Lead generation is not simply advertising as many believe.
In fact, you ought to optimise seven things before you think about spending money on advertising…
Step # 1 – Re-Engage Your Current Database or List If You Already Have One
The quickest and easiest way for your business to make more money is to re-engage and invite people in your current database to do business with you again…
If you’re currently not following up with your existing database, don’t feel bad. You’re in the majority. Most small businesses do not have an effective after sales process that maintains consistent contact with customers who have already bought from them…
If you’re like most small businesses, you don’t have the labor resources that large companies have for lead generation. This means that a personalised approach requires that you call or send emails that are written directly to each contact…
However, if you have the right technology in place, lead generation can be easy, you can automate follow-up and provide personalized responses based on the actions of your customers…
For example, when they click on an offer in your email, you can follow up with a series of emails that drives them closer and closer to re-purchase from you, i.e. you can close deals and sell products and services to anyone, anywhere, anytime without physically being present…
Would that be good for your business?
You see, if you implement personalized automated follow-up into your after sales strategy, you will save time, get repeat sales from people who have already purchased from you, increase revenue and improve the success of your business…
Does this sound good?
So now you may be asking….
“How do I do this?”
Here’s how…
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Segment Your List/Database
Even if you sell only one product or service, you’re likely to have multiple buyer types…
Each customer is unique, aren’t they? They have different problems, experiences, and passions…
This means that there is no one-size-fits-all customer and consequently, no one-size-fits-all sales message…
Understanding this, you can segment your list into various combinations from general buyer personas, to purchase behaviors and numerous others that are appropriate and unique to your business…
You see, when it comes to segmentation, you are only limited by your imagination and the technology you use…
Okay next the next step in lead generation…
New Offers
Most businesses start by creating a product or a service and then search for a market to buy their product or service…
Sound familiar?
But you see, when all of your marketing resources and efforts are focused on gaining new customers, you miss the value in the list that you already have…
Never forget that it is easier and much faster to sell to those who have bought from you previously because you already have a relationship of trust with them…
With this in mind, you may wish to make offers to your current list such as:
- Time Sensitive Sales – offer a bundle of products, bonus offers or reduce the price of an item for a few hours or days.
- Free Trials Or Samples – provide a free consultation to the first 50 respondents or free samples to try before you buy.
- Self-Service Options – Create a membership site with educational videos where customers can get what they need without contacting you.
- Group Options – Provide discounts for bulk orders of your product or if customers can get their co-workers, friends or neighbors to sign up for your service at the same time.
- Different Versions – Offer a basic version as well as a premium version of your products and services.
- Product Pairings – Pair related products and services together and offer them as one product.
Once again, with lead generation, you are only limited by your imagination and the technology that you use…
So once again, the first thing that needs to be in place before undertaking a new lead generation strategy is to re-engage and invite your existing customers to do business with you again…
Simple enough?
What are you waiting for? Get to it!
And…
Look out for Step 2 of 7 in this series…
PS. If you are confused as to where to begin, contact us now and we will point you in the right direction.
