DEMAND GENERATION: ASPECTS YOU SHOULD KNOW

Demand generation is the implementation of strategies to increase the visibility of a brand, and this can lead to the generation of leads ; however, generating demand and generating leads are concepts that are often confused.

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If your goal is to reach your customers, you are talking about demand generation, which has an emotional connotation when appealing to the values ​​of the organization.

If you are looking to improve your sales, then it is about generating leads , whose intention is focused on conversion, closure and loyalty.

Why generate demand?

Demand generation focuses on three key objectives:

Make the market aware of the existence of a product or service.

Position the brand  in a relevant place  in search engine lists.

Promote validation of the brand through opinions of satisfied customers.

Seen from the perspective of Inbound Marketing, the generation of demand is a more complete process, which ranges from brand recognition and attracting prospects, going through the conversion and closing of the sale, to loyalty.

Meanwhile, generation leads  only concentrates, as stated, in the conversion, sealing and retention.

In other words, lead generation is a consequence of the demand generated.

In your search for strategies to promote your product, you should not neglect the generation of leads for that of demand, or vice versa. With a campaign to generate demand, you are seeking to attract the attention of a target audience with the intention of forging a relationship of trust before they start a purchase process.

What are the fundamentals?

The fundamental aspects of demand generation, therefore, include:

The strategy must be long-term. What is sought with an Inbound Marketing campaign is to create relationships based on trust so that the prospect has the brand in mind when faced with the purchase decision. So building a reputation and brand positioning precede the sale itself.

Content is the engine that attracts and sells . Both to generate demand and to generate leads , the content that is created for the website, social networks and emails is essential. While for the first, content of interest and easily available is enough, for the second it is necessary to create more specific content, such as ebooks and webinars , that require an action on the part of the prospect: share their contact information and thus become leads . You can see it reflected in this infographic:

Helps to expand markets. By generating demand, or brand recognition, you are appealing to other audiences who can become prospects and, when the time comes, customers.

Social networks play an important role as they allow the brand to interact with the target audience even when they are not yet customers.

Brand awareness brings with it recognition and reputation , and this builds trust in potential customers.

The process is cyclical. The prospects that become leads and ultimately customers are the ones who can be brand promoters and serve the generation of demand. It is better explained graphically like this:

The benefits of generating demand include :

Achieve brand recognition.

Generate expectations among prospects.

Reach new markets.

Promote new product features.

Carry out public relations actions.

Build loyalty with current customers and turn them into brand ambassadors.

Not confusing the concepts is a first step to design strategies and implement the correct tactics to publicize your brand and boost your sales.

How do you generate demand for your brand? Do you make a difference with lead generation? How do you promote the cyclical process of demand?

Resources 

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