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Are you looking for a marketing strategy that will bring you more leads and customers who stick around for the long term? In this post, we’ve got you covered.
The standard formula for many businesses is to develop, sell, and repeat. This is not a bad formula.
You start by developing a marketing strategy. Then, you sell your proposed products or services. Finally, you repeat this process for business sustainability.
However, it’s essential to know the underlying procedures within these three steps. A fuller understanding will help you bring hot leads and long-term customers to your company.
Photo by Tim Mossholder on Unsplash
Here are seven ways to get more leads and customers for the long term:
Introduce a New Marketing Scheme to Gain More Leads and Long-Term Customers
You might already have a marketing practice in play. Perhaps your organization focuses its marketing efforts through cold calling. However, that’s not the only way to go about it. Start by introducing a new campaign to help your business rake in more leads and long-term customers.
For example, consider adding SMS and ringless voicemail marketing techniques to your current advertising practices, perhaps using separate systems for each marketing exercise.
Alternatively, consider an app like Mojo Dialer for sending texts and dropping ringless voicemail messages to your potential customers. Such an app can reduce the costs of starting a new marketing campaign.
Here are a few benefits of SMS marketing to help you get started:
- It’s a quick way to send marketing materials to targeted lists
- It has the potential of letting you gain higher open rates than other marketing practices such as sending emails
- SMS marketing is a non-intrusive way of advertising your brand
- Text messages are direct and to the point
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For comparison, here are a few advantages of using ringless voicemail marketing:
- Similarly to SMS marketing, ringless voicemails are non-intrusive to the receiver
- The service doesn’t charge consumers for receiving voicemails
- Companies offering ringless voicemail marketing apps and services use contact lists that are compliant with specific rules and regulations
- You only pay for what you send
These two marketing practices will help boost your leads and therefore your customers. And these are just two of the benefits your company will receive from using an app like Call Cowboy.
However, you can’t forget to nurture your leads. Otherwise, your cold leads will stay “frozen.” Instead, maintain people’s piqued interests to make them loyal customers of your firm.
Use Lead Nurturing to Drive Customer Loyalty
Many companies fail to nurture leads. Entrepreneurs and marketers know how to generate interest from targeted audiences. But without nurturing those leads, people’s interests fade and you can lose the sales you might have had from those leads.
The goal of lead nurturing is to build trust for your brand among your target audience.
Keep in mind, however, that lead nurturing is not hard selling, which can seem intrusive and cause potential customers to lose interest.
Here are three simple techniques for nurturing leads:
Personalize Your Approach with Both Leads and Customers
“First impressions last,” goes the old saying. In other words, the first few seconds of introducing your brand might be the most significant time. Within those few seconds, you can either gain or lose a lead—or a new long-term customer.
Most people prefer to talk to friendly and trustworthy-looking people during business transactions. So make sure your first point of contact doesn’t appear automated, even if it is.
Personalize your messages. They should sound as if you’re talking to a friend or relative. Include your lead’s or your customer’s name at the beginning of the message.
And instead of pushing products onto the people in your audiences, make statements that sound like suggestions.
Educate Your Leads to Turn Them into Customers
Saying your potential customers need your product or service might be easy. However, aligning the benefits of your products with your leads’ interests might be another story.
Importantly, educating your leads is perhaps one of the most crucial steps to closing long-term sales.
Therefore, give your lead the information he or she needs. Educate your prospects by raising their awareness, leading them to consider the transaction and helping them to decide.
Also, don’t forget to include any new offers while you’re in the nurturing phase of the sales cycle. When you do, you will further the possibility of gaining a long-term relationship with that potential client.
Set up a Schedule
Many marketers make the mistake of emailing marketing materials every day to targeted contact lists. However, many leads and customers might find this move annoying. Consequently, they’ll consider unsubscribing to your newsletter before long.
Instead, set up an optimal schedule for sending your marketing messages to your contact list. When you do this, you give recipients some time to digest the information you sent to them earlier.
After nurturing your lead, assess if the consumer or business entity is ready to become a long-term client. For a better assessment, create a score sheet to track each accomplished objective from your lead-nurturing campaign. Then, if the lead achieves a high-enough score, you’ll know it’s time to close that sale.
Being in a long-term relationship with your clients means you shouldn’t leave them to grow cold after completing the sale. Instead, give your customers additional ways to transact with you.
Also, be proactive. Engage with the customer even after you have made the sale. Proper engagement can open new opportunities. In turn, it can increase the value you gain from each sale.
For example, let’s say you notice a customer walking around your store holding a shopping list. You walk over to her, knowing you want to introduce a new item to her.
However, when you engage with her, she tells you that particular item is not on her shopping list. All the same, you briefly describe to her value of the product and its benefits to her.
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As you play out this scenario in your head, notice that your emotions become involved. See yourself growing energized as you explain the benefits of the product to your customer. Your positive emotions can help to close that sale.
Besides engaging with customers personally, you can also engage through the Internet. In fact, social media may well be one of your most powerful tools for communicating with leads and prospects.
Therefore, use your business’s social media page to your advantage. Post relevant topics that allow your follower base to post comments and share their posts. Also, don’t forget to answer their questions.
Moreover, don’t rely on chatbots too much, as your leads and customers might think you have no time to answer their queries directly. In other words, maintain that personal touch.
Be a competent, reliable, and friendly businessperson whenever you engage with your prospects and clients. These three characteristics will help build the trust that is vital to long-term business relationships.
Maintain Excellent Customer Service
Excellent customer service is also essential for attracting loyal customers. Therefore, your business-to-business (B2B) or business-to-consumer (B2C) marketing campaigns should follow excellent pre- and post-sale customer service protocols.
So be sure to hire sales representatives who have a genuine desire to help your leads and customers with their comments, queries, and suggestions.
You can improve your company’s customer service relations by doing the following:
Understand Your Products and Services Inside and Out
Your salespeople need to know what you’re selling in order to provide excellent customer service. Additionally, they must know how to answer customers’ questions. Therefore, every salesperson needs to be aware of both the common and uncommon questions people in your audience might ask.
Greet People with a Smile
There is hardly anything more discouraging to a prospect’s interests than being greeted with a grumpy face. So always remember that excellent customer service starts with a smile.
Even better are warm personal greetings followed by firm handshakes.
Don’t Forget to Say Thank You
After spending time talking with your lead or client, don’t forget to say thanks. A simple “thank you” will let your prospects and customers know you value their time as well as their money. You might also get a “thank you” or “you’re welcome” in return.
Finally, make sure to show respect to your leads and customers. Don’t let your emotions get the best of you, especially when you’re speaking with irate individuals.
Listen to customers’ complaints and answer respectfully. Handle each situation properly, and you might regain an irritated person’s trust.
In other words, always remember to treat your clients like people and not businesses. Put yourself in the shoes of your prospects and customers when talking to them. If you don’t want other people to treat you unjustly, then you shouldn’t give unwanted stress to other individuals.
Don’t assume your customers will continue to buy your products and services as long as you offer new stuff regularly. Also, don’t fall into complacency while you’re receiving your client’s hard-earned cash through your sales to him or her.
Instead, reward your clients with extra incentives because of their loyalty. Encourage long-term and repeat business by offering perks such as discounts and exclusive deals.
For example, a loyalty card can help you gain repeat transactions by letting your customers earn points with each sale. The consumer can then use the points for discounts on additional purchases from your company.
A loyalty program is an excellent way to tell your consumers that you want them to stay. This bonus may also help you build a business ecosystem consisting of individuals and organizations interacting with each other in positive ways.
Look for Business Partnerships
Many companies don’t consider targeting other businesses for their marketing campaigns. Perhaps, your organization, too, is focusing only on B2C marketing. However, B2B marketing can help you gain more hot leads and long-term clientele.
Your image of an ideal customer might already be another business. If so, consider also partnering with with firms that offer products and services that complement your own. Such a relationship can help both firms reach new audiences.
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For example, your company might be offering fitness clothing and apparel. If so, you could partner your business with a gym or lifestyle center. This can help expand the reach of your brand.
You might set up a kiosk in the gym to help sell your products. Conversely, you could offer a free water bottle to gym-goers with each new membership subscription.
In this scenario, the business entity might be your long-term partner in achieving more sales. It can also be a win-win situation for both companies.
You gain more sales by way of your kiosk. In turn, the gym attracts more clients, since people understand that there’s more to the membership than just using the exercise machines.
Create Free Trials to Gain Leads and Long-Term Customers
Many consumers think of the prices of products or services before they consider their worth. So let your leads and customers experience your brand without asking them pay a cent.
Free trials help promote benefits such as:
- They create a lasting impression to a targeted audience
- Also, they give prospects a chance to compare products for free
- They invite prospects to get acquainted with and become excited about new technologies
However, don’t offer free trials with your only thought that of gaining more sales.
This marketing strategy needs careful planning for it to be successful. So consider the following factors before you attempt to offer free trials:
Limit the Free Trial Period
The free trial period should be limited. For instance, if you’re offering an online website maker, consider a seven-day trial period for users to “test the waters” of the service. If the new site owner likes using the features, then they can keep using their new website for a subscription fee.
Offer Only One Product or Service
You don’t need to showcase all your offerings during the free trial period. If you’re selling a product line, put up only a single item for prospects to try for free. And if you’re selling a service, let your leads test just a few of the features for a limited time.
Calculate the Costs to Your Bottom Line
Ensure that the free trial won’t be too expensive for your company. For instance, consider putting a decent-quality foundation out as a tester on the shelf of your cosmetics store. If a customer wants to try a higher-quality foundation, you can offer them a more expensive foundation for a discounted price.
Importantly, don’t put a product or service on a free trial period if it challenges your profit significantly.
These free trials may help you boost your hot lead and long-term customer acquisition. This marketing strategy may also assist in showing your prospects that your business doesn’t only care about cold, hard cash. Instead, it shows how much you value your long-term business relationships with your clientele.
Create a Sustainable Business with Hot Leads and Long-Term Customers
Improving your hot lead and customer base can be challenging if you don’t know how to go about it. But following these guidelines will help you have more leads and boost your customer count. Let these tools help you reach business sustainability as you increase your sales in the years to come.