Writing the Perfect Email
Who do you think is likely to make more sales, Company A which receives a half dozen leads a month, or Company B who receives 50 quality leads every month. If you guessed Company B, you are absolutely correct. Your ticket to winning more sales and increasing your conversion rate it fo find more quality leads.
Lead Buying – An Obvious Answer
One of the easiest ways to increase your number of leads is to buy leads from quality lead providers. Lead providers come across leads in a number of ways. Most of them have an information page with a simple form where interested browsers can opt-in to receive further information and a free quote. Some providers also use email campaigns or direct mail campaigns to solicit information from interested prospects. A final, though less popular, method of generating leads is through telemarketing or cold-calling. Many lead providers avoid this method, however, because of the fines they face if they inadvertently contact someone on the Do Not Call list.
Sales Doesn’t End With Lead Buying
Just because you buy 50, or 100, or even 1000 leads every month doesn’t necessarily mean you will hit your sales goals with ease. Before buying leads, you need to make sure you have a lead management system in place so that leads don’t simply sit gathering dust.
Many providers offer lead management programs which immediately assign a lead to an available sales person for a follow-up call. The program also sends an email message to the lead. The message introduces your company, suggests ways that your goods or services can help the lead, and lets the lead know to expect a call from a sales person in short order.
Additionally, you can use lead management software to nurture leads by following up with them on a regular basis and to generate statistics about which leads are the most likely to convert. These statistics can help you make lead buying and lead assignment decisions. For instance, if you are buying leads from three different companies, and the leads one of those companies provides has a significantly higher conversion rate, you’ll probably decide to spend more of your marketing budget on the company whose leads close the most often.
By the same token, you can keep track of your sales staff and find out who is making the effort to provide follow up calls and contacts and who tends to close more sales. If one sales person closes a higher number of sales than any of the others, it makes sense that he or she would get the most leads.
If you want to win clients, it’s important to focus on increasing your number of quality leads. It is also important, however, to make sure the leads you purchase receive strong follow up and nurturing.
About Bill Rice