Client acquisition efforts are most effective when they use each individual stage of your sales funnel to target leads online. Is your business doing enough to gather bottom-of-the-funnel (BOFU) leads online? Chances are, the answer is no — it can be notoriously difficult to regularly reach these incredibly valuable prospects.
Use Your Sales Funnel to Identify the Most Valuable Leads Online
Let’s take a look at what, exactly, “bottom of the funnel” means from a marketing perspective. The concept is pretty simple: People move through your marketing funnel until they’re finally ready to retain your services. When people start this journey online, they’re a much larger group — but over time, their numbers get smaller and smaller.
At the top of your marketing funnel, your business first appears to most leads online via search engine results. It could also involve showing an advertisement or sponsored content to specific leads online you’re trying to target. The middle of the sales funnel’s even smaller, as prospects peel away due to life changes or choosing the competition. The bottom of the funnel’s smaller yet, but prospects still interested in your business at this point are very valuable. You have a good chance of converting these leads online into actual clients.
You need a strategy in place to target leads online as they pass through different stages in your sales funnel. Since the most qualified leads online are at the bottom of your sales funnel, start there and then work backwards.
Tips for Getting the Best Possible Leads Online to Become Your Clients
Of course, using your new sales funnel marketing strategy to target leads online is step one for acquiring new clients. You also need to convert them in order to see a solid return on your online marketing investment. Below are three ideas to help you close more clients every month:
1. Don’t have a dedicated staff for marketing to leads online as they pass through your sales funnel? Outsource your client acquisition efforts.
For a small business or solo practitioner, maintaining a strong marketing funnel online is often quite challenging. You’re so busy actually running your business and serving your clients that your marketing strategy is basically an afterthought. Without dedicated staff to target leads online once they hit the bottom of your sales funnel, outsourcing is your best option. Partnering with a proven industry leader like LeadingResponse ensures that you’ll get the best leads online delivered in real time. New client acquisition for the professional services industry is our focus, and no one does it better.
LeadingResponse generates over one million high-quality, rigorously vetted leads online for our clients. Contact LeadingResponse today to request a consultation and learn how to scale your business quickly or help your company explore new markets to serve.
2. Create a drip email marketing campaign to nurture leads online until they’re ready to convert.
Drip campaigns are simply a short series of emails sent to unconverted leads on a set schedule. These automated messages go out at strategic times in order to accomplish a specific business goal. In this case, use drip marketing emails to nurture leads online until they reach the bottom of your sales funnel. One recent study found a 33% increase in sales conversions after using drip campaigns to nurture leads online.
You can automate email drip marketing campaigns with a service like DRIP.com or other paid email services. LeadingResponse clients get free access to our proprietary lead management software, which includes customizable drip email series programmed right into the campaigns so you’ll never miss a chance to engage your audience.
3. If you offer free consultations or seminars to get leads online through your door, send a personal, handwritten note afterwards.
The bottom of your sales funnel holds a special place in the journey towards acquiring new clients for your business. So any prospects who made it this far deserve very special attention. Think of it this way: A new client could create an additional income stream for your business. That’s why it pays to go the extra mile when considering the best way to market to these leads online.
Personalized, handwritten welcome notes and thank-you cards sent out after your initial meeting or free consultation can be a very powerful tool in setting your business apart from the crowd. And amazingly, you can automate this through a service called Handwrytten.com for just $3.00 per send. There’s no reason not to add a personal touch with this kind of low-cost option!
Let LeadingResponse help you get a jumpstart on your client acquisition program with quality leads and our proprietary lead management software with built-in drip campaigns. Contact us for your free consultation by filling out the form on this page today!