It goes without saying that this year has been a challenging one! With Christmas over for another year and 2021 just around the corner we are going to focus on helping you turn your leads into paying customers. If this is something of interest to you then you should read on!
We all know that a must-have skill when owning a business is how to advertise and attract more customers. Many business owners will confess that they don’t know where to begin. In this article, we are going to give you some top tips on how you can get your first customer on board and continue generating new future business.
1. Capturing Leads
The first step to capturing new leads is to understand the options that are available to do so. Here are the 3 steps you should follow before choosing a lead magnet.
- Define your target audience. So, who is it you are trying to attract to your business? It is unlikely the answer will be ‘everyone’. Every business will have a specific target audience, perhaps a certain age group, a location or interest.
- Create an offer that can’t be refused
One of the main aims of capturing new leads is for potential customers to willingly hand over their email address and phone number. To gain this information, you will need to think of a compelling offer or lead magnet promising it will be worth their time and investment and ultimately delivering on it.
- Follow up on your leads
Consider how you will follow up on your lead magnet. You may have grabbed their attention long enough to download a brochure or sign up for marketing updates, but how you follow up should be included in your strategy from day one. If you were to offer a service or product free for the first purchase or package, how could you follow up on this? For example, if your business promotes healthy eating, and you provide a trial box, your customer will benefit more continuing long-term. This is where you can educate them on those said benefits.
2. Content
Content is important for any online business. Your customers will want to know as much information as possible no matter what service or product you provide, and here are some examples.
E-books are useful in the way of providing in-depth information regarding a specific topic. You will be able to showcase your company’s expertise and knowledge whilst answering any questions so that your lead can make an educated purchase. Ensure you use amazing images and compelling videos.
3. Create a Checklist
Starting a business is a stressful yet exciting venture. You will have lots of considerations, and keeping a track on each step is important. The ideal way to do this is by creating a checklist.
This also works well for potential customers. For example, depending on the service you are providing, you can make a checklist available for the customer to download. This will make the sale a simple process and instil confidence.
4. Testimonials and Case Studies
How often have you gone to make an online purchase but find yourself checking reviews beforehand? It might be accommodation abroad, or perhaps you are considering offering a workshop for a fee. Your potential customer will appreciate hearing the success others have achieved by purchasing from you.
5. White Paper
Some people may confuse white paper as being the same as an eBook. They are different. A White Paper is an informative document or report, more research-related.
You should use this lead magnet if your main goal is to present yourself and business as experts in a certain field.
6. Create a quiz
A well planned quiz can be tempting. Creating an engaging quiz, with interesting questions will encourage people to continue clicking until they see the final results. Especially if they are competing against others. It is also the perfect way to encourage potential customers to happily hand over their email address to receive the results, therefore, on occasion, giving you consent to store those personal details for future use.
7. Webinars
There are several platforms you can use to create a real-time presentation to customers from anywhere around the world. You can create and share tutorials or presentations, using valuable content. In return, you are more likely to receive emails from potential customers. Two popular platforms you can use to create engaging webinars are join.me and GoToWebinar. Both use audio and give you the option of screen-sharing.
8. Videos
Every business could benefit from visual content. Videos are engaging and informative, giving you the option of providing top tips and demonstrations. When choosing a platform to make your videos, consider using one that gives your customers the option to leave their details.
Wistia is an example of a great platform you can use to create engaging videos whilst gaining email addresses from the users.
9. Discounts
Discounts will be one of the most tempting bribes that will work on most! Ask for an email address in exchange for a promotional code. It is common for people to sign up simply to get the discount and then unsubscribe. Make sure they know your future emails will be full of information and further promotions. This should tempt them to ‘stay on board’.
10. Samples
Who doesn’t like a ‘freebie’ from time to time? Most people will jump at the chance to try before they buy, and are more likely to purchase at a future date. The power of a sample can be a very strong proposition for your audience, don't neglect this simple method of persuasion.
11. Competitions
Not every business is in the position to give away free products to multiple people. In that situation, you could consider offering a prize to one winner. You get to set the rules! One popular option is to ask people to like and share a post on social media, and you then pick a lucky winner. You will also be increasing your online presence in the process.
12. Events
Depending on the product or service you are selling, some are far better being promoted and sold in person. There are yearly events all across the country where you could hire an area. This is a great way of getting your brand out. Try giving away free products such as pens, bags and confectionery. It will be hard for people to forget you in a hurry!
13. Free Trials
Some people are reluctant to try something new. The best solution is to offer a free trial. It could be a month membership with the option to cancel after. Consider how you can follow up after the trial has ended. Perhaps tempt them with another month at a reduced price!
14. Offer a Demonstration
Prospective customers may request to see a demonstration so they can fully understand how a product works. A great way to do this is by adding a video to your site, or request an email address from them so you can send it directly.
15. Referrals
You should never underestimate the power of gaining referrals! You could offer free trials on the basis that if they are happy with the product or service, they then refer you to a couple of other people. Another common and successful option is to ask for a review on your website or social media. If you have offered a first-class service, most customers will be more than happy to leave an awesome review. Choose a well-known reliable platform. A great example is Trustpilot.
Final Thought
Generating leads to your website is key, but obtaining their personal information such as their email and converting them to customers is more important. Obtaining a prospects email address is so important as it allows you to regularly keep in touch with them regarding offers, current products and services. Remember, potential customers are more likely to hand over this information if there is something in it for them! Ensure your effective offer/lead magnet is in place to turn potential leads into paying customers.
If you enjoyed this article and found it helpful, check back in with us next week for our next upcoming blog jammed packed with more amazing tips and advice.
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