Source: Marketing Eye Australia
Are you having trouble converting your leads? It might be because you don’t have a lead nurturing process in place. Establishing strong lead nurturing tactics is crucial to growing your business. Without these processes, there is nothing to impact or influence the customer’s decision to make a purchase. To truly nurture leads, you need to provide relevant information at multiple points throughout the beginning of their relationship with your business. Below, we have 4 tactics to effectively nurture your leads.
- Leverage targeted content
Your approach to nurturing leads will change depending on what the situation calls for. There is never going to be a one size fits all approach, because no two leads are alike. While your content will likely be interesting to multiple leads at a time, don’t assume that everyone is looking for the same information. Using targeted, specific content to nurture leads will significantly improve your conversion results. Once you understand each unique buyer persona, your team can begin to create content that speaks directly to their journey.
- Focus on multiple touches
Your prospects should receive multiple touches throughout their customer journey. The most successful lead nurturing strategies deliver content that helps prospects progress to the next step in their customer journey by providing relevant information and answering questions along the way. The best touches use a blend of social media, blogs, white papers, or an email campaign. Your prospects should be able to ask any of the questions they need answers to.
- Follow up with leads
Setting up an automated system for lead nurturing is a great way to cast a wide net for large groups of prospects, but there is nothing better than following up with interested leads in a timely, well-planned manner. Whether they have reached out to your company for more information, or they’ve just visited your website and clicked on a specific link, there are few approaches more effective than just following up with interested prospects. Timing is everything, and if you wait too long to reach out to them, you could completely miss your window of opportunity.
- Send personalized emails
Personalizing emails for prospects adds the perfect touch to increase engagement with your audience. The important thing about personalization is that it goes much further than just including the prospect’s name; most personalized email campaigns are targeted towards customers that have performed a specific action like clicking a link or downloading a whitepaper. It’s all about getting the right information to the right people at the right time, creating a greater opportunity for conversion later.
How Marketing Eye Can Help
Marketing Eye is a marketing agency that is committed to the success of our clients. We help to establish new and creative approaches to your everyday processes, including lead generation. Our team provides the best in class approaches to optimize your lead generation and lead nurturing strategies. Contact Marketing Eye today to learn how we can help your organization convert better leads for the future.
Source: Marketing Eye Australia
Source: Marketing Eye Australia
Implementing a live video experience for your brand is an incredible opportunity to bring your audience together. Whether you are filming product demonstrations or a roundtable interview, your audience can use your live broadcast as an opportunity to stay informed on what your business is doing. There are plenty of platforms available to produce your live broadcast, so it’s easier than ever for companies to do this. Below, we have a few pointers for businesses to consider before implementing a live video experience.
Live streaming is an opportunity to establish yourself as a thought leader in your industry. While a professional, polished video is certainly a good look for your branding, live video requires you to be creative on the fly. It’s a raw and off the cuff experience that’s a great showcase for your authenticity. Deciding what you want to talk about is the crucial first step. An easy way to get started on creating your live content is treating your broadcast like a case study. Pick a common pain point in your industry and discuss how your company has navigated situations like this. Whatever topic you choose, it needs to be accessible to current customers and prospects. Effective videos don’t alienate any segments of your audience.
Once you’ve done the hard work of creating your live video content, the next step is making sure that people see it. If you’re broadcasting on social media, the option to share that content is already built into the platform. After you’re done recording, take the time and effort to reshare that video content to grow your audience. Organically, you can share your live broadcast via social posts, your website, or even an email campaign. It’s typically best to announce that you’re going live with the date, time and appropriate links, but it never hurts to share after you’ve gone live.
When you’re choosing a platform to broadcast your video, make sure that there are features that allow your audience to be a part of the conversation. Audience engagement is a massive opportunity for companies who choose to use a live broadcast, and your viewers may want to weigh in on the ongoing conversation. Engagement goes both ways, so it’s important to respond to the questions and comments as they come in.
The biggest advantage of using a platform for your live video broadcast is the ability to track and collect data. With a basic platform like Facebook or LinkedIn, you can observe metrics like views, shares, and comments to give a better idea for how your video is performing. But if you want the good data, invest in a live video platform that will find you deeper insights about your audience. With a platform like this, you can track each viewer and know exactly when they have tuned into your broadcast. Deeper insights can help to push your audience to make purchases down the road.
Source: Marketing Eye Australia
Unlike traditional forms of sales, inside sales representatives are highly trained individuals who are required to identify, nurture, and convert leads into customers through remote systems.
This virtual form of selling is made possible with the rapid evolution of technology and is becoming highly dominant within B2B, technology, and high-ticket sectors. However, to remain competitive in this emerging system of sales, inside sales representatives must be educated on the tools necessary to drive favorable results.
Just like you wouldn’t attempt to repair your car without the relevant tools, you shouldn’t try to take on inside sales without the relevant skills.
There are numerous strategies that all successful inside sales reps employ to close more deals and create more satisfied customers.
All of these skills can be quickly learned and implemented into your toolkit to help you achieve better results.
Below we’ll cover our top 5 tactics you must include in your inside sales strategy.
Develop a mastery of product knowledge:
Contacting a prospect and gaining their interest is the most difficult step of the inside sales process. However, if a product related query is asked and the sales rep cannot answer it, the prospect will almost instantly lose interest.
All successful inside sales reps must develop extensive knowledge of their company’s products. Through in-depth training, sales reps should have the ability to answer any question, whether basic or advanced; technical or practical.
Deep product knowledge enables sales reps to transform their pitch around each individual prospect, by specifying how the product’s features will provide value and satisfy the unique needs of the potential customer.
Knowing how each product works, the value it can provide, and its strongest features separates the top 1% of sales representatives from the rest.
Learn how to listen:
Inside sales revolves around the needs of the prospect, not the sales rep. Better results will be achieved once the representative focuses on the unique needs of the prospect, rather than their own desire to close the deal.
Inside sales reps should begin by listening attentively to their prospect’s needs and difficulties. In doing so, they can delve deep into the unique issue and develop personalized questions and suggestions that cater to the situation.
By putting yourself in the shoes of the prospect, you can determine which features and benefits are most important to highlight, based on what will provide them with the most value.
Rather than listing off all the product features and capabilities at once, this approach allows representatives to deliver a more ‘customer-centric experience’.
Since the benefits sought by each customer will vary, basing the value of your product on the needs of the individual will build a more favorable relationship.
Embrace the marketing team and research your prospects:
Marketers work to generate interest and demand for a product. Once leads begin appearing, inside sales representatives take over to close the deal. Clear communication between marketing and sales teams is crucial in finding qualified leads that are likely to be converted into customers.
Drawing insight into prospects enhances your ability to dictate the likelihood of closing a deal. An effective strategy to uncover these key details is to utilize social media platforms such as LinkedIn to research your leads. In doing so, you can learn about the prospect’s position in the organization, their capacity to make decisions, and other valuable information that can assist the sales process.
With this insight, inside sales reps can tailor their conversation around the prospect, providing for a more personalized and customer-centric experience.
Communicate clearly and responsively:
It’s not about what you say, it’s how you say it. The way you communicate your message is a vital sales skill and can help prospects relate with you when conversing.
We can make others feel comfortable by mirroring their actions – the same goes for their tone and style of voice. Matching the way in which a prospect communicates can go a long way. If they are speaking in a serious tone, do the same. Conversely, if they are using informal language, the same principle applies.
Actively listening and responding with follow-up questions shows that you are focused on the needs of the prospect, rather than concentrating only on what you are going to say next.
Base the conversation around the prospect to emphasize that you are not selling them a product, but rather, trying to provide them with a solution to their problem.
Remember to follow up:
It’s awfully easy to send the first e-mail or make the first phone call, however, following up can be daunting. One week passes… no response. One month… still nothing. Should you move onto the next prospect?
Research by The National Sales Executive Association showed that 80% of sales are made after the fifth call and 92% of salespeople give up before that.
To succeed as an inside sales rep, you must be persistent and confident. Eliminating the fear of rejection will differentiate yourself from 92% of people competing for the same position and will put you in a better position to gain the client’s attention.
Source: Marketing Eye
While many companies are now scrambling to fix their websites in light of the fact that Google is determining whether or not many companies get sales or not, it’s not all dooms-day. A good website from idea stage to website strategy, design and development, can all be finished in one week – if you have the right partner.
We have developed 100’s of branded, lead generation focused websites for our clients around the world and the one’s that have made sure that their website is up-to-date, relevant, customer experience focused and integrated into various technologies and platforms, are not struggling in an era where no-one knows what’s next.
Having a ‘place-setter’ is not an option and even when the business environment does spring back, the way buyers see your online presence will have changed.
Here are some ways in which you can get your online presence where it should be, and start generating real leads:
Have a website and digital marketing strategy in place
There is no point in putting up a website for the sake of having a website. What is the purpose? Who is the target audience? What experience do they expect to have when they visit your website? What are your key messages? What are the key phrases that Google and other search engines pick up? What are the keywords that need to be communicated throughout your website? What is the goal for your website? What is the call to action? All of these questions must be answered prior to a company developing or refreshing their website.
Your website architecture needs to show the customer journey
After the fact you can use Hotjar to understand your customers movements, but when you are developing a website or refreshing an existing one, you will need to sit in your customers shoes and go through the experience of navigating your website. If you have an existing website, check out your Google Analytics data and work out from there what your customer journey was, and where the bounce rate effected the customer experience.
Make sure your website is branded consistently with other marketing assets you have
This is very important because if your online brand is completely different to your offline one, then you are in trouble! Consistency is essential. Keep your brand light and use colours that resonate with the audience. Design is one of the biggest reasons people choose a brand over another. If your website is designed well and resonates with your buyer, then you are 80% closer to doing a deal.
Content is king
It’s true, people mostly read the headlines or the first paragraph. But website content is so much more than that, and it needs to be updated weekly at the bare minimum.
Whether it is in telling your brand story or writing a blog, be authentic to your brand and your customers will love you for it. Authentic websites rate much higher than one’s that are based on what people think you want to hear and see rather than reality.
Use metrics and data to fine tune
Set up Google Analytics and use a lead capture technology to understand your customers and their journey on your website. If they are not contacting you, then why? Data never lies. Adapt, adjust, play and use data to drive more leads to your sales teams.
If you are wondering what a WordPress Website should cost you right now, Marketing Eye Melbourne is doing websites:
- Website strategy and plan
- 2-hour consultation on website
- Design of 8-10 page websites
- Development of 8-10 page website
- Search Engine Optimisation
- Mobile friendly
Financial contribution is $4,950.
Right now many companies are re-thinking their websites and with good reason. If you would like to have a chat about your website, please feel free to contact our office. It would be our pleasure to walk you through it. Our offices in Sydney, Brisbane and Melbourne are all diverted to mobile phones right now due to remote working throughout Coronavirus, so please call. We would love to chat.
Source: Marketing Eye