A lead cycle, or sales funnel, is the backbone of any business. These are the people interested in your product or service. Obviously the goal is to move people along the lead cycle until they make a purchase. Of course, before you have buyers you have to fill your lead cycle with prospects. Here are three super easy ways to fill your lead cycle that are great traffic generators:
1 – Go to where your potential customers are
Use free tools like Google’s Ad Planner to find out where your customers are hanging out now. These can be forums, groups, or industry-specific websites. Of course, this tool is supposed to help you find places to advertise, but who’s to say you can’t use it for other reasons?
2 – Get in front of your potential customers during their time in need
How many times have you asked a question online? Even if you don’t use a service like Quora or Yahoo Answers, you know that when you search for a question these sites often pop to the top rankings. That means lots of extra eyes on your answers if you go out and find questions relating to your industry. It’s hard to answer questions without sounding promotional, so do your best to be as helpful as possible. Even if the person that initially asked the question isn’t interested in your service, maybe the next pair of eyes will be.
3 – Craft a net
The biggest mistake I see in websites is the lack of lead cycle captures. This means you have worked overtime getting a ton of traffic just to have it slip through your fingers. We are all way too busy and look at way too many sites to bookmark them all. So do your site visitors a favor and provide ample opportunity to get their information. If they want to give it, you should take it! For example, have an RSS feed sign up and provide a place to get other updates. Once someone hands over information, make sure you keep track of it. You can do this manually, or if you are super cool you can utilize lead automation services like Marketo.
Lead cycle issues plague us all. When you are small it’s tough to get attention, and when you are bigger it’s hard to keep track of it all. The point is to pay attention. These three tips are super easy because they are common sense. Think of marketing like making friends—you can’t find new friends in front of the television (you have to go to where they are), you can’t make friends by being a selfish jerk (you need to help people out) and you can’t make friends without getting some basic info like a telephone number or email address.
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