As the internet and online marketing continue to grow, businesses face hard questions about their online marketing tactics. Entrepreneurs have to relearn how to interact with consumers. Gone are the days when a well-positioned billboard or television ad would generate a lot of buzz and interest in a brand. Today’s consumers are all online, and their presence makes business owners take notice of the internet in a completely new way.
The sales funnel remains a typical marketing technique that websites use to turn visitors into buyers. Getting leads usually leads to generating sales. For a business to skillfully generate the leads it needs to keep doing business, it needs to approach the problem practically. To help, 13 members of Forbes Business Council examine a few methods that companies can employ to generate leads and close sales with an online audience.
1. Focus On Creating Value
Value creation reigns supreme. When thoughtfully considering ideal prospects, find small ways you can provide value before approaching them with a proposal. Unprompted boosts in business, favors, reviews, referrals, strategy suggestions, etc. can show a prospect you are focused on providing value. There is a high probability they will ask for more without you even having to “sell” anything. – Sara Abbas, Ev0lver, Inc
2. Leverage Software Automation
Studies show that the classic way of approaching potential clients through LinkedIn is by far still the most effective way to generate qualified leads. With the advent of innovative and automated softwares, lead generation has become much more cost-effective and less time-consuming. – Jay Bae, Marketip
Forbes Business Council is the foremost growth and networking organization for business owners and leaders. Do I qualify?
3. Connect On LinkedIn
Business-to-business companies think of LinkedIn as a giant virtual Rolodex where you can use filters to find your ideal prospects. The goal is to establish a rapport and move the conversation offline. Remember, people don’t want to be sold to, but they love to buy. Your job is to educate, inform and delight prospects through awesome content and genuine engagement. Behave as you would in real life! – Judi Hays, Judi Hays, Inc.
4. Create A Warm Audience
Marketing to a warm audience is more likely to attract leads than marketing to a cold audience. You can create a warm audience on Facebook by adding a pixel to your site. This will allow you to serve advertisements to visitors that use Facebook who have visited your website. You can also search email addresses in Facebook for all your dead leads with the goal of them turning into active leads. – Shaz Memon, Digimax Dental
5. Put Together A Good Sales Team
Your lead generation starts with you and it’s about how you engage and train your sales team to understand your vision and your goals. You have to identify a good sales team who have the mindset to inspire, educate and persuade prospects. At the end of the day, it always comes down to relationships. No matter what industry you are in, people will always want to learn from the experts. – Abigail Aboitiz, 247 Health Solution LLC
6. Focus On Three Platforms
With so many different platforms online, it is important to pick two or three that you can handle and really focus on mastering them. Figure out which two to three platforms your target market uses the most and go from there! – Adam Jacobs, Fortis Fitness & YOGALUX
7. Invest In PR
Invest in PR through thought-leadership content, product launches, case studies, webinars, panels featuring your team leaders, etc., and amplify this investment with social marketing. People buy products from brands that they are familiar with and trust. Given that in-person engagements are limited in 2020, increased positive online exposure drives in-bound sales leads. – Preethy Vaidyanathan, Slice
8. Create Authentic Content To Build Trust
The only reason why anyone buys from you is trust. Creating authentic content allows people to follow you and gain that trust. The key is being authentic as everyone can smell something fishy or calculated from a mile away. Be authentic and provide all that you know. This builds trust and eventually, people with enough pain will buy from you. – Wilson K Lee, Profitable Restaurant Owner Academy
9. Give People What They Want
Give people what they want in the places they are looking for it, and develop a strategy from there on how to talk to them. Do social listening as it will help you understand where it is that you can close those sales. – Diana Daniels, Cronos Group
10. Take A Multi-Pronged Approach
A multi-pronged approach is best, so combine paid advertising with emailing out. You can capture emails from interested, relevant potential customers when they visit your site— and be prompt with follow-up when contacting them. As important as obtaining and pursuing leads is the speed of interaction. Contact them before they go to your competitor. – Elie Y. Katz, National Retail Solutions
11. Build Brand Credibility
Build brand credibility first so your prospects feel connected to what you do and what you stand for while seeing you as an expert in your field. You can do this by delivering content through social channels in a consistent way that delivers value. Then, build personal trust with potential prospects by building rapport. – Andreea Vanacker, SPARKX5
12. Use Content And Influencer Marketing
Content marketing and influencer marketing can be two very favorable ways to attract the attention of online customers. Making sure to provide value aspects in each of these processes will make people identify with the brand and desire to be part of it when purchasing any of the products or services it offers. – Kevin Leyes, Leyes Media
13. Utilize Email Marketing
The No. 1 way to generate sales and leads online is to utilize email marketing. Start with a free report, video or webinar to get prospects on your emails list. Follow up consistently via email by first sharing with them who you are and some of your top tips to get them some easy wins. Once they trust you, you can utilize a five-day email launch to make the sale. – Aaron LeBauer, LeBauer Consulting, LLC