Are your leads lacking in quality? Are prospective clients who are interested in your product or service, but not engaging?
Here are a few tricks and tools that we use at Kelly White Digital (KWD):
· Define your audience
· Choose your keywords carefully
· Develop detailed forms
· Identify the decision-makers
· Track your data
· Make changes as needed
DEFINE YOUR AUDIENCE
Getting more qualified leads means making sure you know who your audience is and what they’re looking for. Start by creating your ideal buyer persona. Maybe you’re looking for a business decision-maker with access to capital and the drive to solve specific pain points within their organization.
CHOOSE YOUR KEYWORDS CAREFULLY
Chooses keywords that align with what your brand is trying to sell and what qualified leads want. Achieve this goal with keyword research: See what comes up when you search your target keywords, such as the top-ranking posts and the most popular questions.
CREATE TARGETED CONTENT
Targeted content helps you get ahead of potential questions or concerns. By creating landing pages and FAQs that address common issues and answer common questions before your sales team connects with leads, you can reduce the amount of time staff spend covering common ground and instead let them focus on the details of making a sale.
DEVELOP DETAILED FORMS
By developing detailed contact forms, marketing teams can reduce the risk of sending unqualified leads to sales times. First, ensure that all relevant form fields are required. These may include company name, contact email address, the full name of a potential lead, and their position within the organization. It’s also worth creating forms that allow potential customers to describe their current pain points along with the type of solution or service they’re looking to find.
IDENTIFY DECISION – MAKERS
Companies can boost lead quality by proactively identifying decision-makers and initiating conversations. Start with a look at your current clientele: What role(s) do decision-makers in these companies usually hold? Then, do some research on prospective clients to see who holds similar positions and reach out to them directly. Not only does this increase the overall quality of the lead — provided you create compelling content — but also streamlines the sales process.
TRACK YOUR DATA
To ensure your lead quality is stable, track your initial and repeat sales conversions. If you notice that either one of these metrics is falling, it may be worth reexamining lead qualification processes to ensure that the leads you’re generating have the means and motive to make a purchase.
MAKE CHANGES AS NEEDED
If current lead generation tactics aren’t delivering the quality you want, make changes. Rethink your keyword strategy, create new content, or broaden your target market. In other words, focus on the outcome, not the operations, to inform your lead generation.
Interested in learning more or how KWD can assist?
Give us a call for a FREE consultation! (352) 462-8546.