Strategy Sales

3 Ways to Get More Action From Your Current Leads

connor
Written by Connor Brown
on 07 Dec 2018

If you’re looking to get more action from your current leads then you’ve come to the right place. There are many ways that successful businesses maintain consistent conversions and most are not closely held secrets. In fact, it’s really quite simple, there’s just something simple to keep in mind.

You need to speak to people like they’re human, treat each touchpoint as part of one whole long conversation

If you treat each touchpoint as a singularity it can be awkward and jarring. The idea is to strive for engagement with every interaction rather than a liner one-time ‘ships passing in the night’ scenario

There are a couple of simple strategies you can employ to make sure you’re encouraging interaction in each interaction you have with your prospects.

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Get more action from your current leads by:

1. Create more opportunity for engagement on your website

On every page of your website, there should be an action you want your visitors to take. Tell them where you want them to go or what you want them to do.

Apart from the obvious benefit of maximizing on the existing traffic you have coming to your website, you can begin to ‘train’ your audience to listen to the directions you give them.

If they’re in the habit of following your instructions, it won’t feel out of the ordinary when you direct them to take the next step of buying!

You can implement this by making sure you have chatbots on your site, asking them to get in touch, book a consultation or download content. The only thing you need to after that is to actually call them and not let the fresh lead go stale!

 

chatbot illustration - Get More Action From Your Current Leads

 

2. Make an offer with every interaction

For the same reasons that you might have a call to action on each page of your website, it’s important that you direct your prospects to do something with each touch via an effective lead magnet tailored to your audience.

In the context of email, this also falls under the common sense rule: each email must have a purpose and provide value to the reader, otherwise, why bother sending it in the first place!

If you’re posting organically on Facebook make sure you’re striving to drive engagement or provide value to your online community, the same goes for publishing on your blog. If you’ve spent time crafting a piece of content make sure that you capitalize on that effort by asking to continue or begin a conversation.

 

(READ: Make Better Use of Google Ad Extensions to Maximise Spend & Rank Higher)

 

3. Get their contact information

Imagine you sat down at Scarborough beach, you happen to strike up a conversation with someone two towels over and it turns out that they’re your perfect prospect!

They’re in the right situation and of the right mindset to use your solution, is it more likely that you’d get their information so you could offer to help OR let them walk away and hope that they remember you when they get back to their computer?

To be able to continue the conversation that you had, you need their information and this can be done through several methods. You can directly ask for their contact details in return for information (like a lead magnet on a purpose-built landing page for your offering or a newsletter), indirectly by using cookies to retarget them through Google and Facebook with Paid Ads.

You can then continue that conversation and build trust by delivering valuable information, warming them up to a sale. If you don’t capture your traffic through retargeting or gather their contact information during the first touchpoint, it’s unlikely that you’ll move the relationship along.

In Summary

It isn’t always easy to get more action from your current leads. Particularly if you’re focussing on building new leads.

Have a think about whether your touchpoints are one-off or parts of a conversation. Then go and inject some engagement-drivers wherever possible. By doing this, you’ll have a much better chance of hearing back from your leads and generating more sales.

If you want to know about some of the tools and templates we use to drive engagement for our clients here in Perth, get in touch with our team and take advantage of our free consultation.

We want to hear from you! Follow us on LinkedInFacebook and Instagram to keep up with us, get our notifications and start a conversation! 

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