Your website should be providing you with leads not just any leads but qualified leads.
A qualified lead is a prospect who has expressed interest in what you sell and meets your buying criteria
The trick to get qualified leads is to
1. Make sure you have a description of your target prospect
2. Provide a way to capture leads
3. Have an offer that is appealing to your target prospect
Some people offer free IPods. I want a free IPod even though I am not interested in the gizmo that helps plumbers. (I am not a Plumber). How is a list of people that want free iPods going to help you sell that plumbing gizmo?
The point is the offer should attract people that want what you sell.
With an offer to your target prospect, there should be some type of form that will collect the name and email address of your lead.
Make sure you follow through and deliver the offer.
Ok, so now you have a bunch of leads that you have given them the offer, whats next? It should not be a cheesy sales pitch. What’s next is useful information in a series of newsletters. With a call to action that now targets segments within your target market and unobtrusive offers.
This communication builds trust, the information you provide makes you look like you know what you are doing and the call to action and offers will get them moving one step closer to making a purchase.
Make sure your website has a way to attract leads and that you nurture them.