Generating leads for your small business can yield great results, but only if you can turn potential buyers into actual customers. Without that, any leads gained through lead generation services, direct mailing efforts or any other marketing campaigns won’t add up to much.
To better understand how to convert leads into sales, we spoke with experts to find actionable tips that you can apply to your small business’s lead generation strategies.
Getting something for free always feels good – whether there are conditions attached or not. Giveaways are a solid way to get people interested enough in your business to potentially make a purchase.
The free item doesn’t have to be particularly lavish or expensive, but it should remind people of your business. Dan Ariely, a behavioral economist at Duke University, told The Atlantic that the concept of freebies and samples work because “they give you a particular desire for something. If I gave you a tiny bit of chocolate, all of a sudden it would remind you about the exact taste of chocolate and would increase your craving.”
Along with turning your leads into sales, Donald D’Souza, a content marketer at eSire, said giveaways can also help your business home in on what gets the most brand engagement from customers. Once you have that information, you can then personalize future communications and deals to convert your existing leads into more sales.
“Personalize your email and make …Read More
Paper-based advertisements, like direct mails, play a crucial role in influencing the purchase decision of the buyer. While direct mail is a proven marketing strategy, technology takes it to a whole new level.
It’s evident that even in the wake of technological advancements, customers are actively embracing direct mail. It’s no surprise why big corporates invest in direct mail engagement. The touch-and-feel experience offered by direct mail helps customers remember the brand and the product. [Are you interested in direct mail marketing services? Check out the businesscompany.us reviews and best picks.]
By streamlining the process and utilizing the power of technology in direct mail, marketers can improve personalization and ease planning, execution, and tracking. In this post, we’ll discuss how technology can make direct mail better and easy for businesses.
Traditionally, direct mail marketers handled customer data and mailing information manually. Even now, most are likely to use spreadsheets to share data with other teams. This leaves no room to track data accurately. A notably redundant process in direct mail is where the same spreadsheet passes through multiple hands. Numerous edits, revisions, and updates can damage the entire operation. While necessary in some cases, such a redundant process is time-consuming and involves a lot of work.
Using technology can streamline the process and maintain an up-to-date system to achieve better results.
Efficiency and accuracy go hand in hand in direct mail marketing. Assume you are managing direct mail marketing and you send out printed copies to thousands of users. This process may involve different teams within the organization and some third-party vendors for printing and logistics. How do you know the right team is managing the process? Are you confident that your mailing list is error-free?
Without …Read More
By that, I mean that they base their core values on experiential marketing. The one thing that determines the success of a company is the fact that it delivers an exceptional experience to its customers.
Think about it. When was the last time you stepped into your favorite fast food joint, knowing precisely what you’re going to get? Moreover, you probably knew how the staff is going to treat you and how the process of ordering and consuming the food is going to look.
Real experiences have much more significant impacts on our senses than abstract ideas and, therefore, stay in our memory for longer. According to a study from the International Journal of Supply Chain Management, 100% of respondents (customers) said that brand visibility experiences induce curiosity in them about a particular product or a service that is being offered.
Every marketer will give you their view of experiential marketing. It comes in many forms and sizes. It’s also called “live” or “engagement” marketing and serves as a tool that encourages the customer to take part in an activity your brand organized.
Those activities often look like random happenings. However, they are carefully-planned events to drive brand awareness and teach customers about your company and your products. Sadly, not every company knows how to deliver a top-notch event.
What’s more, a badly-executed experiential marketing campaign might look like a publicity stunt or a way to push your product to the customers. People don’t like brands pressuring them into making purchases. Even worse, such an event could damage your image in the industry.
The most critical factor in your customer reach is engagement, so if you still haven’t, start learning about your customers and tactics to create a successful campaign. Experiential campaigns take longer to …Read More
From breakfast to dinner, casual wear to party dress, a wide variety of options with amazing discount tags can arrive at your doorstep. You just have to click. The growth of the ecommerce industry is at such a rising pace that all the ecommerce stores, whether small or big really need to design their ecommerce store effectively while keeping the increasing trend of mcommerce in mind.
Below is the list of useful tips for ecommerce website development that can boost up your sale:
The website design should be in such a way that it’s effectively meeting the needs of the visitors and turning the prospective buyers into customers. It should be so appealing that it attracts visitors from all walks of life and also retain them to explore various stuff uploaded on your website.
The web design should be as simple as possible, not complex at all. No distracting links or images should appear in between of the product search, especially at the checkout process. Also, complicated animations, lengthy content, ambiguous terminology, stocky images, should be avoided as much as possible.
Editor’s note: Considering website design software? We can help you choose the one that’s right for you. Use the questionnaire below to have our vendor partners provide you with information from a variety of vendors for free:
Hiding shipping charges from the customers until they reach the payment gateway could leave a negative impact on your sales and result in increased cart abandonment. Always make sure that the total price of a product is displayed to the customer at the first go only.
Stop playing the price change game with customers. Almost every customer has a very good memory when it comes to memorizing price. They won’t forget …Read More
You have a website and you even have a blog, but are you using it? If your blog isn’t providing you with relevant leads, read on.
There are various ways to generate online leads for your business, but content marketing should be the foundation of your strategy. Not only is content very affordable, it’s also highly effective. Great content marketing can generate three times as many leads as pay per click and four times as many leads than traditional outbound marketing.
However, to get these results, you need a solid plan. Nearly 63% of business don’t have any documented content strategy plan. If you’re starting out on your marketing journey, a downloadable blog content scheduling tool can be found here.
Gone are the days of articles filled with clunky keywords; search engines are more sophisticated now and employ complex algorithms. Using repetitive words and inappropriate practices, like keyword stuffing, will reduce your ranking on Google.
Despite the changes in the algorithms, keyword research should still be an integral part of your content marketing plan. Research helps you understand what your audience is searching for so you can create content to meet the needs of your audience.
Keyword research gets very technical, but don’t get overwhelmed in the complexities of competition and search volume. Instead, use your research to come up with content ideas, outlines and article titles. You’ll likely find groups of related keywords together; these phrases and groups of words will help you hone in on your target audience. Consider using the phrases as subheadings for your articles. Google gives more credence to phrases and short groups of words than just single words.
Every article or piece of content you produce must have a clear and specific goal. It’s entirely possible …Read More
Due to the stiff competition in the marketing world, it’s crucial that you jam-pack your blog with fantastic content. High-quality blog posts are more likely to rank well on Google because they give your audience valuable information or make them feel good, which generates traffic.
Listening to your audience is crucial to creating a successful blog. Generally, something only has meaning if it appeals to you, right? The same rule applies to the people you write for on your website.
There are a couple of ways you can get feedback from your readers. The most common way that businesses discover what kind of content their audience wants to read is simply by asking them. You can put a poll on your website or your social media account and give your followers the ability to vote for the content they want to see on your website.
Similarly, you can send out a message to subscribers on your email list and ask them which article headline has the most appeal. Odds are, if consumers are dedicated enough to subscribe to your email list, they are loyal enough to voice their opinion when you ask them for their thoughts.
Editor’s note: Looking for the right e-commerce website design for your business? Fill out the below questionnaire to have our vendor partners contact you about your needs.
Creating quality content is about more than the words you choose when writing; it’s also about presentation. The use of videos and images is on the rise across all industries. After looking at the research, it’s not hard to imagine why media is so important in your blog posts. A staggering 43% of consumers expect videos when browsing blog content.
At the same time, studies show that content …Read More
And you can make it happen when you find answers to three key questions and incorporate them into your branding strategy.
But there is something you should know first. Forming a concrete brand strategy requires knowing how people engage with the world and make decisions. Therefore, you need to keep the following two facts about human perception in your mind:
We all assign meanings to the things that we engage with in our daily lives. Those meanings turn into codes in our brains so that we can quickly make decisions when needed, regardless of whether it’s the right or wrong decision.
We also love living in our comfort zones as it feels safe and the brain’s first mission is always to survive and keep things familiar. This makes the decision-making process faster and easier.
Now let’s try to answer the important questions.
Your brand is only going to grow if you can create loyalty and a word of mouth following. And to do this, you have to attract early adopters first.
This is what you need to do: inspire.
In my psychometric branding methodology, I use psychological profile of decision makers as well as various types of messaging tactics to define the best ways for the brand to engage with different types of personalities. This way brands can learn how to best communicate with their audience and ultimately achieve authenticity.
Within this approach, the early adopters generally fall into “inspirational” personality type and expect to be impressed, inspired and get excited.
You can excite early adopters in different ways:
Show them the reason why your product or service exists. Are you challenging the status quo? Are you being innovative? Give them something that they can turn into a cause. Take Airbnb as an
Chatbots are quick to respond to customer queries and can help solve their problems swiftly. With regular live chat, in which users speak to a customer service professional, questions may not get answered for hours on end. By then, your business may have potentially lost loyal customers who grew frustrated waiting for assistance.
According to Drift’s 2018 State of Chatbots Report, 77 percent of consumers expect to get instant responses when reaching out via chat. So, if your brand isn’t delivering the customer service experience they expect, you can bet they’ll be quick to find that assistance elsewhere.
In addition, chatbots can also be personalized to your target audience so they match your brand image and relate to customers on a deeper level.
Here are a few ways you can improve your chatbot strategy in 2019 in order to improve relationships with your website visitors.
If you have chatbots on your website but aren’t keeping track of how they’re affecting your business, you have no way of knowing how you can optimize them further for better results. It’s essential that you track important metrics, such as lead generation and engagement, so you know what steps to take next.
A few important KPIs (key performance indicators) you should track are:
Engagement/user interactions: The number of interactions users have with the chatbot once the conversation begins.
Retention rate: The proportion of users who have interacted with your chatbot on repeated occasions over a period of time.
Session length: The average length of time users interact with your chatbot.
Bounce rate: The number of visitors who leave your website after visiting one webpage.
Goal completion rate: The success rate of a given action performed through your chatbot.
User feedback: What users think about your chatbot and the experience they had
Many small businesses understand the importance of converting sales leads, but far too often, businesses don’t engage in an effective sales process. A shocking number of businesses fail to even follow up with potential customers who show an interest in their products. According to a study by the Harvard Business Review, 23% of businesses never followed up with web-generated sales leads. Another 24% took more than 24 hours to follow up with those leads. Nearly 50% of businesses in the study either didn’t follow up with web-generated sales leads or their sales reps took far too long to reach out.
A business offering quality products or services shouldn’t fail because of a flawed sales process. When it comes to following up with sales leads and potential customers, there are a few best practices to follow. We spoke to experienced marketers and salespeople to learn how to follow up on sales leads, and why you should follow up on sales leads to maximize conversions.
According to the HBR study, firms that followed up on sales leads within an hour of getting them were seven times as likely to qualify the lead than companies that waited more than an hour. Following up within an hour also made those businesses 60 times more likely to qualify the lead than companies that waited more than 24 hours. Clearly, it pays to respond quickly.
If a customer fills out an online form, there’s a benefit to following up within the first hour. Following up within the first five minutes can be even more valuable. This can be difficult as a small business juggling other responsibilities, but utilizing a live chat solution, in addition to any sales reps you employ, can be a cost-effective way to quickly respond to …Read More
If your copywriting isn’t generating leads and sales for your business, it needs a makeover. Fortunately, if you don’t consider yourself a copywriting master, you can improve your skills. One of the easiest ways to boost the effectiveness of your copywriting is to use science. That’s right, you can mix the art of writing with science in order to turn your ineffective content into persuasive copy.
Check out these four psychology-based tips to improve your copywriting.
It’s not what you say, it’s how you say it. A reader doesn’t necessarily want to hear what they’re lacking, they want to hear what they can have when they use your product or service. So in your copywriting, you need to aim to frame information positively, not negatively. For instance, a negative frame might describe something that isn’t happening, while a positive frame might describe what could happen. Take a look at the examples below for a better idea.
A classic Kahneman and Tversky experiment found that 72% of participants chose an option when it was presented with positive framing but that number dropped to only 22% when the same choice was presented with negative framing. It’s perfectly fine to use negative frames once in a while, but if you write about your product or services with positive framing, your readers are more likely to be persuaded to take the desired action.
Another way to supercharge your copywriting is to use power words. There are certain words and phrases that have a stronger effect on people than others. These power words trigger an emotional response in people, which makes your copy more meaningful. For instance, …Read More