Companies put a lot of stock in sales, and that’s a good thing. You can’t earn revenue if you don’t sell, after all. But the process isn’t as simple as a consumer simply walking up to you and handing you a wad of cash. A lot happens between the moment a potential client stumbles upon your business and the date they sign a contract. If you want to make a sale, you have to think about how you attract new prospects.
The issue isn’t just about how you bring these clients in, but who they are. Obviously, a consumer who is ready to make a big purchase and just needs a little convincing is more desirable than someone who is basically window shopping. The sales that will sustain your business come from the former, while the latter just tends to provide headaches and frustration.
So how can you lure in a fresh set of customers who will buy quickly and plentifully? Simply read on to learn about five key methods that are sure to garner leads.
1. Search Engine Optimization
Say you need to buy a new toilet. Are you going to look up retailers in the phone book, go see their individual models, get quotes, compare them to ensure you’re getting the best deal, and then make a decision, or are you going to do a Google search and go through the entire cycle much faster? If you’re not stuck in the Stone Age, you’ll do the latter.
But not all businesses are created equal in this scenario. You need to be as prominent in these results as possible to actually attract new prospects. Search engine optimization (SEO) can help you gain this spotlight. It allows you to attract consumers through links to your site and carefully chosen keywords. The right SEO strategy will flood your site with leads in no time.
2. Content Creation
You’ll attract leads for various reasons if you maintain a blog on your company’s website. For one thing, content creation is often an essential component of SEO. Articles with the right keywords will rank higher in more search results, broadening the audience that comes to your website. Well-produced content will also show your expertise in topics related to your industry, which will make you seem more credible to readers. Consumers need to believe that you carry authority, and effective blog posts, videos, and more will help foster this conviction.
3. Calls to Action and Landing Pages
As Don Corleone knows, you need to make prospects an offer they can’t refuse if you want any hope of building a business relationship with them. Calls to action (CTAs) can do this for you. They are simply eye-catching graphics alongside a line of text that appear prominently on your web page. Often, they promise readers an exclusive piece of content in exchange for some contact information.
When visitors click on the icon, they’re taken to a landing page, which is usually a form that prompts them to input their data. When they fill out the fields, they get their content and you gain a potential customer.
4. Social Selling
If you thought social media was just for celebrities, civilians, and corporations, you’re wrong. Relatively small companies can still take advantage of Facebook, Twitter, LinkedIn, and more thanks to social selling. The process is similar to content creation in that it focuses on building your brand. If you cultivate a captive audience and engage with them frequently and authentically, you’ll develop a following that you can then use to attract new prospects.
Posted By Author Mike Lieberman, CEO and Chief Revenue Scientist
Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.