What are investor leads?
A pipeline of prospective shareholders you can deliberately nurture and convert over time, growing your shareholder base rather than waiting for the market to find you.
The definition
Any investor could be a lead. That isn't useful.
It can be argued that any investor on the market is technically an investor lead, but that approach to shareholder acquisition isn't effective because it isn't actionable. There is no value in a lead you can't bring along the company journey and convert into a shareholder.
Definition
An investor qualifies as an investor lead only when you have the confidence and visibility to deliberately nurture them over time into a shareholder. That is enabled by strategic control over your investor touchpoints and how investors interact with the company over time.
Every interaction an investor can have with your company is a touchpoint you can use to build their buying intent towards critical mass, ultimately converting them from an investor lead into a shareholder. Read more on how those touchpoints form the investor journey.
Signals
Where leads come from.
Each of these touchpoints adds intent. Together, tracked on infrastructure you control, they tell you who is a lead and how warm they are.
- 01An investor views a company announcement.+ intent
- 02An investor asks a question about the company on a third-party forum.+ intent
- 03An investor visits the company's socials and engages with content.+ intent
- 04An investor sends an email querying a project update.+ intent
- 05An investor signs up for the company's mailing list.+ intent
Lead generation
Investor lead generation is the first half of the flywheel.
Lead generation focuses on control and visibility, through digital infrastructure and data, to influence your leads and optimise your strategy as a whole. It runs through the first two stages of the direct-to-investor marketing flywheel: attracting investors to the company, and strategically engaging them to build intent.
Attract: maximise the number of leads
Strategies that attract and acquire new investors lean on uplifted announcements and newsflow. Your newsflow needs to be high-quality, high-frequency and well structured, with frequent touchpoints that start and nudge investors along their journey to becoming shareholders.
The interactive investor hubEngage: maximise the rate they convert
Strategies that convert leads focus on establishing direct channels and personalising your communications. Understanding the investors you are talking to gives you the information to tailor engagement and resonate more deeply with each segment.
The communications hubThe full framework, including how leads convert and how the loop optimises itself, is on what is direct-to-investor marketing?
Build a pipeline of shareholders.
InvestorHub turns announcements into leads and leads into holders, with the data to show what moved. See how it fits your IR strategy in one 30-minute call.