No matter what kind of business you’re running, online or off, lead generation is important. If you don’t have a way of getting customers and/or clients, you don’t have a way of making money, bottom line. However, one thing that business owners tend to forget is that it isn’t just the quantity of leads that’s important, it’s also the quality. Let’s take a quick look at three tips that will make generating leads, and increasing your profits, easier in 2018.
How to Get Warm Leads
Let’s face it, all leads start out cold to some degree or another when they first encounter your sales funnel. However, there are ways to make it so that the very first step in your sales funnel warms up your leads, making it easier to convert them into clients/customers. This of course also cuts down on your cost of acquisition, helping to increase your profit margins.
The simplest way to implement this is to do demographics research, and make sure that your advertising efforts are only targeting individuals, businesses, etc. that would have an interest in your products and/or services. For example, if you’re selling prosthetic limbs make sure that your marketing is designed to specifically target amputees instead of going for a mass marketing approach and just hoping that amputees happen to come across your ads.
Tell Your Prospects What They Must Do Next
Before a lead becomes a lead, they’re a prospect. Unfortunately, many ads and marketing methods fail right from the start because they don’t clearly communicate what the prospect must do next in order to move further down the sales funnel and become a lead. This can cripple your entire sales funnel.
For example, instead of just using a generic “click here“ CTA in an online ad, tell your prospect what they get for clicking the link, and make it worth their while. A good call to action will tell your prospect specifically what they must do next, and what they get for doing so. The less confusion and ambiguity there is, the less prospects will fall off the wagon before becoming leads that you can convert into sales.
Follow Up With Your Prospects
One big mistake that many businesses make with lead generation is adopting a sort of “one and done” mindset. In other words, they will try once to turn a prospect into a lead, and if it doesn’t work, give up on that prospect and move on. The good news is that there is a way to overcome this short sighted approach.
The most basic way to make the most of your lead generation efforts is to get the contact info of your prospects whether they actually turn into leads or not. This will give you the opportunity to follow up with them and convert a certain percentage into valuable leads. In fact, if you’re not following this strategy, you are leaving a significant percentage of leads the table and denying your business an easy source of additional revenue.