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 look at what you can do to ensure you’re in a prime position to convert the IT sales leads you’re collecting.

Generating Traffic Isn’t Quite Enough

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

Getting the Call to Action Right

If you’re driving traffic to your website, you need a compelling reason for your visitors to act while 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 for your list. Once you have contact information, you can begin to nurture them and keep your business at 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 personally, and 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 how to nurture the IT sales leads 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. 

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