You Got The Leads, Now What?

MarketingSales

Sep 5

Were your feet as sore as mine were? Wow, what a full yet productive weekend at the vendor show! I hope you came away with dozens of leads and are grateful for the opportunity to serve our community.

So…you talked to dozens of people and received many leads. Now, comes the hard work. You must nurture those leads so that they eventually commit to a sale. This could take weeks, months or even years. You build trust through three stages of relationship: curiosity, enlightenment and commitment.

What is your plan to follow up with all the leads? Do you have time to call each one monthly to check-in? Heck no, you’re too busy running all the other elements of your business.

There are 5-Parts to an effective sales funnel:

One-Liner | Website | Lead Generator | Nurture Campaigns | Sales Campaigns

Creating a nurture and sales email campaign has a 4200% ROI. No, that is not a typo! You can check me on HubSpot. Email marketing is the most effective and affordable way to convert leads into buying customers.

SCENARIO #1: Tom came to the show and was interested in your product. He wasn’t ready to buy, just curious. He has your information so that he can consider if he wants to move to the next stage and engage in future conversation. He puts your brochure on his desk where more paperwork piles on top and it eventually gets covered up with junk. Over time, Tom forgets about your product.

SCENARIO #2: Tom was curious about your product and you not only gave him your brochure but asked for his contact information so that you can follow up with him. You have an automated email marketing campaign that delivers valuable content twice/month where Tom is reminded of your product. He becomes enlightened after you build trust with him by offering helpful advice that addresses his pain points. After receiving a total of six emails over three months, he has moved to the final stage of commitment: Tom is ready to purchase your product!