How to Sell More When You Have Few Leads

Leads, leads, leads. That’s always the top priority for any online marketer or business owner.

Attracting millions or even just thousands of leads could mean big things for your business. Specifically, it could mean you would be selling more and making greater profits.

That’s every marketer’s and business owner’s dream.

But let’s face it: If you have kick-started your lead generation campaign or you find yourself in a highly competitive niche, it could be difficult to boast of thousands or even just a few hundreds of leads.

So, how can you squeeze the most from your limited list of leads and generate the most ROI from your marketing efforts? [sociallocker]

Give your lead nurturing strategy a boost

A major mistake marketers make in selling more is failing to continue to nurture leads until they show a strong interest in purchasing. Lead nurturing should continue past the first conversion or past the point a prospect becomes a lead.

To push your leads lower in the sales funnel, you might have to look at your content strategy and to align the content with the evolving questions your leads are asking.

Without the right content to support purchasing decisions, you will see very few conversions in terms of sales.

Of course, it is important to have a clear understanding of your existing lead persona, for you to be able to serve the right content. After all, each lead on your database has unique needs and is at different stages of the buying cycle, thereby necessitating distinct content for different segments.

Effectively Implementing Lead Scoring

A lead scoring plan helps you to determine the best time to close in and start talking to a lead.

It is true that most lead-scoring plans use up a lot of resources and may not always be necessary. However, you can implement a small-scale scoring plan that can help you to identify leads that are most likely to become customers based on their activity and demographic characterization.

In essence, scoring is simply a way of segmenting your database and assigning a value to each lead. Once you single out those that show the best prospects of converting to customers, you are able to zero in, and start talking to them through non-obtrusive channels.

Mining Lead Intelligence

Let’s admit it: The more information you have concerning your leads, the better placed you are to convert them to actual buyers. The opposite is true: too little information results to too few conversions.

Lead intelligence entails gathering as much information about your leads as possible to align content and marketing messages to the unique characteristics and needs of these leads.

There are several pieces of data that you can look at to qualify a lead depending on your niche or business objectives. Some of these include social media activity, page views, number and types of forms filled out, and page revisits.

Lead intelligence is necessary for prospects at different points of the sales cycle. One would argue though that these vital pieces of information about a lead are even more important for leads that are lower down the sales cycle. Having the correct information about bottom-of-the-funnel leads simply makes it easier to sell to this segment and raises the chances of closing the sale.

Leads, Leads, and More Leads..

Consistency with your lead nurturing campaign is paramount if you are going to make the most of the leads in your database. A major reason that keeps prospects from converting into actual buyers is the absence of appropriate content and available contact points with your brand.

Identify what is standing between your leads and your products and services, and provide optimized content that will eliminate the doubts and push your leads to the purchase point.

Do you have any of your own tips for how to sell more? Leave a comment below.