs buyers personas.

·         La Rétention et la fidélisation

Le gros avantage de la méthode de lead marketing est la facilité de l’interaction avec le marché. Toutefois, il n’est pas donné de maintenir le positionnement de la marque sans travailler continuellement sur sa présence sur le web. C’est dans cette optique que les enseignes rivalisent d’imagination pour un community management efficace.

Au-delà des offres promotionnelles, un sérieux engagement dans l’amélioration des produits/services proposés constitue une pierre angulaire de la fidélisation du lead. Dans le cadre marketing, le partage de sujet non-commerciaux permet de diffuser les valeurs de la marque. Et pour être sûr de son coup, il ne faut pas mettre de côté la qualité des contenus publiés.

·         Le Référencement à grande échelle

Le référencement ou recommandation dans le web est la version 2.0 du système de bouche à oreille. En d’autres termes, les leads agissent comme canaux de diffusion, plus ou moins, gratuit vers leur relation. Le rôle de la marque est d’inciter ses leads à relayer l’information voulue, à l’exemple des partages sur les réseaux sociaux.

Il est également courant de lancer un programme de promotion où les leads démontrent leur intérêt sur un tronc commun. Le nombre de réactions et la nature des commentaires sont des moyens efficaces pour quantifier le CRO. Ce taux de conversion est un KPI fiable dans le cadre de la stratégie marketing.

·         Les revenues issues des leads

Jusque-là, les retombées positives du lead generation se ressentent au niveau de l’étude de marché et la conservation de la notoriété. Ces avantages sont d’une importance capitale pour la continuité de l’exploitation de l’entreprise.

Plus directement, les leads qui deviennent de réels clients contribuent à faire grimper le chiffre d’affaires. Le taux de ventes conclues en ligne témoigne de l’efficacité de la gestion du lead depuis la phase d’acquisition. Par ailleurs, il est également possible d’utiliser les personas obtenus pour personnaliser ses offres. Dans ce cas, les catégories de leads sont utilisées pour élaborer les stratégies commerciales en proposant des tarifs adaptés.

L’effet de levier du marketing automation

On ne peut parler du lead marketing sans évoquer le marketing automation. Plus simplement, nous allons nous intéresser sur les bénéfices tirés de l’envoi d’e-mail automatisé.

·         Les newsletters, à considérer avec soin

En incitant les internautes à s’abonner à la newsletter de l’entreprise, celle-ci a le pouvoir de rediriger plus facilement le lead. Notamment dans une relation B2B, les nouvelles envoyées par e-mail, plutôt que sur les réseaux sociaux, démontre le professionnalisme.

Encore une fois, c’est une manière de fidéliser le client potentiel en étant présent dans son espace de travail. Contrairement aux publicités qui pourraient distraire, voire ennuyer le lead, c’est une invitation formelle à rendre visite au site vitrine.

Et pour vous démarquer des centaines de courriels, n’hésitez pas à mettre en objets des intitulés accrocheurs. Néanmoins, faites attention à ne pas abuser de la newsletter au risque de vous retrouver en spam.

·         Conclure ses ventes plus rapidement grâce aux réponses automatiques

Le point fort du commerce en ligne est la possibilité de vendre H 24, si le temps le permet. La grande contrainte qui se pose réside dans la réponse des questions, souvent posées simultanément par les leads. Heureusement, le marketing automation aide à alléger cette lourde tâche.

Les réponses automatiques permettent de remercier le lead pour son intérêt et de lui communiquer les contacts rapides en cas de besoins urgents. Un geste simple, peu coûteux, mais qui est essentiel dans le CRM. De plus, elles aident à récolter, à une vitesse impressionnante, les questions fréquemment posées pour pouvoir y répondre facilement. Évidemment, les agents humains seront toujours indispensables.

Quelques astuces SEO

Voici quelques tips dont vous aurez besoin :

  • Définissez un plan d’action efficace pour la phase d’acquisition du lead.
  • Utilisez la newsletter à bon escient pour vous faire connaître.
  • Faites appel aux agences marketing pour vous épauler dans le lead generation.
  • Tirez meilleure partie des données marketing et personnaliser vos offres.
  • Veillez à la qualité de votre site internet : SEO, SEA, netlinking, …
  • Activez plusieurs leviers marketing durant la phase test et trouver les bons CTA (call-to-action).
  • Analyser les impacts des stratégies marketing par les indicateurs clés de performances (KPIs).
  • Profitez de la communication digitale pour partager vos valeurs et vos actions RSE.
  • Mettez en place un service de relation-client humain en dépit de l’utilisation de l’automate.
Benoit Lecourtier
benoit@lecourtier.net

Créateur de l'agence lecourtier.net, passionné et expert dans la création de site internet et le référencement naturel SEO, mes 15 années d’expériences en agence web et com m'ont permises de mettre en place des services plus transparents & moins onéreux.

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