Woo Hoo! Your lead generation efforts are beginning to pay off; you have just received contact information from a potential customer. What do you do now?
This can be a complicated position for many small business owners to be in. You have done your research about lead generation and have an idea of what you want your customers to get out of working with you. But, you have one thing holding you back. What do you do when you actually get that contact information, prior to them becoming a paying customer?
You should have a plan for this in your marketing strategy, but if you don’t you can begin creating one now. You want a plan for connecting with your potential customers that builds a relationship with them that eventually leads them to becoming a paying customer.
I already have them saying they are interested, why do I need to build a relationship with them?
People are more likely to buy from those they know and trust.
Think of it like this … You are walking your Prospect up a set of stairs and the rainbow at the end is the conversion to them becoming a Customer.
First you need to take 1 step at a time and you can easily build relationships to leverage your efforts of lead generation using the simple methods below:
Ask Them Questions
In order to get them on your list, you have already given them some useful information. An easy question to ask is what they thought about that information, if it helped them, or if they have any questions? The idea of asking questions is to get them engaged with your services, products, and yourself so that they can realize the full value of what you offer.
Listen to What they Say
It’s not enough to ask them for feedback. You have to listen to what they say. If you find 50% or more of your audience feel one way about your product or service you will know which direction to go with your next one or your marketing.
As you grow your business, you will find that your audience becomes an integral part of your decision making process. However, this will not be so if you do not build a relationship with them
Tell Them a little about Yourself- Keep things real and don’t overdo it
Wait! Why would I want to tell them about me, they are interested in my product or services not me?
If that is what you are thinking, stop. They do want to know about you. It may not be at the front of their mind, but learning about you is how they learn about your services or products. Letting them know who you are and how you use what you are giving them will help your customers trust that you know and use what you are teaching them. Plus, letting them learn about you helps them feel like they know you better, and people trust people they know.
Use Social Media Sites
Learn which platforms your clients are on and go to them; join groups, blogs, or forums that your potential clients are participating in. Depending on your preferred clientele you have several options.
Facebook: This is the leading platform form almost all client types.
LinkedIn: If you are looking for more business oriented clientele, then this is for you.
Instagram: This is a great place to go if you can create fantastic images and visuals that will resonate with your target audience
There are many other options available, these are simply the most prominent. You can find other clients in various locations – it’s all about building that perfect client description, or avatar.
Keep in Consistent Contact
When building a relationship with anyone, the quickest way to build that relationship is through consistent contact. Think about that friend you had in school. You are either still friends, or not friends anymore. It depends on how much consistently you have kept in contact with them.
Your potential and current clients are no different. The more contact you have with them, the easier it is to build relationships. This is the very same reason that you hear many people talk about posting blogs regularly or sending emails on a regular basis. If you lose contact with them, chances are you are going to lose the relationship as well.
Value, Value, Value
The best thing you can do is always make sure you are adding value. Add value through all of your contacts with them. Make sure they have tools they can begin using now, instead of waiting 6 months for your next workshop (or whatever it is you are working on at the moment). You can give them products, services, or tips and advice through your conversations with them.
Most of all be sure to talk to your Prospects in a way that delivers them from their HELL to their PARADISE. It’s not so much about what you do but the result you can help your customer achieve.
Very very important to adopt the above and if you would like a review of your digital platforms be sure to hit us up on the We Are Web Social Contact Page and I look forward to chatting .
Be sure to ‘Enjoy the Ride’
Matt and the We Are Web Social team