Lead Generation

If you're a business, then you need customers. We can help you. We have different lead generation packages to suit every need.

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lead-generation-on-iphone-14

What is Lead Generation?

Lead generation is the process of identifying and attracting potential customers, known as "leads," who have shown interest in your product or service. This is often done through marketing strategies like social media campaigns, email marketing, content marketing, SEO, and paid ads.

Think of it like filling the top of your sales funnel—getting people interested and then guiding them through your sales process until they (hopefully) become paying customers. Good lead generation targets the right people, with the right messaging, at the right time. It's all about turning casual browsers into engaged prospects!

For example, using a well-placed call-to-action (CTA) on a landing page that offers a free eBook or demo in exchange for a visitor’s contact info—that’s lead generation. Once you've captured these leads, they can be nurtured with more targeted marketing to convert them into customers.

In digital marketing, lead generation is key to building your pipeline, whether it’s for B2B or B2C markets.

Download your own Lead Generation infographic

Do you need lead generation for your business?

Unless you're in a really fortunate position of not wanting or needing more customers, you'll find that nearly every business has one question in mind: How do you get more customers via lead generation?

And more importantly, how do you acquire new clients cost-effectively?

The answer is to create a customised lead generation plan for your business.

What is a lead?

A lead is a qualified customer enquiry - someone reaching out to you saying 'Yes, I'm interested in your business! Please contact me'. A lead is a person or business who has shown interest in your product or service, and might become a customer. They’ve given you a reason to believe they could eventually make a purchase. Typically, this interest is expressed through some kind of interaction, like filling out a form, signing up for a newsletter, or engaging with your brand on social media.

Leads come in different flavours, depending on how "warm" they are:

Cold lead – Someone who fits your target market but hasn’t shown much interest yet.

Warm lead – A person who’s engaged with your brand in some way, like downloading a whitepaper or responding to an email.

Hot lead – Someone ready to make a purchase or take the next step, such as booking a demo or requesting a quote.

Capturing leads is the first step, but then you’ve got to nurture them - building a relationship until they’re ready to convert into a paying customer.

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astronaut holding-moon

How lead generation works.

There are different ways in which people generate leads. We will naturally monitor the campaigns daily, making improvements and optimising them as we go. And then it's up to you to follow up on all the sales leads that come pouring into your business.

Once we've tested and refined the audiences and the creative message and design, we then ramp up the spend behind it, because then we know we have created a top-performing sales funnel that can scale.

01

Appointment setting

Some hardcore sales reps swear by cold calling. It separates the wheat from the chaff. We're fans of cold calling - fortunately we have team members who are not phased with talking to complete strangers on the phone! Ask us about our Appointment Setting service, and find out whether it is something we can do for you.

We also have automated approaches to generating leads that are less reliant on humans, see more below.

02

Lead gen & Sales funnels

The "spray and pray" approach to lead generation might have worked for you in the past, but it's not sustainable. To create a pipeline of quality sales leads, you need to sweat it. You need to reach new prospects daily and, hopefully, turn them into paying, loyal, lifelong customers.

This is where funnel marketing comes in, or customer journey creation. This is a great way to build up an automated, consistent lead generation pipeline.

03

Lead gen strategy

The beauty of having a clear, unique lead generation strategy lies in the fact that people are contacting you asking for quotes or more information. Your lead generation strategy should cover: Identifying your goals, determining your budget, identifying your target market's buying personas to create compelling messaging that appeals to each persona, and finding the right channels that will reach them where they are - this might even be paper or street-based marketing overlaid with digital marketing. Choose your channels - this is where our magic comes in; we set the campaign's duration, make it live, and optimise daily with continual improvement.

See how Shift ONE Digital can grow your brand & business.

SEO: Increased traffic means increased sales.

Social media and content marketing: we will create next level content that will grow your sales.

Paid media and online ads: effective paid ads that drive sales.

Website development: beautifully designed websites that grow your business.

Lead Generation packages

Talk to us about how we can create a mix of our lead generation offering, tailor made for your business, to create a high converting funnel of leads for your business. These packages focus on 'top of funnel' or early stage enquiries. Pair them with our middle of funnel email strategies and you'll be set for success!

SOUTH AFRICA: Looking for leads from RSA?

Are you a South African-based company looking to grow your business? We can help! We have purposely kept our lead gen prices low to support local companies - if these are still too high, let us know! We can come up with something that suits your pocket.

Appointment Setting

R19,950pm
  • We supply the databases
  • POPI compliant.
  • Data sourced from RSA
  • Or we can use your data
  • We set up minimum of 5 MQL appointments (MQL means a warm lead)
  • R9,950 once off setup fee payable in month one
  • Payable up front each month via debit order
  • Cancel any time
  • Prices exclude VAT
Get Started

Sales eMailers

R23,950pm
  • We supply the databases
  • POPI compliant
  • Data sourced from RSA
  • Or we can use your data
  • Auto drip mailers for top sales results
  • R9,950 once off setup fee
  • Payable up front each month via debit order
  • Cancel any time
  • Prices exclude VAT
Get Started

LinkedIn Leads

R25,950pm
  • For us to run top converting ads on Linkedin
  • We know which type of ads work and how to make them work
  • LinkedIn Ads generate a stream of enquiries
  • Ads can be scaled up or down depending on how many leads are required
  • R9,950 once off setup fee payable on month one
  • Payable up front each month via debit order
  • Cancel any time
  • Prices exclude VAT
Get Started

Full House

R39,950pm
  • Appointment setting - everything included
  • Sales eMailers - everything included
  • LinkedIn Leads - everything included
  • R15,000 once off setup fee
  • Payable up front each month via debit order
  • Cancel any time
  • Prices exclude VAT
Get Started

USA Lead Generation: Looking for leads from USA?

Appointment Setting

$1,999pm
  • We supply the databases
  • Data privacy compliant.
  • Data sourced from USA
  • Or we can use your data
  • We set up minimum of 5 MQL appointments (MQL means a warm lead)
  • $950 once off setup fee payable in month one
  • Payable up front each month via direct debit
  • Cancel any time
Get Started

Sales eMailers

$2,900pm
  • We supply the databases
  • Data privacy compliant
  • Data sourced in USA
  • Or we can use your data
  • Auto drip mailers for top sales results
  • $3,500 once off setup fee
  • Payable up front each month via debit order
  • Cancel any time
Get Started

LinkedIn Leads

$2,900pm
  • For us to run top converting ads on Linkedin
  • We know which type of ads work and how to make them work
  • LinkedIn Ads generate a stream of enquiries
  • Ads can be scaled up or down depending on how many leads are required
  • $1,999 once off setup fee payable on month one
  • Payable up front each month via direct debit
  • Cancel any time
Get Started

Full House

$4,999pm
  • Appointment setting - everything included
  • Sales eMailers - everything included
  • LinkedIn Leads - everything included
  • $4,999 once off setup fee
  • Payable up front each month via direct debit
  • Cancel any time
Get Started

Lead Generation and your customer's journey

Creating customer journeys means that your sales pipeline is constantly full of people who want to do business with you.

But having a full pipeline of leads means you still have to do the conversion (in a B2B space especially). At the end of the day, all we're doing is sending customers your way, it's up to YOU and your business to follow up on those leads swiftly, and turn them into customers, and then delight them so that they turn into promoters of your business.

Turn your customers into your own sales reps!

12-step-b2b-lead-generation

How does B2B lead generation
differ from B2C lead generation?

B2B lead generation differs from B2C lead generation in that B2B lead generation is more focused on creating long-term relationships and providing value through education and trust, while B2C is usually faster-paced, with a focus on appealing to emotions and generating immediate sales. Let’s break it down:

01

Target Audience

B2B
You’re targeting businesses—companies, decision-makers, and teams. These leads tend to be more specific, with roles like CEOs, procurement managers, or department heads. The focus is on their business needs, pain points, and how your solution helps them achieve their goals.

B2C
The audience is individual consumers. Here, you’re appealing to personal interests, desires, and emotions. The messaging is usually simpler and more emotionally-driven.

02

Sales Cycle

B2B
The sales cycle is often longer and more complex. Decisions involve multiple stakeholders, and purchases are typically higher in value. Leads are nurtured over weeks or even months, and trust-building through content like whitepapers, webinars, and case studies is crucial.

B2C
The sales cycle is typically shorter. Consumers make quicker decisions, sometimes based on impulse or emotional triggers. B2C lead generation focuses on making the process smooth and quick, often leading to immediate purchases.

03

Lead Quality & Volume

B2B 
It’s often about quality over quantity. You don’t need thousands of leads—just a few highly qualified prospects that are a good fit for your solution. Lead generation efforts target specific personas with tailored content, aiming for a high conversion rate.

B2C
In B2C, it’s often about volume. You want as many leads as possible because the conversion rate might be lower. B2C leads are often generated through wide-reaching campaigns on social media, paid ads, and influencer partnerships.

04

Nurturing Process

B2B 
The nurturing process is more hands-on and longer. It might involve personalised email campaigns, one-on-one sales calls, and detailed content like case studies or product demos. Building relationships and trust is key.

B2C
The nurturing process in B2C is faster and usually more automated, focusing on keeping the lead engaged until they’re ready to make a purchase. Tools like retargeting ads, simple email sequences, and incentives (like discounts) are used to speed up conversion.

05

Decision-Making

B2B 
Decisions are more rational and data-driven. B2B leads need to see clear ROI and how your solution solves their pain points. They may need approval from various stakeholders.

B2C
Decisions are more emotional. Consumers often make purchasing decisions based on desire, trends, or personal satisfaction rather than a deep analysis of ROI.

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Get started with us today!

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How to integrate Lead Generation into your marketing campaigns.

There are various online channels that you can use to harvest fresh leads. However, each platform will require a unique approach and strategy. For instance, the types of customers you'll find on Facebook aren't necessarily the same as the types you'll find through a Google Adwords campaign. It's important to choose the right mix of channels for an integrated approach to lead generation.

Frequently asked questions

B2B client testimonials

Happy clients = happy us

  • "I've worked with Dylan since she started Shift ONE digital and I must say that I can't imagine working with anyone else. She treats my business as if it were her own. She's knowledgeable, passionate, creative and innovative. I can highly recommend Shift ONE for all your above and below-the-line marketing requirements."

    Karin Chisholm, CEO, Career Planet

  • "Working with the staff at Shift ONE has been seamless. Their innovative ideas, attention to detail, and quick turnaround time have helped elevate our business to the next level. Their detailed report-back sessions make it easy to stay informed and on top of everything."

    Lecico

  • "Just a quick to note to say thank you to you and team for building such fantastic momentum over the past two weeks. Great engagements, powerful brainstorming sessions and very thought-provoking and crucial conversations! So glad you’re here!"

    MOYO

  • "We deeply appreciate how you roll with us and our madness and all-over-ness. It is deeply appreciated. You really understand the rhythm of our business incredibly well."

    Aephoria

  • "High praises for TDT and EAP home page and video. No changes to the layout structure or video!"

    THT

  • "Super happy with the wireframe for ISS! You have a good reputation and you are experts in your fields, so I'm confident in leaving the heavy lifting to you. I can't wait to see everything come together."

    ISS

  • "Thank you for the professional video shoot organised at our CT offices."

    Mobius

  • "The Mining Indaba was a great event, great contacts and flyers were top notch."

    Kuchera

  • "For the new look and feel of our website, we love it!"

    CEO of Sirdar

  • "The social media looks great, love the theme! Its amazing how you guys can make it so distinguishable from other posts but still so similar to everything you've done before!"

    IPT

  • "I actually love the article! The tone was spot on!"

    Nadia

  • "It was a pleasure working with you and Michelle was a superstar!"

    Dell

  • "I've received the updated Facebook cover image. It looks fantastic! I really appreciate the work you've put into it."

    Ashleigh De Wet, Seeff

     

  • "Thank you for the stunning article!"

    Merchant Factors

     

  • "Thank you so much for the outstanding website! We appreciate the effort."

    Egen Holdings

     

  • "S1 is a wizard at writing I am so happy a big thank you! They are all perfect and approved!"

    CEO, FMCG

  • "Can I just say - Beautifully written content and love their creativity."

    Anonymous, Marketing Manager, Retail

  • "Hey Michael, Dylan, Aaliyah

    The team and I want to say a massive thank you to you all for all your support in creating an amazing deck, videos and content (inc. website), that we were able to present in yesterday's meeting!

    The presentation went well and we certainly got everyone's attention with 100 signs in less than 30 minutes!

    I know the last few days have not been easy, with some tight deadlines, a few late nights and some last minute changes, but it has been a pleasure working with you on this! Thank you!"

    Marketing Manager, Financial Services

  • "A BIG THANK YOU to the ShiftOne team in ensuring our event was a HUGE success – especially Mike and Anet for the extra hours and weekend work in getting the last minute requests done. We really appreciate your support!"

    Marketing Director, Equipment

  • "It's been an absolute pleasure working with you and I know you and the team have always gone above and beyond for Rallim."

    Paul Roberts, Marketing Head, Rallim Preparatory

  • "Shift ONE enables us to increase our impact and improve our performance without increasing our headcount. We really lean on Shift ONE as an extension of our team. Not only do they consistently deliver in terms of digital tactics and implementation, but their close and seamless engagement with our internal team enables us to increase our impact without increasing our headcount."

    Ted Frazer, National Marketing Manager, Seeff

  • “The Shift ONE team has been instrumental in providing us with forward-thinking, growth-impacting marketing support. Their expertise has helped us grow our brand and overall business as well as to penetrate new markets and vertical cost effectively.”

    Lynn Martin, Director, Mobius Consulting

  • "We can count on them to deliver results. I didn't believe in marketing until I started working with Shift ONE. They have been key in helping us generate B2B leads in the SaaS space via an integrated digital marketing strategy. We have so much work now we've had to cut back on the marketing! We can count on them to bring new ideas to the table consistently and that's why we love working with them."

    Anthony Damian, Managing Director, Solverminds Group of Companies

  • "Thanks so much ShiftOne team – it’s been an absolute pleasure working with you during 2021 and I look forward to us pushing more boundaries and thinking outside the box in 2022."

    Patrick Ryan, Group Strategist, Mobius Group

  • "First of all I'd like to thank you for giving me an opportunity to be part of the crocs family this year through my content. I have really enjoyed the level of professionalism with which we have been communicating and getting things done.It has been a pleasure working with you this year.I am looking forward to successfully completing the remaining phase of this project and a stronger relationship with you in 2022"

    Influencer, Crocs

  • "Thank you for an amazing year and putting up with all my ways.

    I salute you definitely Nelson , thank you for always going extra miles and always being available .

    You guys are awesome, here is to many more great memories and an amazing 2022!!

    Thank you guys!"

    Jolene, Epson Motors

  • "Hi

    This was a record month for Hertex. The company achieved its highest turnover in 34 years.

    There are many highlights like online breaking highest online turnover month ever. We even beat our lockdown record! And the DC achieved their highest number of orders invoiced in one day, as well as highest Rand value invoiced in one day.

    I know that images, words, design, strategy – not to mention “kophou, moedhou-en-vasbyt” to get everything up and out on time played a real role. So WELL DONE and THANK YOU to each of you. We make a brilliant team.

    Onwards & upwards"

    Liezl De Swadt, Marketing Manager Hertex Retail

  • "Hi Mike and Anet, thank you for the past day and a bit – everything was well organized and managed and you are really professional and good at what you do! I know it is not easy pulling something like this off, but you’ve done a great job.
    Hi Dylan, you can be proud of Mike an Anet, they’ve done Shift One and we are proud the past day and it is an honor to work with them!
    Pls send my thanks to Alan and his team as well – they really know what they do, are very efficient and I can’t wait to see the end result."

    Marketing Director, Equipment

  • "Dear Dylan,

    I just wanted to say a BIG thank you for your kind assistance in creating my new website. It was such a pleasure to work with Joshua and TK, and I'm especially grateful for their creativity, diligence and patience throughout the process."

    Henry Gwani, Africa Capacity

  • "Hi Dylan,

    I just thought I'd let you know that the Infographic designed by Michael has been requested to be used by our teams in the US! They have asked permission if they can share it with their creative teams! so well done to your team!

    Just thought I’d share this note with you!"

    Marketing Manager, Equipment

  • "Dear Dylan and Jacky,

    Thank you so much for working with us to complete our lovely website! We're so happy with it, and I'm excited for my final training session coming up with Jacky.

    We have been grateful to discover that many of our new clients come to us via referrals from partners we work with, like you!

    Thank you for your incredible support which has helped us to make the work we do properly visible to the world; to enable us to continue to grow our business."

    Sheree, Brain e box

  • "Hi D

    I wanted to let you know what a FANTASTIC team you have. While you've been away, today, mid morning I received a brief from a client to produce a father's day campaign to go live today.

    Well, Michael, Dylan and Zunika and I have rallied and look at the beautiful job the team has done.

    It's such a pleasure to have worked with everyone and I wanted to say a HUGE thank you."

    Managing Director Retail

  • "You are a star! Thank you.
    WE ARE GETTING SUCH AMAZING FEEDBACK ABOUT THE SITE. Great team work… well done"

    Britt-lee Kohn, Marketing & Events Specialist The Convergency

  • Just wanted to extend a thank you for the effort and initiative for setting up the training you did on Thursday. It was executed professionally and with excellence - which I appreciated.

    Ben Schoeman, Founder & CEO Business Game Changers Pty Ltd

Group 10705

We have the right CMO for your business.

Meet with Dylan Kohlstadt, our CEO and founder, and together work out what kind of fractional CMO us best suited to your business.

Together with Dylan Kohlstadt, craft a unique Marketing Strategy and Plan for the year, that will see your businesses goals become reality, cost effectively and fast.

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