Your business or practice should have someone spending part of each day building the future success of your business on new business leads. These leads are the future of your company.
Everybody knows it is easier and less costly to sell to someone who has already made a purchase from your. The truth is, however, that a customer can only buy so much from you. Every product or service will not be a fit for every customer. If your business is to grow and sustain itself in the future, you must attract new business leads.
The way you find and manage new business leads might be automated or it might be very hands-on. The future does not require automation. But building a future for your business by ensuring a constant stream of new leads requires some kind of daily attention to marketing, lead nurturing, sales, and customer satisfaction.
How to Get New Business Leads
There are many ways to find and attract new business leads. Most companies use a combination of many tactics. Some of the most productive are:
– A customer-focused enterprise
– A carefully-planned internet marketing strategy
– A website that actively and consistently converts visitors to leads
– An active blog that speaks to customers and (ideally) gets them to talk back
– Social Media activities
– A well-designed lead nurturing program
– Automated data management for lead management
– Active gathering of customer opinions, needs and desires
– New product and service development responsive to customer feedback
– Excellent customer service
– A tested sales process
– A customer referral program
Making Leads Into Customers — Conversion
Converting is the right word for making leads into customers. To convert means “to turn.” It means turning the customer’s opinion to want or need for your product or service and then winning or closing the sale of the product or service. Making new business leads into customers requires three steps:
1. Determine what customer desires or needs you can meet with products or services.
2. Show each prospect how your product or service meets his or her need or desire.
3. Talk about your product’s benefits. Give each lead the right information to buy from you.
When your sales process (both direct and automated) can move through those three steps with each new business leads, you can reasonably expect to convert leads to customers. Information must be obtained and provided as the customer is ready to offer or receive it. Your job is to provide the information the customer needs in order to buy from you in a way and on a schedule that matches the preparedness of the customer to receive it.
Using the methods above to attract new business leads and then to use the this three-step process for converting leads to customers, your company will be able to build a steady stream of prospective customers.
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