Free marketing tips for sme's

Convert more leads into prospects and grow your business

Convert more of your leads into prospects

Leads are the lifeblood of your business and if you don’t have regular leads coming into your business then you can find it a struggle to grow to the levels you deserve.

It is important that before you start lead generation you have a good online foundation in place.

This means, having a website, social media profiles, google business page and all of the NAP details need to be accurate and up to date.

So how do you get more leads?

Well getting more leads is an art in itself but quite simply you need to make sure that as many eyeballs are seeing your lead qualifying messages on your online assets.

The messages you send out on social media need to be relevant and provide a solution to your ideal customer’s problem.

Any new content that you create for your website needs to be submitted to Google as soon as it is published this will help with indexing your site and ensuring that your keywords are picked up quickly by the search engines.

You need to become consistent with creating and promoting your content.

Build social proof of what you do well by asking for testimonials from your customers.

Don’t wait for your customers to go and do your review, send them a link to the review page.

If you do the above you will start generating more leads.

So what do you do to turn leads into prospects?

Well, firstly you need to make sure that the leads that you acquire are qualified.

It all depends on what type of leads they are.

If it is an online enquiry, is it possible for you to have a simple form for the lead to complete before sending their enquiry?

Maybe you get phone enquiries, having some questions ready to qualify the leads would ensure that you could qualify the enquiry quickly.

But one of the best way to qualify your leads before they even contact you is with your message.

A well-crafted message, appealing to your target markets problem well ensure that only qualified leads will search you out for more information.

If you have an opt-in form on your website, try playing with your headlines

An example could be “download our free report which shows you my product or service can solve your problem A”

Well only the people who download the Gromit A report will be interested, these are your qualified leads or prospects.

Where are your leads coming from?

Do you have access to your google analytics?

Google Analytics is a free tool which is invaluable in showing you where your leads and website visitors are coming from if you have a WordPress website and want to set up your google analytics, check out this article here.

What about the social media channels that you are on, do you check your insights?

Most social media channels provide insights, this allows you to see data such as clicks to your websites, views etc.

It is important that you use a good CRM which you keep updated with new leads.

Customer relationship management (CRM) is an approach to manage a company’s interaction with current and potential customers. It uses data analysis about customers’ history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth (source)

Make sure you tag your leads or prospects with something that indicates where they have come from.

 Over time you will start to see a pattern which will show you where most of your leads are coming from.

Nurture your leads to turn them into prospects

It is important that once you have a lead that you are able to nurture them so that they become a prospect and eventually a customer.

Some of the ways that you can nurture a lead are email marketing software such as Mailerlite or Aweber.

You can even use your social media assets including messenger bot or snail mail (unique in this day and age).

Or you could go old school and pick up the phone, I say why not, what do you have to lose?

Basically you need to be able to nurture your leads so that when they are ready to turn into prospects or customers you are top of mind.

Convert more leads into prospects by having a call to action

I see so many online assets where the business owner has not used a CTA.

A CTA is very important as most visitors to your website will need to be told what to do and why.

Make sure that you are making good use of your CTA’s but don’t overdo it.

Too many choices will mean that your potential lead won’t make a decision.

Use Social Media to Turn More Leads Into Prospects

Social media is a great tool for attracting leads to your business.

Make good use of your bios by telling people the solution you provide

Have a link to the page on your website that you want people to go to CTA

Use a consistent look across all your social media platforms

Using the above approach I was able to generate 1600 prospects for my business in less than 6 months.

Turn more leads into prospects by getting them on the phone

You could implement a system in your business where a lead gets a chance to speak to you directly.

The good thing about this approach is that you can turn a lead into a customer and completely miss out the prospecting phase.

By getting a lead onto a call whether that be zoom or phone you can share your knowledge, establish if the lead is a good fit for your services or products and even ask for the business there and then.

If you have a product which a person buys based on an urgent need then I would definitely recommend this method.

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