Five Simple Steps to Turn Sales Leads Into Clients

December 8, 2011

By: Melissa
Implementing the right marketing and PR strategies and tactics are important elements to building a successful company. Before these activities are solidified and then measured, it's important to bring in the right clients for your business.
Lead nurturing lets you deliver relevant content to prospective clients early in the buying process. A targeted approach to nurturing is best – it can help your company build industry experience and brand awareness, allowing you to grow quicker and remain relevant to future prospective customers.
Below are five steps to help you turn leads into clients:

  1. Set up “calls to action” on your website, like free downloads or kits to demonstrate industry thought leadership. Make sure you set up a way for site readers to insert their contact information.
  2. Analyze your best leads and heavily target them to be your customers. Talk to the companies about which you're passionate and the ones for which you know your services could make a difference.
  3. Focus on immediate follow up. Show leads how quick, responsive and proactive your company is and how you want their business.
  4. If the leads are not ready to buy, focus on education, credibility and relationship building. It doesn't matter how long it takes. The more committed and loyal you are to building those relationships, the more prospects will want to work with you.
  5. Create content that is targeted to the lead's stage of development and interest. Not only will it show how committed you are and what you can do, it will allow you to also use that content for other clients and prospective customers in that industry.

Successful lead nurturing is a skill. If you commit to a solid lead nurturing program, you will see the results you need to grow your business.

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