If you run a small business or a startup, it’s vital that you’re maximising every single lead and doing as much as possible to convert your leads into paying customers. After all, it’s no use doing marketing left, right and centre if you can’t actually convert or capture leads effectively.
It’s vital to make sure you’re marketing in the right places to attract the kind of clients who will be interested in the products or services that you sell.
To help you out, we’re going to take a look at a few ways you can maximise new business leads.
Getting the leads first
Getting the leads is probably the easiest part of the whole process. You can use platforms like tender websites, paid advertising like Google AdWords, social media marketing, even sites like YouTube and Pinterest can help you get started online.
Offline you can use leaflets, ads in newspapers or magazines, radio ads or even TV; the possibilities and different channels are literally unlimited and there are hundreds of different ways you can market to your potential clients.
The main thing to understand though is; who is your ideal client? What do they like? Where do they go? Where do they live? By learning as much as possible about them, you will know which marketing channels to use, where to target them and what message you need to use to convert them into a lead for your business.
Their impression of your business
First impressions count, so you need to make sure that a potential customer’s impression of your business, brand and company fits in with what you want to achieve and what you want them to think.
Take a look at the bigger companies out there, the colours they use, their logos and slogans and their marketing materials and see if you can work out who their target audience is for each different media.
Once you understand these simple principles, you can then tailor all your marketing to your potential leads to better convince and convert them into your own clients.
The follow up to convert them
This is the most important aspect of lead acquisition and actually involves turning them into a customer rather than just being a prospect. There are lots of businesses who have hundreds or thousands of people who they know are interested in their services but who just haven’t been convinced enough that they should choose your company instead of another competitor.
This is why you need to make sure you are following up with your leads. Talk to them, get them on the phone and find out what’s stopping them. What objections do they have and how can you work out a resolution or put their mind at ease that you are the right choice for them?
Companies that participate in tenders are highly encouraged to follow up. Tenders are a great way to put your company forward for larger projects with larger budgets, working with a more well-known companies.
When working with tenders, the content, details and thee language you use are the most important factors (as many companies can provide a solution but it is about showing that you can provide the best experience as well as the best service).
If tender writing isn’t your specialist area, there are lots of companies out there that can help you write a winning tender such as Executive Compass.
Maximising business leads all comes down to understanding who you’re selling to and why they should choose your company instead of a competitor. Keep the above tips in mind and you should see an improvement in your sales.