Keys to turning a lead into a real opportunity

Having databases of hundreds or thousands of people is useless if you don’t work with these databases. The most common thing when wanting to work with these databases is that these stored data are not updated and the vast majority are wrong or incomplete, which leaves us with a garbage database.

For that we use the sales force, the website and the social networks of our company to massively acquire new contacts «leads» and make ourselves known, however with this new base we do not work either or we do it halfway.

In order to increase sales, position our brand and products, increase visits to our website or grow our communities on social networks, we have to give value to the data we collect, through the various means we have.

The quality of the data allows us to know the level of interest of the person in our brand, however not only being interested will generate a conversion, we must lead the person to the conversion and establish a long-term relationship.

To achieve conversions, we must be clear about the following keys:

  1. Segment the “Buyer person” according to their interests, not yours.
  2. Segment your content according to the stage of the sales funnel where the lead is.
  3. Use web forms to collect information, but do not ask for too much data, and as little personal information as possible.
  4. In the communications you have with your lead, be brief and concise.
  5. Offer quality in your content, rather than quantity.
  6. Ensure that your landing pages are attractive and intuitive to navigate.
  7. Automate the sales process, especially billing.
  8. Provides privacy and data protection of lead information.
  9. Prioritize the security of your websites, use SSL certificates.
  10. Do not saturate communication, allow the lead to evaluate what is offered with time.
  11. Take care and prioritize after-sales service
  12. Generate incentives: bonuses, discounts, promotions, demonstrations, loyalty.

Keep in mind that for each company, business or enterprise the conversion is different, it can be from a subscription, the download of an e-book or even the sale of products, services or spare parts.

Adjust your actions and strategies according to the conversions you want and need, remember that for the desire to achieve a conversion you can end up ‘harassing’ your lead, which can generate annoyance in him, which can completely distance him from you losing everything you had achieved in the process.