An introduction to Lead Generation


What is a Lead?

Lead is a very common term in business some refers to it either as contact details of a potential customer or any required information about a prospect. Even though it is a very common word most people have no idea what is the actual definition of Lead.

In layman’s language, we can describe a Lead as a thing that leads to a sale. And that thing can be a name & phone number, email id or both to reach out to a potential customer.

What is not a Lead?

On contrary to what is mentioned above is not a Lead. In simple, we can say that any personal information that does not lead to a sale can never be called a Lead. It is very important to distinguish between who is your Lead and who is not.

some of the most common examples which are not Leads are Twitter followers, Instagram followers, Facebook friends, Youtube subscribers. Unless they signup for your lead form with their details they are not your Lead. But they will remain as a Lead of those social media platforms.

Why do businesses need Lead?

Lead is an important factor that determines the development of a company. The growth of a business is directly proportionate to the sales generated. More Leads means more sales.

Without Leads, there are no sales and without sales, there is no revenue to run a business. No matter how good is the product or service of a business if nobody willing to buy it.

Which businesses require Lead?

All the companies in the B2B sector require Leads as their income is solely dependant on the sale of their product or service to one another.

But when it comes to B2C, not every product need Leads. It is practically impossible to assign a sales team to close a sale of a product that is cheaper in price and easy for a customer to decide as no huge risk of money is not involved.

For example, if the product is a one rupee candy then the company has to spend more on marketing rather than implementing a sales team as the product requires mass targeting.

But things are different in the case of buying a car or home. Here the cost is high so the risk is also higher therefore a sales team is required to convince the prospect to purchase their products. As the product is higher in price the number of customers will be limited so Lead Generation is required for completing a sale.


In the above figure, we can see when does a company need Lead generation? For a product or service of a medium to high price only Lead Generation is required and for a low priced products marketing effort is more required for sales rather than reaching individually to customers. And we can see B2B sector is dominant for the requirement. 

How to generate Leads?


1. Create a Lead Magnet

The purpose of Lead Magnet is to attract the target audience by giving anything valuable in return for their personal information. Popular Lead Magnets are free E-book, free webinars, course videos.

2. Generate Lead Form

Once Lead Magnet is ready the next step is to generate a Lead Form that collects the required data of the prospect and link it to the Lead Magnet. So that it will be mandatory for a prospect to provide the required information to get the Lead Magnet like a give and take policy.

3. Drive traffic to the Lead Magnet

The next step is to drive traffic to the Lead Magnet. There are so many methods to drive traffic such as Facebook Ads, Google Ads, SEO with the only aim is to get a click.

4. Collect Lead

Finally, a prospect clicks on the link of the Lead Magnet and fill up the Lead Form to get it. 



1. Signup to email identifier tools

Here most of the Leads are those who are in the top positions of a company like CEO, CXO, COO, MD or any Managers who are the real decision-makers of the firm to reach out for unlike B2C. For that, you need to signup for an email identifier tool. Almost all tools work similarly with only changes in their interface. Common tools are, get prospects, mail shake.

2. Add Browser Extension

Once you signup for any of the tools the next step is to add the browser extension pin on the browser.

3. Go to the website of the prospect

The most important step is to find out who is your potential client and make a list of it and visit their company website.

4. Collect Lead

Click on the extension pin of the tool on the browser then a list of email id related to the company will be shown. Collect the required email id and reach out them.

B2B Lead Generation Process

Now you got a basic idea about Lead Generation for both B2B and B2C businesses. Follow these techniques to find Leads to scale your business.

21 thoughts on “An introduction to Lead Generation”

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