How to Nurture Leads
When I talk to local business about local lead generation I am learning that many do not understand how best to nurture the leads they generate online. Yes, many may buy on first contact, but others may take a little longer to go from “maybe” to “Yes”.
In a previous article, I wrote about how to “follow-up on a lead” from your online lead generation sources, and some best practices when creating an online contact form. Studies have showed that the least amount of information you ask for, the more likely you are to get that information.
1. Call first… if you can
If you are lucky enough to get their correct phone number call them ASAP. This may be real obvious to you. But the longer you wait to make the call; the less chance you have to make the connection and even less to convert. I say it is obvious, but some people really do wait. It seems like they have no faith in themselves or their leads.
TIP: I call as soon as I can as that lead more than likely equals cash in the bank.
2. Data, as in database.
If you do not have a database, and you would be surprised who does not have one. You really need to start one… immediately. My suggestions for database programs are Gmail (yes, you can), ACT by Sage, create an Excel database and there are many other options.
3. Snail Mail
post this
I fail at this on a regular basis, but at least I admit it. I am getting better at it. A great way to set yourself apart from the crowd is to mail them a handwritten note. I personally use a note card that I created with my logo upfront and an image and QR code on back. I know when I do mail them out, I get a great response. I wonder why I don’t do it more. Oh yeah, I get lazy.
4. Email Them
By now, you should have spoken to your new lead. You got their name, phone, email and address. You should set them in an email schedule. The real trick is knowing how much to email them. If you do it too much, they’ll ignore, and if you do it to little they will forget about you. All I can really say here is if you promised to do something by email, well, you better bloody well do it, and stick to your schedule.
5. Stay Visible
Since your leads came from online, you want to make sure you stay visible online. Keep adding content, however you do it. If you are like me and do a podcast, keep doing them. Whatever your flavor be – keep doing it. Action precedes motivation.
If you stay busy online, you stay very visible; you will generate more leads.
A rolling stone gathers no moss, but a growing, improving site gathers more and more leads. These are just some simple ways to nurture your leads and grow your database.
Dave