When you are a solo-entrepreneur or a sole trader having todo absolutely every single work related task for your business, you will end up wearing many different hats throughout the working day. This includes a very important hat – that of being your own marketing manager.
Inbound marketing is one of the most effective ways to generate new sales leads and can greatly help you to build up a good customer base. Inbound marketing is a data-driven method of levering your website content to lure your readers into buying your products or services direct from your website. There are many tips and tricks that you can use to help you convert your leads into customers and successfully close more leads.
Buying products and services online is becoming the preferred approach by both the general public and also many B2B companies. The downturn of high-street consumer sales figures over recent years is proof that the future for many businesses lies within a digital marketplace, especially when attracting younger customers who where born and have grown up with digital technology.
Generating your own sales leads
The whole idea around encouraging inbound sales leads is to connect with your prospective buyers by identifying with them and their needs. By empathising with their situation or issue and then providing a quality solution for them that is easy to buy, get hold of and use quickly you can build a relationship with your customers based on trust. You can do this by understanding their mindset and building a good relationship with them before they are ready to buy.
Just about every successful sales and marketing expert regularly practice some sort of solution selling that is geared to the needs and desires of their target customers. They understand that closing a sale will rely on providing a solution to whatever problem their prospective customer is experiencing.
However, jumping in and trying to do a cold, hard sell because you have figured out what your customer wants is a bad move. People these days are very savvy and will smell a hard-sell coming a mile off. Instead, you first need to woo your customer by attracting them in with plenty of useful and honest information that they will find really useful to know.
Using your content as leverage
This is where you can use the content of your website, blogposts and social media posts to your advantage. You should aim to inform your readers by supplying very useful insights, advice and information based around your business niche for free. Make sure that you don’t make the mistake of making every single page of your website, every blog post and every piece of social media information you post a cold sales pitch for your products or services.
Use your social media pages to put interesting and intriguing snippets of information about your topic out for general knowledge.Add a link back to your blog or website page to draw in a prospective sales lead so they can glean more useful information.
Capture their interest and hold on to it
The idea is for you to retain the interest of your reader and keep them on your website for as long as possible until they have grown to trust you and your advice. Once they see you as an honest person that is actively seeking to help them by supplying plenty of useful tips and advice, then they will be more inclined to buy from you.
Depending on the field or industry that you are in, as well as the nature of the type of customer you are trying to attract, it may take as little as two or three click on your links before a customer is ready to buy from you, or it could take a few more. It may even take some sales leads a day or two to think about your solution before they decide to come back to read more and eventually buy.
The idea is that you over deliver on your information and use gentle persuasion to push the sale rather than turning them cold with a direct sales pitch. The beauty is that if you can take the time to continue to provide fresh and new information to post on your blog and social media sites,then you will be building a strong back history of useful content for your prospects to dive into and enjoy. This will help to encourage them to trust you and eventually buy from you.