So how do you overcome these challenges?
Once you have optimized your SEO to show up high on search engine results and your social media strategy has drawn interest, you have to hold on to that interest. Offer your visitors value and show them that you provide a product or service that can help them. Provide useful information on your web page and implement a call-to-action (CTA) to get more information from your prospects.
A typical approach is to exchange information. People sign up for your newsletter, for free information or tools, to download an eBook, or to request a demo after watching a webinar.
This information exchange can provide you with valuable information about your prospects if you ask for it in a form
. You can gain information such as their name, email address, phone number, company, location, and title, among other things.
This makes the prospect a real lead.
Now that you have leads, you need to turn them into customers
. But be careful.
Remember that selling or setting an appointment is not the right step at this stage. Your leads are not ready yet to make a decision. So nurture them.
All the information you get from your leads can be used to give them valuable resources to help them see how you can be the solution to their pain points.
Your aim has to be to gain trust and to start a conversation. Providing information with an email newsletter, warm calling, giving them offers, and researching them is essential to not lose their interest. According to LinkedIn
, 62% of B2B customers respond to salespeople who connect by sharing content and insights that are relevant to the buyer. Without a strategy, you won't see success
Having a specific strategy to turn your leads into buying customers is extremely important to get the most out of your inbound prospecting. Set specific goals.
For example, "I want x% leads to turn into buying customers in x weeks". Be realistic about your goals.
It also helps you see what's working and what's not working. Maintain precise data
Keep a list of leads so you can keep them up to date on new products, services, deals, and company developments.
Keep track of each lead status so you can customize the content you provide them.
This makes the approach personalized, and leads will be able to tell. Research your leads
Use the information they give you to find out more about their personality and pain points. A quick check on Google and LinkedIn is a good start. Also, a CRM can deliver helpful information about the person and their company. Deliver value
Offering your leads resources and solutions will bring them closer to seeing you as the answer to their problems.
For example, discount codes or free consultation meetings help win customers faster and sustainably. Keep contacting your leads
Once a web visitor gives their information to your company, it's essential to have an ongoing conversation. With follow-up emails
or warm calls, you can ask questions to get more information about them.
This helps you have conversations to move them to the next step in your sales funnel.