Things Every Small Business Should Automate: Lead Generation

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Whether you’re meeting new potential clients or responding to those who have already called or emailed, automated processes allow you to gain and retain leads more quickly and efficiently.

 

Respond immediately to an email contact request

If the “contact us” email address listed on your website really means contact you, you’ll quickly be overwhelmed by the number of emails awaiting your reply. And responding days later isn’t an option. Waiting even 30 minutes to make contact decreases your odds of qualifying a lead by 21 times, as compared to calling within five minutes, according to the Lead Response Management Study.

With automation software, you can respond immediately every time—without even having to think about it. Instead of taking requests via an email address, add a “contact us” form to your website. Smart client management software  can give you the HTML code needed for your site.

 

Assign inbound leads to a sales representative

Some people will always skip the “contact us” form and go straight for the phone. A phone chat is a great way to start building a relationship with a potential client, but without a process in place for pursuing leads, opportunities can be missed once you hang up. Too often, phone call follow-ups are filled with good intention and poor execution.

With automation software, you can set up an internal form to be used when people call your main line. 

 

Always win at phone tag

Keep score by establishing an automated process for returning phone calls. Using automation software, you can note in the system that you left a message for a contact. 

 

Capture leads by offering free content

No matter how brilliant your products or services are, don’t expect potential clients to readily invite you into their inboxes. The average person already receives 88 business emails a day, according to The Radicati Group, a tech market research firm. So when it comes to collecting email addresses, you might have to give in order to receive.

Content is a gift that keeps giving. By offering free content—like an ebook, PDF, video, or another type of resource—to those who sign up for your emails, you gain new leads and show off your expertise while you’re at it.

Spare yourself from manually mailing resources by automating the process. Add a web form to your site that takes requests for content. When a lead enters his name and email address into the form, automation software delivers the requested resource.

Another benefit: Automation software can identify which leads were generated when the content was requested. Later on, when those leads make buying decisions, you’ll have data to help you measure the effectiveness of your lead magnet.

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