The Secret to Getting More Qualified Leads For Your Business
March 6, 2020 |By Seth Barrick | Marketing Strategy
The Patience Problem
Nowadays people want things in an instant. They are quick to make decisions, even if that decision isn’t going to help them in the long run. In a similar sense, many businesses make the mistake of accepting any leads they can possibly get.
Unfortunately this can waste a lot of time and money. Business owners should be searching for people who show genuine interested in the business model. This is what we call “qualified leads.” Today we are going to address how to get more qualified leads flowing into your business.
Getting The Right Kind of Attention
First off, we must wipe our minds clean of what “Online Gurus” say will generate qualified leads. The concept of getting leads by blasting advertisements onto the internet is an awful use of your time and money. This isn’t the way to get qualified leads, this is just plain annoying.
Have you ever dropped food into a koi pond and noticed what happens? All of the fish come swarming after that food because they are all hungry for something. In a similar manner, there are tons of tricks to get people biting on your business. Unfortunately, that’s not what we want. Today we’re going to focus on the intent of your qualified leads in order to separate them from all of the other fish.
Long story short, going the Guru way is guaranteed to attract some eyeballs, but that’s not good enough. I like to say the guru way is “too quick to be true.” Getting leads with real intent takes time. You’re building a relationship here, and you can’t expect people to be ready for marriage on the first date.
How to Get More Qualified Leads
There are a couple things to keep in mind when it comes to obtaining more qualified leads for your business. First of all, the amount of qualified leads that become customers from your efforts is out of your control. You can’t make decisions for your customers. What you can do though, is increase the likelihood they’ll convert by targeting the perfect people with the perfect message.
Prospecting vs Marketing
In order to obtain more qualified leads, you have to have a plan. Failing to plan is planning to fail! Simply saying you’ll post on social media more often won’t cut it.
Are you prospecting or marketing?
On another note, it’s a good idea to consider if you want to chase your leads or if you want those leads to chase you. I don’t know about you, but I’d rather leads chase me. Put simply, If you go about marketing the right way, and are consistent, qualified leads will seek you out.
There is nothing wrong with either of these methods. Both take lots of hard work, but in different ways. Let’s have a quick physics lesson. Did you know that it takes just as much energy to push as it does to pull. Desipite whatever delivery method you choose to use, you must have a clear message.
The Right Kind of Message
Don’t generalize your message because it will only look like your products or services are no different than that of your competitors. Instead, be as specific as you can when sharing your message. Rather than saving people money on their copier and printers, present yourself as a niche within a niche.
For example, NuQuo group is a copier consultant, not a vendor, that helps companies reduce cost on their copier and printer contracts, becoming an extension of the clients staff. NuQuo help clients understand copier language and assist them in renegotiating pricing and terms on their contracts.
You see how this is different than saying NuQuo helps companies save money on copiers and printers? Presenting your message clearly will reduce confusion about what your company does.
A Valuable Message
This is where you have the opportunity to boast about your product or services a little bit. Show off what your business can do and why it’s needed. Provide case studies and specific examples. If you’re looking for qualified leads, you have to realize that they will be doing their research. They are looking for reasons to cross your business off their list. If you don’t want to be crossed off the list, use real numbers to show why you’re better than your competitors.
Okay next up is having social proof that your product or services are superior to others like it. Data isn’t the only thing helping qualified leads identify your business. Let’s talk about testimonials from your current or past clients.
If you buy anything online then you know that products on Amazon live and die by their reviews. In a similar manner, your business will abide by this same concept. Why? Because we are in the 21st century and people rely on the experience of others to decide if their investment is worthwhile.
It’s not a bad idea to have testimonials of your clients on your website or even within your content. It makes your solution more personable to qualified leads. No business says anything bad about their products or services. Your clients on the other hand are much more relatable to qualified leads than you are. Especially if in they are in same vertical market and holding the same job description.
A Searchable Message
It’s super important that your business can be found on the internet nowadays. If you can’t be found on the internet then you most likely won’t be found, unless it’s by word of mouth. Unfortunately this process can take an eternity to have any real impact.
Having a good online presence doesn’t mean that you have a website. Yes, that’s a good start, but much more needs to be done in order for you to have a good online presence. One of the most effective ways to have a searchable business is to become a trusted authority by popular search engines. Did you know that Google accounts for roughly 90% of all searches on the internet? If you want to be found on the internet, search engines are a good place to start.
There are a couple of ways to appear on search engines. You can pay using PPC (pay-per-click), or you can do it organically using SEO (search engine optimization). Whatever the case, make sure that your content is relevant, or you will have a hard time finding qualified leads.
Today we have discussed how to obtain more qualified leads for your business. Remember that there isn’t one single answer. In any sense, these are good practices that will surely work for your business. Especially if they have worked for others. Remember to be specific, personable, and patient.