If you sell services one of
biggest challenges is identifying qualified prospects who want what you have to offer and are ready to buy. It is possible to waste time on cold calls and other marketing activities that turn up little in way of sales. Wouldn't you rather have a steady stream of hot leads, leads that not only include contact information but give you an idea of what prospect needs, problem they want solved?You have a web site, and hundreds if not thousands of people visit your site each week. If your site is working well it should be providing you with a list of hundreds of people who want to be on your marketing list each week and dozens of qualified leads, people who want you to call them right away about your services.
Use following five tactics to generate a list of qualified prospects.
1. Collect Contact Information Strive to collect email address of every person who visits your web site and is interested in problems you solve. Offer a free article, tutorial or guide as bait to motivate people to give you their email address so you can market to them again and again.
Offer prospects something they want, and place your sign-up form prominently at top of your home page and in a side navigation bar on other pages of your site. This should help you capture email addresses of 10-20% of people who visit your site each week.
2. Use Auto Responders to Collect Detailed Information If you use a free giveaway and briefest of sign up forms to get people to give you their email information you can market to prospects but wouldn't it be helpful to have more information?
Use an autoresponder to send people a confirmation when they request your free article or sign up for your newsletter. In email ask them for detailed contact information and ask them a couple of questions about what they're interested in.
3. Get People to Tell You How You Can Help Them Many people use web as tool to find solutions and to hire people who can help them solve their problems. If you are a financial advisor, giving away an article on financial tips is a great way to get contact information but what you really want to do is to identify those people who have an immediate interest in your services.
Prompt people to contact you by including an inquiry form on your web site, but don't make mistakes made on most web sites. Too often inquiry forms are buried on site, multiple clicks away from pages most frequently viewed by your visitors. Include your form on high visibility pages, at bottom of your homepage and other key pages about your services and products.
