If you’re running a small business and actively participating in Inbound Marketing, which you must be by reading this blog, you’re already getting ahead of the competition. Congratulations! With the help of industry professionals, you know you’re supposed to be creating new digital content, collecting information in exchange for offers, and gaining new customers. However, as a small business owner or manager, it is typical that your time is filled with the day-to-day running of the company and there isn’t much left over for responding back to potential client inquiries. The drawback to new inquiries though is just that, they are JUST inquires.
The entire point of inbound marketing is in the next step: closing the loop on these Leads to turning them into customers. Often, that can be more difficult than it seems. People who inquire about your company and give you their information, such as name and email address, are known as Leads in Inbound Marketing. They are telling you they’re interested in you and what you have to offer. So, how do you turn these Leads into new clients? It’s all about showing value in what you are offering and how you can specifically help them. The biggest things that stop people from making a new purchase is their time and money. It’s your job to show them why what you have to offer is well worth both! After all, they’re already telling you they’re in the market for your service or product, you need to prove to them that your company is the best place for them to get it.
Feel the Need for Speed
When a prospective customer fills out an online form, they anticipate a quick response to their request. Once a Lead is validated (which should be within 24 hours), immediately reach out to them. You will find you are more successful in catching these Leads still being in the mood to talk about your brand and services the sooner you reach out. This also demonstrates your responsiveness to them and their needs. Treat every Lead like someone has walked into your physical office. You wouldn’t make them sit and wait a day or two, you’d greet them right away. This mentality goes a long way toward building a relationship and closing the sale.
Show Your Value When responding to a Lead, your main goal is to show them exactly what you can do for them and what they will get out of choosing you over the other guys. Know what you’re going to say ahead of time.