Convert Marketing Leads
In a perfect world, marketing leads would be ready to convert into sales the second you get their information. However, your prospects are rarely ready to finish their journey after the first direct interaction. Use these four strategies to move your visitors further into your sales funnel and convert marketing leads.
1. Lead Nurturing
Do you like companies taking hard sales tactics the moment you interact with them? Neither do your potential customers. Instead, you should focus on building a legitimate, long-term relationship with your lead. You can send helpful guides and resources to help customers make informed decisions about your product selection, or you can keep in touch via a relevant newsletter.
2. Consistent Follow Up
Don’t leave your leads hanging when they reach out to you with a question. You could easily leave a bad taste in their mouths if you drop the ball before they even make a purchase. A customer relationship management tool or contact management solution can help you stay on top of incoming inquiries, while automated reminders and templated replies can reduce the hands-on time spent on this process.
3. Personalized Recommendations
Modern consumers have so many choices that they sometimes end up in a decision paralysis. Don’t try to sell leads on your entire product line; instead, use the information you have on each person to personalize the recommendations offered. Leads might be overwhelmed by your complete product line, but if you reduce the choices to two or three, you could make their purchase decisions much easier.
4. Benefits, Explained
Your leads come into the sales funnel with an interest in your company or a particular product. However, your interactions and sales messaging must revolve around one important question: What’s in it for them?
Leave the nitty gritty details about your products for later in the sales process, and focus on emphasizing the benefits for potential customers. How can the item solve their problems? Does it improve their quality of life? Where does it fit into their daily lives? Once you answer these questions for a prospect, you can move on to overcoming the final sales objections before they convert.
Turning your marketing leads into sales is as much of an art as it is a science. By optimizing your strategies once visitors show interest in your products, you can bring in more customers and keep them around for a lasting relationship.