Some Principles of Lead Nurturing
In the midst of Covid-19 (Corona Virus), we at JDS WebDesign hope everyone is safe, washing their hands frequently, sneezing and coughing on their elbow, and practicing social distancing. Over the next several weeks, we plan on blogging about making your website more business-friendly. We will have some tutorials on our favorite plugins and features, which will make your site more efficient.
We use a very simple but effective marketing strategy, called a lead generator. A lead generator consists of three phases. The first phase is lead capture. This can be accomplished by having a call to action, free services or products, and protected content in exchange for a visitor’s name, and email. The second phase is lead nurturing. This is the most important phase. This phase will qualify the lead, provide information to the lead, and move the lead to your ultimate desire, purchase of a service or product, acknowledge your expertise, etc. Finally, the third and last phase is conversion.
The first and third phases are generally the short part of the process. The second phase is where all the work is done and hopefully, it will move your visitor to your ultimate desire or goal. What are some principles to move the lead or visitors? You need to know your lead, find your lead, speak your lead’s language, add value to your lead, categorize your lead, and finally invest in a Customer Relationship Management (CRM) system.
Know your lead
Who is your target audience? What is the pain point of your target audience? Do you know what the number one issue for your target audience is? Do you have a niche? Do you read about your niche on a regular basis? Do you speak to individuals in your niche? Are you asking your niche, what is their biggest concern? This is the research portion of your nurturing phase.
Find your lead
Jump on the social media platform. Find where your target audience is, do they look at Facebook Instagram, Twitter, Linkedin, or Tiktok? You need to know where your target audience goes for issues. Join groups and provide answers to general questions. Do not look for work in these groups. The goal is to establish yourself as an expert. Look for low-hanging fruit and provide free advice to your target audience.
Speak your lead’s language
If your niche is in the medical field, then make sure you are using medical terms. Remember you are trying to speak to your target audience. If your niche is in the food industry, then speak in the culinary lane. This is a critical area and will help to ease the learning curve for you and your target audience.
Add value to your lead
The first three principles are established before the visitor becomes a lead or sometimes in the early stages of the lead. These next three principles will move your visitors into a conversion. Add value. Do not waste your visitor’s time. Add value anytime you can. Send out an email with a solution to a new pain point. Add value. Send out an email with regards to a case study. Be very transparent with the case study. Share the tools and research needed to solve the problem. Make sure you get clearance from your client. Add value. Send testimonials, which are personal. How your services or product has helped someone? Add value.
Categorize your lead
No two leads should be the same. Add categories to your lead. Created funnels based on the categories. Some are in the beginning phase of the funnel, others might be in the middle phase of the funnel, and others might be close to being offered your services or products. Make sure that you have a buy now button and that the button is relevant to your target audience.
Customer Relationship Management
Invest in your process. There are many CRM, including ConvertKit, FluentCRM, Maillite, and GetResponse. This is an investment. This investment could mean the differences between a successful year and an unsuccessful year. Do your research and find the best solution. Think about how your funnel is going to lead visitors from a lead to a conversion.
If you need some assistance, then feel free to contact me at info@jdswebdesign.biz or 678-718-5489. Image courtesy of Domenico Loia.
JDS WebDesign is a Web Design and Brand Marketing Agency located in Marietta, Georgia. We create AWESOME on line presence for Start-ups and Influential People/Organizations. To learn more about us or how we can help you and your organization, you can contact us or schedule a meeting.
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