Leads are the fuel for every small business. Unless you generate a steady influx of high quality leads for your business, you won’t be able to make more sales and grow your revenue. However, most small businesses face 2 critical challenges when it comes to lead generation:
- How to get more leads in the first place?
- How to convert leads into paying customers?
Today, we’ll look at 5 ways you can generate more high quality leads for your business, get to know them better and eventually convert them into actual customers.
Here are 5 Ways you can get more leads for your small business
1. Prominently display your lead magnet
Lead Magnets are basically a way to get contact information (such as email, name, industry, phone number) from your prospects, in exchange for a valuable piece of information (such as white papers, case studies, best practices), free tools or even invites to exclusive events such as webinars and conferences.
Ensure that your lead magnets are simple, displayed prominently throughout your website and blogs, and address some of the biggest problems faced by your prospects. For example, if you run a real estate website, your lead magnet can say “5 Quick Tips To Buy Your Dream Home”
Once you’ve created your lead magnet, you should display it on your homepage, blog posts, and your website’s sidebar. You can also display it in your exit intent popup to entice your visitors to subscribe before they your website.
2. Create an email autoresponder
Once someone subscribes to your mailing list, then what? Most small businesses and startups work hard to build an email list and then don’t do much with it. Create an email autoresponder to automatically email your subscribers 5-7 times over 2-3 weeks. For example, when someone subscribes to your list, they should immediately get an automated email thanking them for their subscription.
Next, you should regularly send them valuable content that helps address their problems, and finally end the sequence with a pitch to purchase your product or service. You can also send triggered emails that are triggered based on user behavior. For example, if they browse properties in San Francisco on your website, you can mail them a list of nearby properties that might be relevant to them. This is one of the most effective ways to convert leads into customers.
3. Be There When they need You
Most businesses lose leads simply because they aren’t available when their prospects need them the most. Do you answer your phone every time your prospects call you? Do you reply to every email, at least within a day? Do you promptly respond to Facebook messages on your Business page?
Every time you don’t respond, you’re losing a lead. Ensure that you’re always responding to your customers – pick up the phone every time you get a call, respond to Facebook messages within 4-5 hours, and reply to emails within 1 day. If you’re short of time & resources, you can always hire a virtual assistant to help you out with all of these. Or you can specifically hire a virtual receptionist service to answer your phone 24×7, and use a Facebook bot to respond to messages on your Facebook page.
4. Improve Site Speed
Site Speed may seem like a technical term but it goes a long way in getting more leads for your business. Do you stick around a site that doesn’t load quickly, or takes too long to load images, or plays videos slowly? Slow load speed leads to poor user experience, which is one of the most important reasons online businesses lose a lot of leads.
So if your website loads slowly, switch to a faster hosting service, and cache static content like images. You can also cache blog posts, which are view only pages with no dynamic content.
Also, use Google’s Free PageSpeed Insights Tool to verify if your website is loading quickly on desktop, as well as check if it is optimized for mobiles. Page speed tool analyzes your website and tells you which aspects of your site are slowing it down, and how you can fix it. It also scans your web page to see if it is mobile-friendly. If your page doesn’t load properly or quickly, it provides really useful tips to improve your site on mobiles.
5. Produce relevant Content
Is your content useful to your target audience? Does it answer their questions? Does it help them solve their problems & pain points? If not, then people won’t remember your business. Sure they may share a few “cool” articles here and there, but if your content helps solve their problems, they’ll definitely come back to you for more.
Also, does you content cater to prospects in each stage of your sales funnel? Not all prospects are the same. It’s important to remember that there are different types of prospects in any business. Those who are at the top of the funnel are simply looking to research your industry, read opinions and get insights. Those who are in the middle of the funnel, are looking to evaluate your product or service to find out what it can do, and see if it fits their requirements. They’re evaluating whether to buy your product or not. Finally, the prospects at the bottom of the funnel are looking to buy your product, and find out how to make the most of it. Your blog should have a mix of content for different types of prospects.
To run your business successfully, it’s not only essential to attract quality leads but also to convert them into paying customers. The key is to clearly understand your target customers (who they are and what are their pain points), use this information to create relevant content & enticing lead magnets for your business, and share them with your prospects, as prominently as possible.
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