For a business to be successful, it needs to generate sales. There are many ways to drive leads and generate more sales, but it can look very different across industry verticals.
There are, however, some fundamental strategies that can benefit all businesses and industries, and make both your sales team and marketing team happy. While there can usually be some tension between the two, the key focus is to drive a high volume of high-quality sales.
Through the key strategies outlined below, you can drive engagement and turn potential customers into warm and hot sales leads.
With approximately 4.66 billion users on the internet, it is crucial for any business that wants to survive, let alone increase sales, to have a digital presence. Digital marketing encompasses a variety of techniques, including social media, email marketing, search engine optimisation (SEO), and paid online advertising. Each is effective on its own but combined, can create a powerful sales generating machine.
SEO entails several updates and adjustments to your website (optimisation) both on-page and off-page to satisfy the search engine algorithms to increase your website's visibility and rankings. Through this process, the technical health of your website is improved, as well as the quality and relevance of your high-level sales pages, so that they can match the queries your ideal client searches for. Good optimisation strategies are key if you want to generate sales, as the higher up your pages show in the search results, the better chances you have of driving organic traffic. This is because it has been estimated that approximately 75% of users will not access the second page of search results.
SEO also involves writing blogs. Blogs are a great way to build trust with your ideal audience, by providing high-quality and valuable solutions. It also enables you to capture customers higher up in the sales funnel, those who perhaps are not ready to purchase just yet, by increasing your credibility and brand awareness so they are more likely to return to you when they are ready. Good content also helps to provide a hierarchy within your website with a good internal link structure, which is favored by search engines, as well as content that is likely to be linked to by other websites, which can generate referral traffic and increase your overall Domain Authority (another factor search engines consider when ranking content).
Utilising social media can allow you to build a strong online presence and positive reputation. Social media provides a quick and easy way for you to show insights into your business, share your values, and provide bite-sized value to build trust. Social media allows you to connect to your customers and build relationships as you take them on a more personal journey, which can increase engagement and turn them into warm leads. The platforms you use will entirely depend on which platforms your ideal customer uses.
Email marketing is where you capture your customers' email addresses and turn cold or warm prospects into hot ones. Emails should be collected from those visiting your landing pages, your blog content, your social media accounts, or anywhere you have a presence and drive them all into one place. Email marketing enables you to segment lists so you can provide a personalised sequence to meet your customers where they are at on their journey, for example, if they don’t know what they want yet to those who have already purchased from you.
A sales funnel agency will help you design and build unique, automated sales pages and systems with the sole purpose of creating a better experience for your customers that will convert more leads into high-value sales and repeat customers. These systems not only include a sales page but include consistent marketing and messaging, excellent lead follow-up processes, and personalisation through segmentation. Businesses can also use HubSpot Salesforce integration to improve their sales and marketing efforts. This integration system will help you attract more customers and generate quality leads. Businesses may also implement tools like this mortgage CRM system in order to help them monitor customer experience to ensure that their marketing is having the desired effect. The automation of the sales funnel helps create more efficient processes within your business that increase engagement with your leads while eliminating tedious, repetitive tasks.
If you have the budget, there is also the option to buy sales leads. Lead generation companies use experienced sales teams and advanced technology to generate leads. They tend to qualify leads with certain criteria, which can then be purchased by your company to follow up and turn from cold to hot.
While there are many ways to generate sales, these are some of the foundational strategies that all businesses should consider adopting for higher-quality lead generation.
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