Nurturing Online IT Sales Leads to Conversion

In an ideal world, all of your IT sales leads would be sales ready. By that I mean that the lead is ready to buy from you as soon as you connect with each other. But we don’t live in an ideal world, and as I’m sure you’ve discovered, you have to work to convert your leads into customers.

So let’s take a look at what you can do to make sure that you’re in a prime position to start converting the IT sales leads that you’re collecting.

Generating Traffic Isn’t Quite Enough

Generating traffic and enquiries as part of your marketing campaign can seem quite effortless. Make sure that the traffic you’re generating is well-targeted so that the traffic and enquiries are at least partially qualified.

Getting the Call to Action Right

If you’re driving traffic to your website, then you need a compelling reason for your visitors to take an action whilst they are there. Unless you have a low-priced product that sells using a transactional model, then it’s unlikely that the initial visit to your site will result in a sale. That’s why it’s vital to have a call to action to capture the visitors contact information.

Providing Value Every Time You Connect

The best way to capture leads is by giving valuable and useful information away to your audience. Things like reports, whitepapers, simple apps, or handy guides are all excellent ways of enticing people to sign up to your list. Once you have contact information, you can begin to nurture them and keep your business in the top of their minds. Make sure to follow through with the promise you enticed them with and serve up valuable content every time you connect with them.

Keeping Connected

You want to move your leads down your sales funnel, and to do this you need to keep connected with them and have them interact with your business. Your email newsletter and drip campaign should be written at a personal level and should encourage them to reply to you. You want to engage them in conversation and keep the conversation going.

As they move down the funnel introduce Webinars, a one-hour consultation call or a face-to-face meeting to prove your value further. These could even be your first small projects for them. They don’t have to be free. It all depends on whom your target audience is.

Hopefully you now have some ideas on the best way to nurture the IT sales leads that you’re bringing to your website. You don’t need to start out with fancy software to achieve this, tools like MailChimp and any CRM can get you started.

Are you effectively nurturing your IT sales leads? Share your experiences in the Comments section. I’d love to hear what’s working for you. 

And to follow-through on the tips introduced in this short article, be sure to download your free copy of the special report on 7 IT Sales Secrets for Attracting High-Lifetime-Value Clients. 

Creative Commons Image Source: flickr CarlaGates247