How to genrate more leads:
- Check your website searchs - what are the top 10-25 search terms conducted by prospects when on your website? Use this to get to know the terminology your prospects use and ensure it is used on your home page etc.
- Get more speaking arrangments - cheap opportunities to get high quality leads. Identify who has something interesting to say e.g. new research, top 10 dos / dont's etc.
- Generate more interaction from your blog - a) Add a subscribtion box to get blog entry by email b) Add contact info - signature line to bottom of every post c) Promote free PDF /ebook d) Add a search box e) Make 'Older posts' easy to find.
- Separate Search vs. Contextual ad accounts - different media (search vs direct advertising) so prospects have different motivations - require different message, copy and creative. Search = factual vs. contextual = attention grabbing.
- Take a quiz offer - gain info and generate targeted sales leads.
- Drop registration barriers - more downloads = more education and brand awareness. Once interested offer them a good call to action with registration e.g. three more white papers, free evaluation etc = qualified prospect.
Nuturing leads into sales:
- Make welcome emails more interactive - also include 'send an invitation to a collegue', 'toolbar to download', 'customer support' etc.
- Immeadiate telemarketing follow up calls - when online expect instant response so follow up online form fill within 5 minutes = 80% likely to close (30mins = 10%, 1 hour = 2%, 24h = -20%).
- Add postal mail - stick value longer than email and more likely to be read.
- Start an audio testimonial library - support sales team to clode deals. Use a 3rd party reporter to conduct an in depth interview for everything a prospect would want to know about the company - create a transcript, audio and details library.
- Identify & schmooze evangelists - identify key influencer and help them present your solution e.g. create buyers kit with emails, presentation etc.
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