Attracting website visitors is not enough. You also have to know what to do with them.
This article explores how you can position yourself as an expert, invite visitors to ask questions and get them to turn into customers by clearly outlining the next steps.
Recognize the Problem and Outline Solutions
Your customers don’t want to use your services.
They want to solve their problems.
It’s your job to tell them how to combine the two. First, you have to acknowledge their problem or their needs. Then you need to outline the solutions. The business that does this best wins.
Use Deadlines to Your Advantage
Deadlines work because they add a sense of urgency. For example, you could offer your customers a free consultation if they schedule the appointment before a certain date. Add value first, then make the ask.
You can also use this strategy for your email marketing. If one of your leads hasn’t converted to a paying customer after a certain number of days, you should stop contacting them. But before they are deleted off of your email list, send them an email letting them know.
It could sound something like this: “We haven’t heard from you since last month, so we have decided to stop flooding your inbox. We’d be happy to answer your questions anytime, but we’re going to wait until you’re ready. Please feel free to call or email us anytime.”
Tell Them What Happens Next
Your sales process should be clearly outlined to your customers.
Instead of waiting for them to call you, it’s your job to tell them what happens next.
This means you need to think about the flow of your sales process when you build your website, train your sales team, and collect prospect information. Your goal is to get your customer to take the next reasonable step in the buying process.
For example, if they ask a question through your website’s contact us form or chat software, you can encourage them to schedule a free phone consultation. Make it very obvious what the prospect is supposed to do next.
Speed Up Your Lead Response Time
We live in an instant economy. The most important step in the process is to respond to prospective customers quickly.
A super speedy response is shockingly important. If a prospect contacts you, and you don’t respond within five minutes, they may have already forgotten about it or moved on to a competitor.
If you don’t have staff watching your sales inbox, standing by the phone, or responding to live chat 24/7, then you might want to use automated tools, like a chatbot, third-party call center, or other outsourced tools. In addition, setting up text message alerts and other ways to tools that give you text notification of leads.
Bottom line is that hot leads are only valuable if you can close them.