The opportunity for your MSP business to cash in during one of the most marketable events is here. It is Halloween season again and people will try to outdo each other with the most original costumes and treats. This is also the perfect time to transform those marketing campaigns into money-churning business opportunities. Unfortunately, you might be willing to improve your lead conversion rate but unable to do it effectively. First, you need to know what lead conversion entails.
What is Lead Conversion?
A business manager needs a good strategy to be able to avoid time-wasting activities and engage in endeavors that will guarantee to acquire clients who are ready to close a deal. Conversion of leads involves making your marketing efforts not to be in vain.
Now that you what it means, here are ways you can use to boost your lead conversion rates and enhance profitability:
1.Align Sales Development with Marketing Resources.
The disconnection between the marketing and sales divisions of your business could cause you to lose many business opportunities. You can solve this problem by ensuring that your marketing department does not consider its job done after delivering a lead. Marketers should strive to follow up and find out where the lead ends. This means going out of their way to be involved in the sales development process. While you may try bridging this gap using a sales development rep (SDR) to carry out a sales pitch to turn a potential client to a committed buyer, you will make more headway using marketing tools such as:
- Implementation guides
- Product comparisons
- Case studies
- ROI calculators
2.Improve Your Lead Nurturing Process
You need to know how to organize all the leads you capture by nurturing them. Lead nurturing entails getting clients to engage actively in interactive activities such as filling out web forms, signing up for blog subscriptions, and performing downloads, among others. You have to use tactful means to persuade your customers through the buying stages. You will then be able to identify potential conversions depending on the level of trust that you have built.
3.Capitalize on a Lead Scoring System
Most MSP business managers lose focus of how their leads are performing because they lack an efficient way of gauging and quantifying your targeting requirements. Lead scoring enables you to designate a numerical value to every lead you establish based on certain dynamics instituted during lead capture. Also, it might involve monitoring actions that a lead adopts, such as social media shares, email engagement, browsing behavior, or downloads. You will be able to determine the individual’s interest when a specific numerical threshold is passed and direct your sales team to make a follow-up.
4.Get Relevant Lead Info
You should try to find out whether your downloads, landing pages, web forms, and other lead entry points are really effective in capturing relevant information about a lead. The problem is that you might be too eager to learn about a potential lead that you might appear desperate and end up becoming a pest. On the other hand, you might lose a sure lead that you failed to understand due to lack of aggressiveness. To capture the right information, you need to establish the questions that will provide that information as much as possible.
5.Feed Your Lead Generation Strategy with Targeted Content.
The way you convey your message to prospective leads will determine whether you will manage a successful conversion or not. If they cannot understand your message or if it is not interesting enough, potential leads will disappear as fast as they became interested. You can guarantee effective communication with your leads using educative and compelling content marketing campaigns. It must also be target specific with a particular buyer persona in mind.
With these tips, your lead conversion rates for your MSP business should show a new surge. Ensure that you follow up each lead promptly and tactfully. These methods are easy and free to use. If necessary, you might supplement them with purchased leads from third-party providers. This way, you increase the amount of business coming your way.