Lead Generation in export marketing
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Lead Generation For Exports
Presentation By Saket Bharadwaj
01 Market ResearchVery Important Aspect For Any Business To Begin With
Agenda
02 Distribution ChannelDefining Target Audience, Defines Distribution Channel
03 Sources of Lead GenerationStudying Different Sources For Generating Leads
04 Leads FunnelVarious Stages of Leads
05 Live DemoOnline Lead Generation - Live Case Study
What is the biggest asset that any company has?
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Market Research
Very Important Aspect For Any Business To Begin With
Market Research
Searching Right Markets
Identify Potential Markets
Study about the critical parameters 
about the country such as political 
scenario, current affairs, crisis or 
calamities (if any) etc
Every country has a unique market-
dynamics thus your marketing 
strategy needs to be defined 
accordingly 
Market Research
Trade Agreements Between India and Your Target Country
SAFTA CECA
SAPTA APTA
ISFTA CEPA
Understand about trade agreements between India 
and the countries where you want to export
Market Research
Competitive Landscape
Know Your Competitors
Price Points
Identify trends that affect Sales & Profitability
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Distribution Channel
Defining Target Audience Defines Distribution Channel
Distribution Channel
Target Audience
Direct Sale – End Consumer
1 Step Distribution – Retailer 
– End Consumer
2 Step Distribution – Dealer – 
Retailer – End Consumer
3 Step Distribution – 
Distributor – Dealer – Retailer 
– End Consumer
B2C B2B
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Sources of Lead Generation
Studying Different Sources For Generating Leads
Lead Generation
What is a “Sales Lead”?
A Sales Lead is a Person or Business who may eventually 
become a Client.
What is Lead Generation?
The action or process of Identifying and Cultivating potential 
customers for a business's products or services.
Lead Generation
Sources Of Lead Generation In International Market
Internet / Web Research
Tradeshows and Business Events
Organizations
Lead Generation
Search Engines
In today’s world, lead generation is 
mostly carried out online.
Understand which search engines 
work better in your targeted territory
Lead Generation
Sales Intelligence Tools
Online Directories, Yellow Pages
Data website like Zoominfo, Discover Org, Lusha 
and InsideView provide integrated and actionable 
sales and marketing intelligence - including in-
depth company, contact, org charts, and buying 
trigger data
You can buy reports and leads from Research and Survey Companies
Lead Generation
Social Media
LinkedIn - LinkedIn is 277% more effective for 
lead generation than other competing social 
networks sources, according to HubSpot.
Quora – Question and Answer site with big 
engaged audience
Lead Generation
Your Website can become a lead capturing Your Websi te  
tool through an inquiry form
Blogging/Vlogging 
Interesting Content
Call To Action
All inquiries that you receive are HOT LEADS
Lead Generation
Tradeshows And Business Events
Industry Focused Trade Shows
Business Events
Seminars Or Webinars
Formal Or Informal Networking  Etc.
Lead Generation
Organizations
Seeking assistance from Govt or Non-Govt 
organizations for data base
MSME, APEDA, Chamber of Commerce, Industrial 
Associations etc.
India’s overall exports (Merchandise and Services 
combined) in April-August 2019-20
USD 227.36 Billion
59% 41%
Merchandise Services
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Leads Funnel
Various Stages of Leads
Lead Generation
Leads Funnel
Leads Generation STAGE 1
Lead Scoring / 
Validation STAGE 2
Lead Nurturing STAGE 3
Contacts STAGE 4
New Business
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Live Demo
Online Lead Generation - Live Case Study
Live Case Study
Thank You