Generating leads can yield excellent results for any business, but only when you convert prospective buyers into actual customers. Without this, any marketing campaigns won’t get the desired results. Lead conversion is the marketing process of talking to and converting potential leads into paying customers. The process prevails upon customers to purchase your products or services and encourages them to make a purchasing decision.
Tips to Help Turn Leads into New Customers
Research your Audience
It is essential to research your target customers. An essential lead conversion technique is informing your potential customer’s needs and how they prefer to interact with businesses. When starting your lead generation process, perform lead targeting by investigating and understanding your target better before you contact them. After obtaining relevant information, evaluate solutions that attract customers and ensure that you have a suitable product/market fit before contacting your prospects. Know your buyer persona early on to know the type of clients you want for your business.
Often, when entrepreneurs have difficulty converting leads into customers, it is due to their offer quality. If your offer is wanting, it means you have not fully understood your customers’ needs. The solution is to research your target customers and know them better. Armed with the correct data, you can create offers that lure them into buying from you.
Give Discounts or Freebies
Receiving a service or product for free feels good – with or without the conditions attached. Giveaways are an excellent way to generate interest in your business and make people want to make a purchase. The free product does not have to be expensive or lavish, but it should remind the person of your business.
Besides converting your leads, giveaways may also help the business zero in on the product that receives the highest brand engagement. You can use the information to personalize future deals and communications to turn your current leads into more sales. For example, you can individualize your email and make it look like the giveaway or discount only applies to them. This can be achieved by generating a unique coupon code for your email subscribers only. The process stimulates customers to obtain the product or service and nudges them to purchase.
This may seem obvious, but following up with a potential client is essential. A simple call or email asking a prospective customer if they have questions often kickstarts a sale. One follow-up will most likely not be sufficient. Lead Generation services recommend having at least five follow-ups to convert leads into customers after initial contact. Following up is a great way to make potential customers feel important and appreciated. Sending regular emails relevant to your product or service will leave a positive brand impression in their mind, and they will consider buying your product in the future.
If your leads do not pick up the phone when you call, leave a 15-minute gap between calls. Many people do not answer unknown phone numbers, but if you call back, they will think that your reason for calling them is crucial.
Improve your Web Experience
Concentrate on more than your website’s content. Keywords, SEO, and calls to action also lead to a sale. If you have a business website, it’s essential to implement excellent SEO and keywords best practices to convert your leads. If you have identified your most effective keywords, managing your Google Analytics score and clustering your PPC campaigns can be more manageable. The keywords identified for each ad group should target a narrow category to monitor the campaign easily. When you monitor your campaigns, you can discontinue or tweak ineffective keywords.
Other issues to note are:
- The website’s bounce rate (the number of visitors who leave after a single page).
- The average number of pages accessed.
- Session duration.
The more time a user spends on your website, the higher chances of purchasing from your business. Organic traffic is greatly determined by user site experience. If you use paid traffic for lead generation on your site, you can direct organic and paid traffic to various landing pages. You can now optimize PPC pages and SEO pages without the pages competing against each other.
Use Social Media
Irrespective of the leads you convert through your business website, it does not end your online presence. Different customers go to social media for news and the latest trends, so you should also be there.
Therefore, having a social media presence for your business can effortlessly convert leads into customers. You can encourage leads to join your private Facebook group, where you share free information and deals of great value to select members. You will then obtain instant feedback to help improve your product or service and convert a lead into a sale in the future. After a prospect converts, they usually share the experience in the private group you can learn as they, encourage other leads to convert.
It’s essential to evaluate the most suitable social networks for your brand. For instance, if you are in the fashion niche, Instagram can be a great conversion platform for you. You do not have to be on every social media platform; choose the ones your target audience uses. The most effective way to achieve this is by building buyer personas based on the target audience. Establish their preferred networks, gender, age, and the type of content they like and use the information to create relevant content.
You should also track the process as you convert your leads into customers. Lead conversion metrics help analyze and measure your marketing and sales reach and boost customer interaction with your tools. Take note of the lead conversion rate, which shows the number of users visiting or interacting with your business website’s landing pages. This is an effective way to know the number of new customers you are gaining. You can also use metrics to establish the cost per conversion. This shows the cost of attaining one customer who later becomes a buyer.
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