How To Gather Qualified Leads And Get Rid Of Cold Calling
When you ask sales people what they hate about their jobs, their answer will be cold calling. It’s heartbreaking and unpleasant at the best of times and it’s difficult to approach a stranger and try to sell them something.
The internet has made it a lot easier to replace cold calling, or at least to supplement it. Your website should be generating leads for you every day – and there are several ways of doing this.
A contact form is what most websites will have. You can gather qualified leads this way because most people who fill it and submit it are likely to be interested in your service or product. They may be interested in a particular product or service, have a specific query, or they need you to contact them in order to discuss a quote.
Your website, however, gets many visitors who may not be ready to contact you yet, but are interested in the products or services you offer. These are the people you want to reach, particularly if your buying cycle is generally a long one. If you want these people to give you their contact details, the most popular method of doing so is to offer them something in exchange.
Depending on the nature of your business, this offer could be a voucher, a special offer, a whitepaper, an ebook or an industry report. Getting the prospective customer’s details is the purpose of this exchange, and not make a sale. The materials provided need to be industry relevant, but not pushy sales material. The details you receive should be added to a database, and used for email marketing campaigns.
Offer a newsletter (but don’t call it a newsletter) in order to get customers to give you their details. You must deliver a weekly email containing relevant and helpful information that offer things like industry highlights, secret tricks, or weekly tips.
When they are ready to make a purchase, you’ll be the first company on their list since your email campaign adds information you send to your prospects and you build a relationship with them and convince them that you’re an expert in the industry.
You can also include occasional sales messages but it’s ideal if you just help your clients gain the understanding and knowledge within the industry instead of trying to sell them. An excellent foundation for future sales is trust and this is something it will build.
All the contact details you receive are leads – they were on your website, so they are interested in what you have to offer. Because of email automation programs, you can simplify this process in a way that the program will run itself once you write the emails. Unlike cold calling, it’s a lot easier and more cost effective.
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