How to Convert Leads and Make More Sales
There is no point in working hard to collect leads if you don’t take the proper measures to convert them into sales. Without a proper lead nurturing program, your database isn’t doing much for you.
But maybe you are a little confused or overwhelmed by the follow-up process, and unsure where to start. Well we’re here to help!
Lead nurturing is a system involving sending out a series of correlated emails to early-stage leads in order to prepare them to purchase your product or service. This tactic is a great way to maintain interaction and keep your prospective customers from forgetting about your business.
There are a number of different kinds of emails that you may send as part of this program, but each will provide the reader with content (in the form of an ebook, whitepaper, video etc) that is valuable to them in some way. Choosing what kind of emails to employ, and when to send them depends largely on the stage of the lead.
Here’s a look at a few different types of emails you may choose to send in your endeavor to convert leads into sales:
· Educational emails offer the reader an opportunity to learn more about your area of expertise.
· Promotional emails inform the reader of any exciting sales, specials, or promotions you are currently offering.
· Best practices emails are like educational emails, in that they teach your prospective customers something new. For example, if you own a bicycle shop, you might choose to educate your customers about the best practices for bike safety or maintenance.
· Demo/ product emails may offer a free demonstration or product to the reader. For example, an in-store demonstration of how to properly install a child seat on a bicycle.
· List of resources emails provide a list of industry related resources that the reader may find helpful, such as a list of websites that will help them to find popular biking destinations or trails.
Sounds good doesn’t it? You’re probably wondering how to fire up one of these programs, but there are a few things to consider before you jump right into it. Kick start your program by asking yourself these questions:
· Are you implementing adequate lead collecting tools, such as calls to action on your webpage to insure you are collecting new leads, and not just recycling a stale list of contacts?
· What problem are you helping these potential customers to solve? The answer to this question will greatly affect they type of content you send in your emails.
· Are you going to purchase software to create an automated system yourself, or do you plan on hiring a digital marketing consultant to manage the project for you?
Remember, establishing contact with your leads quickly is key. Studies have shown that 35-50% of the time consumers choose to purchase from the first vendor that responds to an inquiry.
Time is ticking! Get started on nurturing those leads now!