Whether it’s cold calling or LinkedIn prospecting, converting leads into customers is a crucial part of the marketing process. But it can be difficult to know which leads are sales-qualified.
Converting web strollers into paying customers requires careful lead nurturing and a well-thought-out strategy. Here are some Lead Vanguard tips to help you get started: 1. Know your target audience.
1. Know your target audience
Knowing your target audience is essential to crafting a strategy that converts them into customers. This includes a clear understanding of their buying habits and needs, as well as what type of content they consume.
Marketing Qualified Leads (MQLs) are leads that have been identified and evaluated based on specific criteria that indicate they are a good fit for the products or services your business provides. These leads have progressed further along the sales pipeline and are considered more likely to convert than a general lead.
Sales qualified leads, or SQLs, are prospects that have been evaluated by a member of your sales team and are considered a potential customer. These leads have a high likelihood of converting into customers because they have a clear need for your products or service and have progressed through the sales funnel. These leads are typically contacted directly by a member of your sales team to close the sale.
2. Build a strong online presence
A well-established online presence makes it easier for consumers in your target audience to find and choose your business. But a strong online presence takes more than just a website and social media accounts. It includes an eye-catching, user-friendly website, consistent branding across all digital platforms, and a robust Google Business Profile that features multiple positive reviews.
A lead is someone who has demonstrated interest in your products or services by sharing their contact information, such as an email address or phone number. This can be done through an online form on your website or by promoting a “lead magnet” that offers valuable content in exchange for the visitor’s contact information.
Once you have MQL (marketing qualified leads), it’s important to keep the conversation going. This means following up with your leads, providing a seamless buying experience, and following up after the sale to ensure customer satisfaction. This will help you build trust and loyalty that will ultimately lead to repeat customers.
3. Create a compelling website
Creating high-value content that is relevant to your lead’s purchase journey will help them decide to do business with you. This content can include blog articles, e-books, case studies, or videos. A good website will also be responsive and optimized for mobile devices. Keeping your website up-to-date with the latest products and services is another way to show potential customers that you are committed to their needs.
When a lead visits your website, they should be able to submit their contact information using an online form. This information can then be used to send targeted follow-up emails. According to Greaves, email follow-ups that are automated and based on behavior have proven to perform much better than more traditional methods of lead nurturing. For example, if a potential customer is reading testimonials on your site and showing signs of purchase readiness, you can automate an email to provide them with the next step they need to take to convert.
4. Get social
When it comes to converting leads into customers, social media is a powerful tool. Sharing valuable content on your social channels helps you organically demonstrate your expertise and build trust with your audience. Providing free trials or product demos also gives your leads first-hand experience with your products and skyrockets conversion rates.
Using testimonials, reviews, and user-generated content are other great ways to showcase your value proposition and establish a sense of trust with your audience. These tactics are especially useful when your leads are in the decision-making stage of the buyer’s journey.
Nurturing your leads via email is another effective way to convert them into customers. By using audience segmentation and marketing automation, you can provide personalized follow-ups that are relevant to their needs and goals.