Generating leads is a big accomplishment, but only the first step. Once you have your leads, you will need to work hard to nurture them and keep them for a long time. The best way to start doing this is by making a great first impression. Just like if you were interviewing for a new job, your leads will want to know why they should stick with you and not go elsewhere. Here are some tips to help you along the way.
Identify Your Audience
Make sure you are fully aware of who your target audience is and where they are coming from. If you are trying to reach men in their 50s, you won’t be nurturing them in the same way as teens or women in their early 20s. Identify your audience first and foremost, and then start identifying their needs, interests and problems your product should be solving for them.
Know Your Leads
Some of your leads may be companies, which provides you with more information to research them further. If your marketing strategy is to get companies coming to you for their service needs, you will be nurturing them in a much different way than individuals. For example, if you are gathering leads to try out a new accounting app for iPhones, you will be targeting small and medium sized businesses. When you start gathering leads, get to know them through various communications and how they intend to use the app.
Once the leads have agreed to try your product or service, make sure you keep following up with them. Don’t just finish the transaction and say good luck. Keep up open communication with them through email or by phone, whatever they seem to prefer. Ask if they have any questions, how you can help further and if they need any technical assistance. Make sure you thank them and let them know you’re there to help. A hit-and-run approach is never a good idea when you want to maintain and nurture your leads.
Another thing that helps portray a good first impression is by providing them with useful third-party information. Perhaps you know of other online businesses that offer products similar to your accounting app, but not quite the same thing. Offer these resources to your leads right away to show you are willing to go out of your way to make sure they have everything they need, even if it means sending them elsewhere.
Keep Up With Maintenance
Finally, always keep up with maintenance of your website and server. There is nothing more off-putting than landing on a website that never seems to be working right. Make sure you don’t have a lot of technical issues and to correct them immediately if you do.
With these tips, you will be able to give a good first impression and increase the chances of keeping these leads.