Expectations around leads – an important conversation we need to have

Today we’re discussing expectations around your leads and ongoing sales. All businesses should be generating leads and building a list but many of you still are under the misconception that you get a lead, email them once and a sale should be automatic!

This is just NOT the case and neither should that be your expectation.

Opportunity to start a conversation with your lead

Don’t think of your leads as a sale.  A lead is someone who has shown some interest in your business or your offer.  The fact that they have given you their email address does not necessarily mean that they will buy from you.  What it does mean is that you now have the opportunity to start a conversation with them and form a relationship.

Generally it’s proven that a lead will take approximately 6 to 8 touches before they may buy from you.

You need to ask yourself ‘how can I build a relationship with this lead so they get to know me, like me and trust me’.

The key is treating each lead as a PERSON not just an email address.  This is a living, breathing person who you have an opportunity to build a relationship with.

Doing that means that:

• this lead may buy from you
• they may buy from you in the future
• this lead may buy something different to your first offer (if you offer multiple services or products)
• last but not to be ignored, this lead may never buy from you!

Communication and visibility is the key

Let go of your expectations around your leads.  Instead, focus on getting valuable content out whether via social media platforms like Facebook and YouTube or writing blog posts or posting beautiful images on Instagram.

Visibility is so important because once you have managed to generate that lead, they will then do some research on you and your business before they decide to buy.  The exception to the rule may be that they have done their research prior to opting in with you and so are ready to buy immediately.

People get to know you by watching a video or reading your blog post or Facebook post.

Do’s and don’ts around generating leads

Do’s

• treat all leads with respect
• give value
• lead with a service mindset
• keep your email list and leads nurtured
• use a professional, business email address not hotmail or aol email etc.

Don’ts

• never expect anything back in return for an email address
• don’t be emotionally attached to the outcome
• make sure you’re not marketing with an element of desperation
• keep going, don’t give up if there aren’t any sales

Building relationships through automation

Another way to build relationships online is through an automated system.  A funnel system using a great platform is essential.  I use Kartra which I believe is the best all-in-one marketing system online.

These days there is no excuse for not staying in touch and building your relationships.

Businesses are struggling now during COVID-19 and if your business is in that situation, I am sympathetic to what you’re going through.  This is the time though to start looking for creative ways to redirect your business or to revive it.  One way is to make sure you understand implicitly how to generate leads and sales online – no matter what business you are in.  So whether you sell products or services or you’re a coach, you need to be able to market online.