Definition: Lead Hacking

Last updated on February 16, 2016 by Wart Fransen in Lead Generation
Definition: Lead Hacking

Before we dive into what exactly lead hacking means, let’s quickly remind ourselves what a lead is. A lead is simply a person or business that may eventually become a client.

Once you have collected a lead, you’re going to need to figure out how to convert that lead into an actual sales. That’s where lead hacking comes in. The goal of lead hacking is to get the best possible result in the shortest amount of time.

This post is designed for those who want to hack sales or leads for a B2B service, to efficiently accelerate the pace at which you close deals.

At LeadBoxer, our focus is on the identification of low-hanging fruitThis means the type of lead that can be convinced to convert into a customer with very little effort.

The point of lead collection is to have dialogues with as many high quality potential customers as possible. If you want to sell or promote your product, which we’re guessing you definitely want to do, you need to be talking to the people who will be most interested in using your product. In order to do that, you need to find opportunities to have conversations about what you’re offering.

Talk to potential clients and close deals and success will follow.

How do you do talk to potential clients?

  1. Identify potential customers
  2. Qualify the lead
  3. Contact and engage the lead

This is the first post in a  series and will cover the following:

  • Lead Hacking and related definitions
  • Lead Identification

Lead Hacking 101: A Short Intro

Sales or lead hacking refers to any technique used to positively influence sales efforts, everything from psychology to technology. Hacking sales helps to identify (new) sales channels. Many companies use costly automated marketing software and employ dedicated staff to generate leads and pursue them. Startups don’t have time to mess around and need to get right to the point – established organizations can also learn from this.

Basic Steps to Start Hacking Leads
A lead is a person or business that may eventually become a client. In this article, we focus on jump-starting lead generation and identification, because this type of sales hack will get you from A to B, meaning from little or no sales, towards traction, the holy grail for startups.

In a nutshell, hacking sales with the help of leads can be carried out in three steps:

  1. Identification – To start, figure out who visits your site to learn about your products and services.
  2. Qualification – Collect information about the lead – contact info & specific interest.
  3. Contact and engagement – Get in touch with these companies to see if you can sell your products & services, or to at least start a conversation with them.

Lead Identification

When a company visits your website, they have shown an indication of interest. They are low-hanging fruit in terms of sales, since they are interested in your product. Identification tools like LeadBoxer help you see which companies have been on your website. For example, identification software can show you all the visitors from the Gaming industry who have downloaded your product brochure in the past week.
Another aspect of this data is that it tells you who you should be talking to, if you are not already talking to them. Reverse-engineer your target audience by learning who is interested in what you are selling.

Take-home message: the important thing is to Get Talking! ‘Lead identification’ is code for figuring out who to talk to.