Forecast your business volume

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You should always correlate your lead generation process with your marketing funnel and sales funnel .

Sales cycle length
The first thing you need to analyze is the length of your sales cycles.

How long does it take to convert a lead ?

To answer this, simply take a look at all the conversions you've made in the last 6 months and calculate the average conversion time.


The less time it takes to convert a lead, the shorter your lead generation funnel will be.

On the other hand, if your conversion time is long, you will have to add many steps to your process.

You will need to properly educate and nurture your lead. This will optimize the likelihood that they vp risk email lists will come to you when they are ready to make their purchase.

Number of leads
Another metric to consider is the volume of leads that will go through your lead generation process.

You probably won't design the same lead generation stages whether you have 10 or 1,000 leads per month.

To predict lead volume, take a look at your past data.

This will give you a better view of how many leads you could reach once your process is optimized.

Lead typology
Finally, you need to focus on the profile of the lead that goes through your process.

What are their digital habits? What do they expect from a brand like yours? What social media platforms do they participate on?

To understand this, we recommend that you contact some of your current clients. Conduct interviews to learn a little more about them and what has brought them here.

Additionally, you could use some market research and data to supplement the information you will gain from this interview.

This should give you a good idea of ​​who they are… and how you might meet them!

Step 2: Design your stages
The next step is to create the stages your lead will go through from discovering their need until they become a customer.

Based on the data you have collected in the previous stage, you will be able to understand the major steps that must be involved in the purchasing process.

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For your stages, you can refer to some data models such as AIDA:

Awareness: The lead is aware of their problem and needs to solve it. At this stage, you can offer them generic information. You can easily do this with inbound strategies such as infographics, SEO (blog posts), ebooks, etc.
Interest: The lead is interested in what you have to offer. You need to capture their attention with engaging and attractive content. Provide them with content about your product or service, etc.
Desire: Once your lead is interested in your offer, trigger some content such as videos that explain why your product is better than your competitors.
Action: Lastly, you need to push them a little further to make the purchase. To ensure they take action, you should offer them special deals or discounts, a free trial of your software, etc.
This is a generic example of a lead generation process based on the AIDA template, but you can adapt it to your own lead behavior.

Keep in mind that this process can take from a few days to several months. The longer it takes, the more content you will need to feed your lead.