Do you follow-up on your Leads?

A website is a key sales tool for any marketeer. Following up with people who have visited your website is one of the most important ways to close deals. But, how well have you been doing this? Here are several key points for you to find out!

A Lead Capturing Mechanism
Before you even start thinking of following up, find out what kind of a ‘lead capturing mechanism’ is available there on your website. If you don’t have a lead capturing mechanism, may be you are missing out a lot of prospects you get to the website. Regardless of whatever the marketing campaigns you’d do, whether it is social media, press, radio or TV, you’d have to have a mechanism to capture people who are visiting the website. Now, this could be presented in many ways; you can have a special promotion running, you can offer a free trial or you can offer a newsletter subscription on the website. Our researches show that, offers or promotions have better conversions than the standard ‘newsletter subscription’ on the website.

Follow-up
One of the primary things you’d have to have is a ‘Follow-up Marketing Platform.’ If you only have ten or fifteen leads with you, you can even write that down on your notebook and start the follow-up process, but when the list builds up to fifty or hundred, this would be an impossible task to do manually. With knowing that none of these leads will become customers at the initial discussion, it would be the sales person’s responsibility to start following up until they step in to do business with you. Industry experts say that you have to have at least 7 contacts with the lead to convert him to a customer. It doesn’t mean that the follow-up should stop there; a customer can again be a repeat-customer. Having follow-up sequences in place is one of the best ways to get the prospects converted to sales!

Now you’d have to think back and ask yourself, what kind of a ‘Lead Capturing Mechanism’ you have with a ‘Follow-up Marketing Platform.’ A website is not just some information with a few pages, there’s much more to it.