In last month’s newsletter, we discussed ways to increase sales without breaking the budget. We hope a few of the tips saved you money or brought in a few potential customers. This month, our tips focus on turning leads into sales, adding even more to your bottom line.
Types of Leads- “A place for everything, everything in its place” --Benjamin Franklin
Determining high priority from low priority leads will save time and result in easier conversion.
· Inbound-A potential customer comes to you and inquires about your product of service
· Outbound-A business seeks out the potential sale through marketing efforts
Obtaining Leads-Everyone is a potential sale
Communication is the key to converting leads into sales. Knowing who your audience is will determine the type and frequency.
·
Di Direct mail-The rising cost of postage has turned some companies away from sending bulk mailings, but a special mailing can keep you ahead of the competition. A personalized, hand- written holiday or birthday card sent to potential new customers can turn around a lost sale.
· E-Mail blasts- A monthly newsletter or regular update is a cost-effective way to keep in touch with potential new sales. Send personalized and specialized sales offers targeted to customers’ needs on an ongoing basis. Be sure they can unsubscribe easily to prevent them from receiving unwanted correspondence.
Landing Pages-Don’t make your customers fend for themselves on your website
· Social Media- A link embedded in your social media efforts (blogs, Facebook, SEO) that a potential customer can be directed to, with a simple click of a key.
· Customized-The page viewed should fit the initial clicked site. If it was clicked from a keyword pay-per-click, make sure the landing page fits exactly what the person is searching for.
Measuring Reponses- “If you can’t measure it, you can’t manage it”--Robert Kaplan, founder BSC
· Tracking-Where are your leads coming from and which ones have turned into sales? This can be done in several ways, including customer relationship management systems, a simple spreadsheet, or database. Track leads by all sources, dates, campaigns, and follow-up actions.
· Return on investment (ROI)-Once a tracking system is in place, develop a conversion rate of leads generated, that compares customers for every campaign. An example might show clicks to your landing page for the month, compared to new customers or actual sales.
How does your company stay on top and keep customers coming back? What methods does your company use to gain leads? What lead conversion methods work best in your market? Tell us all about it.
No comments:
Post a Comment