The actions taken by a company to gain new customers come under the umbrella of ‘customer acquisition’. It is important to understand Customer Acquisition Strategy to create omnichannel lead generation to improve profits and retain customer loyalty.

Customer acquisition aims to benefit each channel of the customer journey. Here are 6 areas you should pay special attention to when creating your customer acquisition program:

1. Identify the Right Customers

Your sales and marketing strategy will only be successful if you identify the right buying demographics. While defining your target audience may seem like the most fundamental step for your B2B lead generation, you would be surprised how many businesses forget this step! Before defining your prospect demographic, first answer these three questions:

·         What sort of people need my product or service?

·         How many potential customers actually exist?

·         Will my product or service benefit them?

 Remember that if what you are offering isn't a solution to a problem, it will be difficult to gain market acceptance. Whether a start-up or established organization, people only look for a product/service when they need it. This makes it important to first identify the problem then create a solution.

2. Deliver a Message to the Consumer

In this age of information, consumers are being flooded with hundreds of promotional messages a day. This increases the probable chances of your message being ignored. It's important to create the perfect message which leads to a lasting impression. Here are some tips to write marketing messages:

·         Talk about how your solution will solve THEIR SPECIFIC problems.

·         Keep the tone soft and human.

·         Avoid too much information about your company.

·         Make it quick, clear, and easy to comprehend.

3. Use the Right Text Delivery Channels

Once you have written an effective message, it's important to deliver it through optimized channels.

1.       Print Media

2.       Paid Digital Advertising

3.       Tele-Prospecting

4.       Referrals, WOW and Network

5.       Email Prospecting

6.       Social Prospecting

7.       Inbound Marketing / Content Creation

The channels you use should constantly be evaluated by the cost per qualified opportunity and cost per lead. Stay cautious when evaluating your channel's return of investment, so it is still beneficial for your organization.

4. Witness Qualifying Events

If your message has successfully engaged your target audience, you will attain a qualification event. In simple words, this will be "an active response" from your consumers. The qualification event helps in measuring the effectiveness of your sales. In case you fail to get any responses, ask yourself these questions:

·         Are we targeting the right people?

·         Is our message clear and informative?

·         Do we need to step up our game?

5. Clarity of Product

This is the easiest point to identify because you are aware of the customer reaction to your product. The points you need to keep in mind are:

·         Is your product beneficial for the customer?

·         Is your conversion rate less than 20%?

If the answer to any of these is negative, you may need to go back a few steps: re-evaluate, re-design, re-create your product.

6. Expectations: Product, Proposal & Pricing

Once you have finalized your product offerings, it's important to evaluate the finer details. Make sure that prospects are align with consumer expectations on BANT - - budget, authority, need, and timeline, to ensure maximum acceptance and adoption by your audience.

We at SalesGig will help you change your prospect failures into a successful product with B2B lead generation sales.