Obtaining a lead is a great feeling: you have found the perfect target market that is interested in your services, and you’re ready to make some sales! Getting leads—while exciting—is only half the battle. What defines the success of a business is how well they capitalize on that lead and turn it into a sale. To generate sales from a lead takes time, research, and, most of all information. The more information you have on your leads, the more likely you are to make a sale. Creative Sizzle some tips that can help businesses maximize leads.
The work does not end once you’ve captured a lead. To make a sale, consider your client’s buying process. The buying process begins with the client exploring their needs and wants. First, they start with researching your product and deciding if it is right for them by exploring a website or email campaign. Furthermore, you need to be aware of how a client is engaging with your product.
Businesses can use Google Analytics to view different metrics that help businesses make marketing decisions. Decisions can be made based on metrics such as; pages viewed, how the visitor came to the site and length of time on a specific page. Whichever software you use to send email campaigns, Mailchimp or SharpSpring, metrics can help with marketing decisions. For example; total opens, number of clicks and, links clicked. All these metrics are pertinent for companies to make changes to their marketing strategy if necessary. Knowing what works and what does not is essential to maintaining customer satisfaction, bringing in more leads, and increasing return on investment.
Maximizing your leads does not end at tracking your client’s online activities and sending them follow-up emails. It would help to build a relationship with prospective clients through each stage of the buying process. To create a relationship, you need to know enough about your client to personalize the information sent to them. To know your client, you need to know their buyer characteristics. The first step toward that is knowing their demographics. For example, if your business sells new and trendy hard seltzers, you may want to advertise to a demographic of people ages 21-30 who live in college towns or areas with a robust nightlife.
While knowing your client’s age and location is essential for demographics, another aspect to consider is psychographics. Psychographics tell businesses what they need to know about a client’s brand preference, shopping patterns, and spending habits. To gather this information, consider doing an email survey or looking at specific data in Google Analytics.
Once you know your client’s demographics and psychographics, you need to know about their engagement. You should know when, where, and how buyers engage with your brand. Engagement usually leads to purchases, which is another behavior your business should be closely monitoring. When your client made a purchase and what device they purchased from, can tell you a lot about their purchasing habits. Customer Relationship Management Systems (CRMs) allow your business to store the information gathered from purchasing behavior and saves it, so you know your client’s purchase history. The more you know about your client, the more sales you will likely make.
Creative Sizzle can help you with all your marketing needs and help you develop a marketing strategy that will maximize your leads. Give us a call at 847-345-6329 or contact us to find out how we can help to inform your business decisions.