So you invest significant amount for the online lead generation which may involve landing page optimization, affiliate marketing, content marketing, PPC campaigns, social media campaigns, and free giveaways campaigns.
Hey! I know that being a smart entrepreneur you have several ideas to generate leads.
Are those leads converting? Are you satisfied with the percentage of conversion?
Your in-house marketing team (or extended team) sweats blood every day to bring valuable leads, but unfortunately, your sales team is not able to convert them.
The possible reason behind this issue may include marketing-sales mismatch. Maybe? But, whatever is the reason? You are not getting the desired business you expected from those leads.
Well, you may agree to the fact that there is a huge difference between lead generation and conversion.
Selling something to someone is not a cakewalk as it requires phenomenal skills and tactics to make people convince to buy your products.
No need to worry though! I am here to share crucial tips that you can follow to make your sales team work like a charm. In this way, you would be able to make most of the online marketing leads.
- Prepare Well Before Your Approach
First, let’s take a glance at this quote for inspiration:
“Before anything else, preparation is the key to success.” ~ Alexander Graham Bell
Therefore, guide your sales team to prepare well before approaching prospects. For this, a sales professional can visit the website of prospects to get a thorough understanding of his/her business. It will help sales professional to communicate well and win their trust.
So, always make sure you did your homework before you approach prospects as it will increase the probability of conversion.
- Call First To Close First
Well, it’s a pretty simple trick that works the most times. In order to turn your hard-earned leads into sales, contact them before anyone else does.
Check out these wonderful stats for motivation:
Needless to say, you are not alone in the market, various other entities like you exists that have something same to offer as you have. In this scenario, the method that works well is call first to close first.
So I think instead of focusing on the competition, focus on the customer. – Scott D. Cook, Foudner of Intuit.
No! Reaching out first doesn’t mean a guarantee you will get the deal, but at least you will have an advantage over your competitors. Wondering, how? Because you didn’t waste time as your competitors did and became the first to draw their attention.
- Refine Sales Pitch
I know sales professionals have a lot to say about product/services in a limited time span as they don’t want to waste a single moment.
However, it has become an old-school technique and this way you are doing nothing but overloading your prospect with lots of information that he/she might not be interested in listening of. After being bombarded with crammed sales pitch, your prospect may disconnect or blacklist your number. Consequently, all efforts of sales professional will end in a fiasco.
Setting goals is the first step in turning the invisible into the visible. – Tony Robbins
Clients nowadays have become more aware of their needs and they want to engage someone for the business that could understand them well.
Therefore, help sales team to refine sales pitch! Be formal but in an informal way. Use buyer-centric tone than product-centric. Keep your conversation two-way. Listen more and talk less!
- Follow-Up Quickly
As I said in the beginning that selling something to someone is a daunting task. For this, you need to follow-up your leads quickly. Emails or phone calls can be an effective way to get back your prospects into purchase mode.
Either you follow-up or you fold-up. – unknown
Online leads go cold pretty fast. Therefore, the speed at which your sales team follows up your online marketing lead is pretty crucial. Slow follow up in the case of online marketing leads simply means losing business to your competitors.
- Keep Leads Warms
Despite the fact that you call prospect right after within 5 minutes of completing your inquiry form, he/she may not be fully prepared to go ahead to make a purchase. However, he/she have shown interest in what you offer, so keep them warm by having a healthy discussion.
During conversation give them a reason to ask questions so that they could have their doubts clear. Educate them to win their trust.
Ask them, if they want to get added to your mailing list for getting more information. It will help you nurture them for the final purchase.
- Align Your Sales Team and Marketing Team
Just providing data like name, contact info, and services interested in is not suffice for your sales team. Therefore, ask your marketing team to provide a background. It may include information about customer journey and buying behavior.
Business has only two functions: marketing and innovation. – Milan Kundera
Additionally, your sales team will need crucial insights obtained from different sources to touch the pain points of your prospects. Doing so will help your sales professional to turn online marketing leads into sales.
- Offer Freebies through Landing Pages
Well, you can’t deny the fact that people (even I) love freebies. Therefore, offer something for free like a gift and extended period for maintenance for free to push leads to convert.
Giving something for free will not impact much as it will if you lose your prospect to your competitors. Offering free stuff or a limited-time discount is an opportunity that an average consumer can’t let go of their hands.
- Create a Well-Written FAQ Page
You will not able to convert leads until you clear doubts of your prospects. Prospects need a reason to pull the trigger in our favor. For this, you should create a frequently asked question (FAQs) page containing answers to the most common question a person may ask.
Talk to your sales team and customer service to know kind of queries they encounter while communicating with a prospect. Use that information to create a list of FAQs.
In the End
Don’t let the efforts of marketing and sales team go vain. Follow the tips described above to turn your online marketing leads into online marketing sales.
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Written by: Abhyudaya Tripathi, Associate Director at ResultFirst – SEO Services Company.