Encouraging leads after the buyer's journey and transforming them into paying customers is an important part of successful entrepreneurship – but it is often easier said than done …
Go too long without following up with a potential customer, and They can forget you completely. But follow up too often, and your pushiness can only push them away and make you lose a great sales opportunity.
It goes without saying that marketers need to find the right balance when it comes to caring for leaders. Despite your best efforts, not all leaders will become a lifelong customer. But when you use these surprisingly simple tactics, you will be much more likely to close your sales and increase your investment return on investment.
I have previously written on the scarcity of power in marketing, and this idea of creating a sense of urgency among potential buyers may be equally applicable when trying to achieve a sales management.
After all, it is a big difference between sending an email saying "Your offer is still waiting" and one that says "The offer ends in 24 hours!" Essentially, it can be more convincing than just trying to convince someone about the benefits of buying your product. ] Pay attention to the expense and commitment to purchase your product or service would mean. Although scarcity can be powerful, be careful not to overemphasize it so that you lack customers who may want a little longer to make their decision.
This is especially likely when customers would subscribe to an annual subscription or pay several thousand dollars for your service. Sharpness tactics are usually most effective with low cost items, but they can still increase sales of more expensive services when balanced with the right type of offer.
2) Release loose content marketing
When deliberating over a purchase decision, potential customers tend to want to gather as much information as possible. Chances are they don't want to hear a narrow sales scale. They want direct answers to their questions. They want to know how your product or service works and how it handles their specific needs.
While testimonials and online reviews will surely help your customers make decisions, you will go a long way in building trust if you provide help information through your own content marketing. Conversation and relevant content, such as case studies or how-to, will give your customers confidence in your product or service.
Of course, you can't just send some blog articles to your own site. Delivering this content through as many channels as possible is crucial for leaders to be able to find and take advantage of it.
Management Program Utility as CoSchedule, for example, simplifies the process by allowing you to schedule blogs and social media in advance. This scheduling makes it easier for your sales team to send email updates when content relevant to a particular management has been alive.
3) Connect via webinars
While you may be able to answer some of your leaders' questions
Webinars is a great option for delivering content to your leads that can help you answer questions or to and with your demo your product in an engaging, interactive setting. This long-form content can be very effective – according to ClickMeeting's " State of Webinar's " report, using an incredible 76 percent of B2B buyers webinars to investigate a business purchase.
During these live videos, you can also discuss important minor points your product or service addresses to help leaders consider making a purchase. You can also use Q&A sessions to alleviate customer problems or even get future content ideas.
I've learned that reliable webinar tools can make a big difference to your success when using this content delivery channel. Look for tools that allow you to create a custom webinar with a few clicks while offering a reliable video stream and useful statistics. In this way, you can focus more on your time and energy on providing good content through the event, rather than worrying about setting up the video stream.
4) Offer a limited free trial
You can share testimonials and in-depth articles, but too many leaders are the best way to make decisions to experience your product or service firsthand.
Case studies have found that as many as 40 to 60 percent of free trial users for SaaS products eventually become paying customers. A free study gives potential customers the chance to fully experience how it would be to use the service so that they can make a more informed decision and have confidence when they buy.
When someone signs up for a free trial of your service, they immediately signal themselves as a highly qualified leader. This immediately indicates to your sales team that someone is more interested in your product, and as a result, custom follow-up messages are less likely to come across as intrusive.
Better still, free trials can help you gather customer feedback to further enhance your services.
With the right messaging and the right mix of communication tools, you can be much more efficient when closing leads than if you simply bombarded them with emails day after day.
Using these lead management tactics to guide qualified leads through the buying process, you will achieve higher sales levels and avoid getting over as intrusive or obnoxious.
This entry is part of our grant series. The views are the author's own and are not necessarily shared by TNW.