Sales Leads: Maximize Your Sales From Longer-Term Sales Leads
Sales leads are the bread and butter of most sales organizations. It's their ability to convert a new lead or customer into an in-bound lead or customer that helps any business generate revenue.
The process starts with creating a great landing page that entices someone to request more information about your product or service. This can be as simple as sending your marketing team a link to click, but they need some help converting those clicks into leads so they can build out their pipeline more effectively.
While the rest of your sales organization focuses on getting more qualified leads coming through their pipeline, you need to focus on getting longer-term sales leads. Here are some strategies to get there:
1. Think about what your target audience wants in a lead When you think about your ideal lead, what do you want them to have? Do you want them to be very specific in what they want? Are they interested in your company's product or service, or are they looking for someone who can help them solve a problem that they have? Knowing this will help you create messages that are more targeted and will actually get less prospects interested.
2. Create content that will get leads to request more information Once you have the prospects interested, you need to help them ask for more information and become interested in your company. You can do this by creating a lead questionnaire or FAQ that they can fill out. This will get them interested in becoming set up as leads so you can start following up with them on a regular basis.
3. Appeal to their needs and wants Once the leads are requesting more information, it's time for you to start getting more specific about what they want your product or service to do for them. Go into detail about what you do and why they'd want it. This will help you create more value for your prospect, which will help them become an in-bound lead or customer.
4. Start creating content that can be used for educating and guiding leads You don't have to follow your process exactly when creating content for leads, but you need to use the same principles that you do when creating your product pages or blog posts. This means that you need to have great content that really helps your prospects take the right steps with your product or service.
5. Inspire your leads to become buyers The last thing you want is a lead that's only going through the motions. You need to inspire them to take action they'd normally not take by creating content that would encourage them to buy. This can be as simple as providing some more information about features in your product or service, or it can be something much more creative like sending your leads a new sales video after they fill out the questionnaire you provided.
6. Don't stop following up until your leads purchase There's no reason for you to stop following up with those leads once they are interested, but you don't want to overdo it either. You can either have one follow up call or emails that all focus on one specific tactic to get them to buy. Either way, you want to make sure that they purchase before they become out-of-sight and out-of-mind.
7. Track all the information you can about the leads All of this work is for nothing if you don't track what's happening with the sales leads that you're working so hard to get. If it's a goal of yours to increase revenue by a certain amount in the next year, then it makes sense for you to not only track how many new leads you're getting each month, but how many of those become customers too.
With all of these steps, you'll be able to get more leads that are interested in your company for longer periods of time. Once you're able to do this, you can really start tracking how much revenue your sales team is generating and how effective the leads truly are.
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ABOUT THE AUTHOR Matt Ackerson is a Co-Founder of Ackerson Marketing , a boutique consulting firm that helps businesses achieve measurable success in digital marketing . Connect with Matt: Google+ | Website | Twitter | Email |
Posted by Matt Ackerson at 5:38 PM
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Conclusion The fact that you have created one or more landing pages is not enough to get the email addresses of your leads. You need to make your website navigation very attractive and easy to follow, which means that you need to optimize all the areas of it for SEO, meaning that you will have links and internal links from every page of your website linking back to the page where visitors land at. If you want more on making links from pages on your site, please read How to Make Links From Your Blog . As for email marketing, it's a good way to build a relationship with your leads.