The # 1 best tip for better advertising leads

Posted by Alex Chapman

Assuming you had an unlimited budget. You could place your ad in every imaginal location. You had an unlimited # of ads (for example you have all the ad space on google, facebook, and all the commercials on tv, even the super bowl ads). Would you do it? Unless your selling coca cola probably not. Your advertising leads would be useless. You would be generating so many leads you would never be able to focus on the ones that matter.  
You would be generating so many leads you would never be able to focus on the ones that matter.  

Advertising Leads

You might as well just dial a random phone number and try selling to them. If you go down this route your marketing team will think they are the greatest team ever assembled. They will produce tons of leads but your sales team will be extremely ticked off.  To prevent your sales team hating the leads the two teams work together. They need to find your company's specific niche and equally as important define a MQL (Marketing Qualified Lead) together.  By having your marketing team and sales team work

Smarketing, defined by Hubspot: The alignment between your sales and marketing teams created through frequent and direct communication between the two.  The goal of smarketing is to make your advertising produce high quality leads.  These leads are turned over to sales team and are able to quickly be slam dunked for the close.

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Most products or services (more so in the B2B marketing world) only apply to a specific group of people. More times than not this small niche is plenty big for multiple successful companies. So the point here is, advertising leads need to be hyper targeted to your niche. Once you have found your niche and you know you able to target it well, unload most of your efforts to this area.  Your advertising should generate leads and if you are getting in front of the right people they will be great fit leads.  For years I had the misconception that getting in front of as many people as possible was the right answer.  Now that I have seen multiple advertising campaigns in action it's clear I couldn't have been more wrong.  The right answer is to carefully select a niche, create an ad that resonates well within that niche. Finally get in front of that niche and only that niche.  
 
Now get out there and get nichey!

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