Advertising
Advertising

5 Low-Touch Ways To Keep Sales Leads Warm When They Aren’t Ready To Buy

5 Low-Touch Ways To Keep Sales Leads Warm When They Aren’t Ready To Buy

One of the most difficult tasks a salesperson faces is handling leads that show a bit of interest, but aren’t ready to buy right away. You need to carefully balance reaching out to them too often versus not keeping in touch enough to stay top of mind. Considering that the average prospect now requires six to eight touches before converting, this is a problem you’ll likely run into on a daily basis.

The solution is finding ways to reach out to these leads in a natural, low-pressure way. Here are five great ways you can do just that:

Advertising

1. Connect with them on social media

The first thing you should do with a prospect who shows interest but isn’t ready to buy is to have them connect with you on social media. That way, you can engage them in different environments, at their leisure. And the benefits can manifest in multiple ways:

  • B2B buyers who feel a connection with you are 60% more likely to purchase and to pay a premium for your services.
  • 80% of B2B decision makers are already using social media at least once per month for business purposes.
  • Companies with a strong social media presence have over 30% better revenue growth than brands lacking an impactful social presence.

2. Create lots of content

Like social media, a strong content marketing plan is a great way to keep in contact with warm leads while providing them with value at each touchpoint.

Advertising

Take a look at the things that most of your warm leads care about and develop articles, ebooks, and webinars that help solve those issues or provide a bit of additional background information. Then, periodically send your prospects content that may help them accomplish more personally and professionally. By nurturing leads this way, sales reps typically gain a 20% increase in sales opportunities.

3. Send thoughtful non-sales messages

Your conversations with customers do not always have to be sales- or product-related. Every couple months, for instance, you may send potential clients a warm note that wishes them a happy holiday or a few questions just to see how they are doing. As long as you are genuine in your outreach, you will receive positive feedback that’ll strengthen your relationship with the customer.

Advertising

4. Follow their company

When you have a sales lead that’s shown interest for future projects, you’ll want to monitor their company’s progress. Follow your customer’s employer on social media and set up Google Alerts to track brand mentions around the web. If, for example, you see that they just had a new successful product launch or reached a company milestone, send them a genuine congratulatory message. For your own benefit, this is also a great way to keep track of when they might be ready to make a new purchase or when they have a new need.

5. Optimize your emails for deliverability

Emails are a low-pressure way to implement some of the techniques already mentioned. It’s critical for you to make sure these emails aren’t getting marked as spam or overlooked. Here are some tricks to making sure your emails don’t go ignored:

Advertising

  • Avoid sales-heavy words such as ‘free’ or ‘promotion,’ especially in the subject line.
  • Keep your message size small, avoiding unnecessary graphics, attachments, or HTML.
  • Do not use excessive capitalization or punctuation in your subject lines.

Keeping warm sales leads from cooling off is extremely challenging. By following the advice above and focusing on things like social media, content marketing, and sending well wishes, however, you should be able to hold their interest without coming off as pushy. Once they’re finally ready to pull the trigger and make a purchase, the relationship you’ve nurtured will come in handy.

More by this author

Giving Gifts to Clients: How to Avoid a Generic Choice Should Your B2B Sales Team Use Video for Sales Calls? How To Future-Proof Your Website 5 Low-Touch Ways To Keep Sales Leads Warm When They Aren’t Ready To Buy 4 Compromises to Offer When Clients Ask For a Discount

Read Next

Advertising
Advertising
Advertising

Last Updated on June 1, 2020

How to Start an Online Business That Will Grow and Succeed

How to Start an Online Business That Will Grow and Succeed

There are thousands of free guides available online on how to start an online business. However, the most valuable lesson they never discuss is that starting a new business online is probably going to fail.

Successful professionals that excel at some point with a venture never gave up, had a passion for creating a meaningful service or product idea, and never stopped trying.

Starting a business is a great opportunity for anyone with a passion to work on something you never get tired of. If people like coming to you for advice or to help them with work-related tasks, then you have the necessary skills and experience to start a business.

In addition, if you have a curiosity about services and products, maybe you have the capacity and capabilities to create something more innovative.

In the next section, we will comprehensively examine the core elements in starting a business. They will not necessarily catapult you to create Google, Facebook, or Apple, but they will guide you on how to start an online business.

1. Remember That the Likelihood of Your Business Failing Is High

Building a product or service is a process that takes a lot of time, so do not think that successful CEOs did it with the snap of their fingers.

According to the Small Business Association (SBA), only 30 percent of businesses will fail in the first two years and 50 percent will probably stay open in the first five years.[1] It is something to think about when launching your online business.

However, this does not mean you should be discouraged, and it’s actually a valuable lesson to fail since it will give you clues on what to do right the next time.

2. Focus on Your Audience and Targeted Niche Market

One of the most difficult things is figuring out who your customers are and tailoring your product or service for them. Depending on your available resources and the size of your network, the scale of your venture will be contingent on this. Knowing your targeted niche is important in knowing how to start an online business.

If you are launching a business, will you go the retail route or create an online store? Will your service satisfy the needs of a startup, small business, enterprise, or corporation? There is no right or wrong answer.

Advertising

Think about your audience and what the size of your customer base will be. Without knowing your customers, you cannot start a business.

3. Conduct a Lot of Research and Examine the Segment of Your Potential Market

Depending on the sort of business, you will have to do hours of research and ask a lot of questions. It helps a lot to look at specific companies or businesses to get an idea of how they started.

This may be a daunting task for some, and there are other avenues to explore to assist you with building a business. The web has tons of resources and you can check out Fundera’s list of 50 tools to help grow your business.[2]

In addition, you must tap into a reliable business networking list of people to guide you on how to start an online business.

4. Tap Into the Reach of Social Media and Expand Your Message

Gone are the days of paying expensive advertising budgets. Thanks to social channels like Twitter, YouTube, and Facebook, businesses can advertise for free. On the other hand, you can spend and create marketing campaigns on those different platforms.

Figure out which one is best suited to your needs and where that audience is active. When your online business has figured out where its message has the most impact and when your customers are responding to your message, then you know you are in the right place.

5. Network With Influencers and Brand Your Company on an Optimized Blog

Depending on the size of the organization and the number of employees, you may need to consider networking in the initial phases. If you want to know how to start an online business, then you should also learn how to network with influencers.

Social media is a valuable tool, and you can reach out to brand influencers depending on the line of products or services you wish to promote. Gone are the days of just putting an advertisement campaign and expecting a big return. Instead, you now have to create partnerships and blog about your branded efforts.

Make sure you have an optimized blog with search engine optimization (SEO) tools built-in, so you can focus on attracting customers and followers.

6. Create a Monetization Plan Tailored to Your Products and Services

Whether you are a startup, small business, enterprise, or a large company, you have to be strategic with your company efforts. Do you have an omni-channel strategy in place to attract clients and potential business?

Advertising

In other words, you must have the integration with your site and selected social media channels to generate revenue from products or services.

Believe it or not, not having a clear investment plan on how you will generate business is one factor often overlooked by starting businesses. The technology is there and depending on your institutional resources, you will have to look at a couple of vendors to see which one gets you the best value for your company.

7. Monitor Your Progress and Schedule Meetings Weekly

When your business is live online, you need to monitor progress. You must look at your data, key performance indicators (KPIs), and financials to see how your company is progressing over time.

This is a very different mindset when you are in a large company, but an average-sized online business has to do housekeeping procedures. The products or services advertised online are just one part of the equation.

Are you attracting customers? Are your interactions with clients translating to transactions or conversion?

These questions can only be answered by looking at your data and financial statements. When you can compare both, you will have an excellent understanding of the current state of affairs.

8. Once You Have Refined Your Online Product or Service, Officially Launch Your Business

Once you have more or less found the online product or service to serve customers, you are ready for prime time.

As long as your monetization plan lines up carefully with your investment, you can go live with your business. This can be in the form of an official announcement via your site, hosting a live event, or reaching out to media outlets to plug your company launch.

There is no right or wrong way to go about his process. But make sure that the state of the company propels you to launch the online service or product.

9. Once Your Business is Growing, Retain Customers and Attract New Ones

Having customers at the beginning is crucial for an online business. In fact, it is important for any business period.

Advertising

For the customers who have decided to adopt or buy your service, make sure you are delivering above and beyond customer service. They will not only continue to buy services, but they will also likely recommend your service to others. So, go the extra mile to thank them for their business.

If possible, develop perks programs and giveaways since customers enjoy the red carpet and celebrity treatment.

10. Use Social Media Networks Ethically and Steer Away From Shady Business Practices

It is tempting to use several social media platforms and buy fake followers. The problem is if the business is a lot bigger than it seems, it will come back to haunt you.

There is nothing more embarrassing or outright unprofessional than having thousands of followers who never interact with the posts you share. Unfortunately, social media has lost credibility when it comes to building fake followers and fake news. So, do not fall in the trap of trying to grow your brand artificially.

Aim for organic followers. This means having real customers following you and engaging your brand in authentic ways.

11. Continue Tracking the Results of the Business

Meetings are essential to tracking the state of affairs and the state of your staff. These meetings should also include tracking the performance as a result of your online business (product or service).

Are the results positive? Are they negative? Are they producing productive results?

Analytics is vital to understanding how the business is performing, so make sure you can get a snapshot of where you are at. Successful businesses cover their tracks and that includes looking at the bottom line performance of their product or service.

12. Utilize Search Engines to Attract Targeted Customers to Your Site

There are advertising systems and price tiers for the different social networks, but search engines like Google and Bing are still important.

Pay-per-click (PPC) advertising is offered in tiers through the Google search engine and Microsoft’s search engine Bing. This remains one of the simplest and most effective ways to generate traffic to a brand new site.

Advertising

As reported by Entrepreneur, the PPC offers two advantages. One advantage is that PPC ads show up on the search pages right away. The second one is it allows you as a business to test different keywords including headlines, prices, and selling approaches.[3]

13. Provide Expert Advice and Testimony Through Different Mediums

It can be challenging to get brand visibility when you are a brand business. However, if you have some significant knowledge and expertise in your company product or service, you should offer insight. This means you can publish a blog post with powerful visuals, an infographic, a webinar, a YouTube video, etc.

The idea is to plug your service but make it an interesting testimony that tells a story. It is not enough to tell the story of your product, but you have to connect with popular culture if possible.

Be creative and take risks because that may be the difference between success and failure.

14. An Online Business Cannot Succeed Without Effective Email Marketing Strategies

When you are compiling customer data, one of the most valuable pieces of information is a phone number and particularly an email address.

With an email, you can build an opt-in list. This list allows you to create newsletters or announcements to be sent to their inbox for exclusive offers.

You can set up a provider or a third party to analyze customer interactions with your email offers. What it will provide your business is cost opportunity and it is cheaper than print, TV, or radio.

Final Thoughts

After you have found your calling in building a product or service, start putting the building stones to create your service and product. It needs to solve a problem that no other business offers. If you are about solving problems, an online business is a right venture for you.

Launching an online business is a complicated undertaking, so do not expect instant results. Building a successful online business takes time, investing money, and developing a service that makes a profit.

Finally, make sure you have the available resources and a reliable team that will accompany you throughout your journey. They need to be loyal and have to bring something unique to your big idea.

Take risks and fail early because these experiences are the foundations for launching a successful company.

More Tips for Aspiring Entrepreneurs

Featured photo credit: Olu Eletu via unsplash.com

Reference

Read Next