We Have Leads, But Now What Do We Do with Them?

Some businesses do a great job of collecting information from visitors to their website, but then the leads simply sit in the database and nothing ever happens with them. If all you do is capture leads, then nothing is going to happen. Gathering leads is a continuous process, but there is another side to the process, which involves communicating with these leads so you can convert them into sales for your business.
Some low- and no-cost communication options that allow you to communicate with your leads in an effort to stay front of mind and start to convert them into business include:

•    Monthly promotions/coupons via email
•    E-newsletters
•    E-mails—sharing an article of interest, a special promotion, exclusive deals
•    Surveys
•    Polls
•    Contests

These are various communication tools you can use to engage your subscribers and the more you engage them, the better chance you have to convert them.

Sell ‘em

It’s important that your interactions with your current and potential customers aren’t always blatant attempts to sell them your products or services. You need to find a balance between sharing important information with your subscribers and leading them to become paying customers. To make it simple, you can apply the “one in every three rule,” which states that every third email you send customers can be a promotion that is only about your business, products or services.

So your communication schedule for the month of October may look something like this:

October 2: Send e-newsletter
October 16: Send another e-newsletter
October 21: Send an email promotion offering 50% off Product A
October 28: Send the email promotion offering 50% off Product A letting them know that time is running out
October 30: Send final email promotion offering 50% off Product A letting them know that it’s their last chance to save

Once you gather your leads you have to take the next step to convert them. This step is all about communicating with them on a consistent basis in order to get your chance to convert them into business.

About the Author
Copywriter and marketing consultant, Kristie Lorette, is passionate about helping entrepreneurs and businesses create copy and marketing pieces that sizzle, motivate, and sell. She is also the author of Action Marketing: A Step-by-step Guide to Launching Your Business Marketing Plan. For more information, visit http://wp.me/ptLrh-1.