It is quite a difficult task to generate quality sales leads. And, it has become more and more difficult as time has passed.
But, if you think generating sales leads is difficult then you have not been through the challenge of converting those leads into actual customers.
The question, now, is: What is the best possible way to be more proactive with your sales leads? How do you convert more leads into actual customers by taking the initiative and improving your lead generation and conversion strategies?
If you wish to generate more quality leads and convert them, it is imperative to leverage new technology.
In the forthcoming sections of this write-up, we will focus on the strategies you need to adopt using the new technology to remain proactive with your sales lead if you wish to convert them.
So, without further ado, let’s get started.
Evergreen Strategies to Remain Proactive with Your Sales Lead If You Wish to Convert Them
1. Use Leadbots cum Chatbots to Enhance B2B ales without Raising Headcount
Anymailfinder, a two-person SaaS Startup, has already enhanced B2B leads and generated 60% more revenue with the help of a Leadbot cum Chatbot.
Despite truckloads of content, FAQ sections, and knowledge bases, leads do not necessarily get answers that they are looking for.
With the help of Chatbots, it is possible to address customer queries, filter high-quality leads, and make swift decision-making conversations without increasing the headcount. Can it get any better than this?
One way to achieve this is by using Acquire chatbot - an all-in-one customer engagement platform that helps in providing superlative digital customer experience.
With the help of Acquire chatbot, you will be able to get benefits like:
- Automation of customer support since Acquire chatbot would free up your agents’ time by answering repetitive queries.
- It will speed up the process of response time which would enable your agents to concentrate on more important tasks and leave the mundane tasks to the chatbot.
- It will boost up the conversion rate as quick response with the answers provided by the chatbot increases customer satisfaction
- In turn, this will work in your favor to generate more leads for your business, and eventually better ROI
In case, the chatbot is not able to answer the queries of the customers, the query can be redirected to the experienced agents by these chatbots, who would then take over to solve customer problems.
2. Identify the Visitors of Your Website
With the help of your regular web analytics, it is possible to get adequate data about your visitors and leads. However, these analytics provide limited assistance.
It is possible to check out what people are doing on your website, the paths that they are taking, the forms they complete. But, you cannot perform this activity on an individual basis. Instead of that, you keep on getting the bigger picture which does not make much sense.
But, the good news is, with the help of advanced analytics software, it is possible to ascertain who is visiting the website and exactly what’re they doing - what pages they visit, how much time they spend on a specific piece of content, the forms they submit, and much more.
This can be used to be more proactive with your sales lead and reach out to them directly with a personalized message, on the basis of the actions they perform on your website. On top of this, you can also find out the highest quality leads. This will help you to know where to divert your attention more.
To achieve this, we suggest you use a tool like CANDDi. Add the code provided at the time of registration on CANDDi to your website, and the software will automatically ascertain the individual visitors coming on your website. It will also help you to determine the companies they work for. This can be quite useful if you are a B2B company
With the help of CANDDi, you will be able to see exactly what your visitors are doing on the website:
- The pages visited by them and the time spend on each one
- The forms submitted by them
- The products or services pages they browse on the website
- The things they download from the website
Then CANDDi will score your leads on the basis of the metrics you wish to concentrate on. This way, you will be able to prioritize your leads and determine whom to approach first.
3. Pick a “Bone” to Gear up Your Sales Leads
Today, with the competition between brands increasing, customer loyalty has become quite necessary. The good news is, even with the smallest of distinction, people show loyalty towards the brand they identify with.
The major takeaway from the above statement is, you need to distinguish your brand from the competitors without letting them down. This is the best way to reinforce your idea and push away your competitors and attract the customers to your side.
For example; look at the MAC vs. PC battle, where Apple squared up against Microsoft’s PC to highlight the fact that the MAC is for “hip” creatives.
On the other hand, PC was represented as a pre-historic device apt for corporate cubicle dwellers.
This tactic can enhance B2B lead but that does not necessarily mean you have to beef, or “throw shade” to your competitors. Simply highlight your competitive advantages that make your product different.
It can be stronger customer support, better pricing, more options, etc. Use these features to your advantage.
4. Employ Creative Content Campaigns to Continuously Generate Leads
Snack Nation, an office snack supplier, struggled to enhance B2B leads, despite its SEO efforts with less than 100 monthly searches for its targeted keyword.
They decided to target a bigger audience that included their ideal B2B leads and created an epic post on “employee wellness” - a broader search term used by their target buyers.
While producing the content piece, they ensured that it was actually epic enough to generate leads. This included the following things:
- Included 121 ideas on “employee wellness” which was never covered before by any of their competitors
- Integrated a large number of contributors from other authorities in the industry
- Used an aggressive outreach strategy to get influencers to share their post.
This ensured that the content piece got in the number one spot on Google for their keyword.
Even today, after several years, this post continues to create tons of traffic and leads to this very day.
This particular content campaign highlights the fact that evergreen content can help you get evergreen leads.
5. Increase Productivity by Using Sales Automation tools
There was a time in the past wherein lots of manual tasks were associated with sales jobs.
Due to this reason, people who used to join companies in the sales profiles had the vision of generating sales, closing big deals, and making power moves.
But, most of the time, they were not living their dreams as they had to deal with lots of paperwork.
However, with the advancement of technology, sales professionals can now utilize some of the best sales automation tools to save their time on activities like updating CRM records, gathering data on leads, or completing paperwork.
In simple words, it leads to less time pushing papers and more time spent on generating sales. This makes the sales professionals happy.
6. Employ Your Email Signature to “Passively” Generate Leads
Today, it has become a norm of sending lots of emails from your personal/company email address. So, why not turn every email that you send as an opportunity to get more leads? Let’s find out how:
- Employ a high-quality headshot.
- State your title and role
- Include only a single link of either your LinkedIn account or critical enablement content like whitepapers or case studies
7. Execute Gamification Techniques
Everyone today knows that Gamification is one of the widely recognized marketing strategies that can assist you to boost the engagement level considerably. However, one thing that you are unaware of is the fact that with the right Gamification strategies in place, it is possible to improve your lead generation and sales.
The reason being, Gamification unlocks the competitive nature amongst people which makes them interact with your content, leave their contact details, and ultimately, purchase from you.
Where can you Apply Gamification Techniques?
Gamification can be used to motivate the salespeople by having leaderboards, friendly competition amongst your salespeople, and offer rewards for amazing results. This can be done easily with the help of a tool like Hoopla. It helps you to set up content between your employees, use leader boards to track your sales team’s progress, and effortlessly showcase their achievements in real-time.
Gamification can be used to create a spin the wheel game which not only assists in promoting your brand but also boost your sales. Here, users are encouraged to spin a digital wheel to win prizes which ultimately boosts the lead generation.
Ask for their contact details before they participate.
To attract high-quality leads and make sales at the same time, offer prizes like vouchers and discounts which encourages the users to make the purchases of your products and services.
You can easily set up these types of promotions using a tool like Beeliked.
Gamification can be used to offer badges to your website visitors for specific action. This will prompt users to take more actions. The good news is, you get to decide the specific actions for which you wish to reward the users. Give badges to each user who completes a specific action. You can use a tool like BadgeOS to execute this strategy on your WordPress website.
8. Utilize Data to Comprehend User Behavior
Have you ever wondered: Why do users behave in a certain way? What path do they take that leads to conversion?
As mentioned earlier, regular website analytics provide limited insights. Google Analytics can provide you with a generic idea about what your conversion funnel looks like, but it cannot inform you about the specific actions that lead to conversions.
And if you are aware of the actions, traffic, and other factors that lead to conversions, it may help you to improve your conversion rates and sales.
To achieve this, we suggest you use a software tool like Mixpanel.
The good news is, this tool assists you to visualize what your users are exploring on your website. It also helps you to comprehend the actions that will lead to your goals.
The only thing required is to choose a goal that you are interested in. This can be viewing your pricing page. And, you will see precisely what path your visitors are taking that leads them to your goal.
9. Reconnect with lost prospects
Remember the last opportunity that got stalled a couple of years ago? Maybe you did not have the funds to make it move forward. It is far too easy to forget about these opportunities when you move ahead in life. But, it can be the easiest source of new business.
Even if the prospect went to your competitor, there is a good chance that they are not satisfied with their experience and might be open to switching. It is always worth giving a try to find out.
Always keep this in mind: Whenever an opportunity is lost or stalled, set a reminder to follow-up after six months or so. Instead of “checking in”, give them the reference of the specific reason as to why the deal fell through. Ask about their experience with the competitor.
Also, keep a close watch on old clients. Ascertain how things have evolved since your last meeting. In case, there isn’t any opportunity for fresh business, you can always ask for references of someone that might need your products or services.
Most sellers aren’t as proactive as they should be because they have a hard time getting started. They might start doing something proactive like – prospecting outreach and utilizing brainstorming strategies to increase their sales or calling a current client - but then a second later, their brain freezes and sabotages them.
If you are also facing the same predicament, we suggest you look at the strategies mentioned in this write-up. They will help you to always remain proactive with your sales lead and convert them as soon as possible.
Vivek Asrani is working as a Senior Content Specialist at Acquire. He has been providing high quality content to clients over a period of 7 years. Many of his articles have been published in magazines and blogs. His expertise revolves around blogging, website content writing, press releases, infographics, eBooks, etc. He loves reading and writing.