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How to Use Your Website to Help You Pre-Qualify Leads
There are so many companies out there that base their success off the number of visitors that come to their website each month. In fact, more and more businesses are beginning to use search engine marketing to continue to increase their website traffic. We are here to tell that more traffic to your site is certainly better than no traffic at all, but if you don’t have a strategy in place for how you are going to capture these new leads to bring them through the sales funnel, more website traffic won’t result in more sales. If you have noticed a ton of traffic on your website, and you have been spending a lot of time talking to prospects that end up not following through on the deal, it can be frustrating, especially when there are leads out there that are ready to make a purchase. It’s time to make a change, and that change is within your website. If you have been focusing on bringing more traffic to your site rather than focusing in on the leads that come to your site, it’s time to make some changes. These changes don’t have to be big, but a few alterations can help you to educate and communicate with new prospects so you can use your site to your advantage by qualifying sales leads. Here are a few ways you can change your website to help you pre-qualify leads. Make your website a research hub When a prospect comes to your site, they should have all the information they need so by the time they are done researching, they are ready to jump right into your sales funnel. Think of your website as a brochure. This brochure is what you use to inform people about your services, what your company does, and how it can help customers. Your website should have enough information on it so that your audiences don’t have to look elsewhere. Your website should include all the information you would use on a brochure and then some. FAQ pages are a great resource for customers. If you have questions that are frequently asked, share the answers so others aren’t tripped up at the same points. Try and come up with some questions and answers that customers would like to know, but wouldn’t necessarily think to ask as well. Before developing content for your website, ask yourself these questions: Can your customers find all the information they need to know during their research process, or do they need to do further research? Does your website speak to a variety of audiences or just one type? Does your website speak to those who are ready to make a purchase as well as those who are at different stages in the sales funnel? Do you have landing pages in place where customers can be directed to? Are these landing pages created for customers who are in different stages of the sales process? Does your website answer the “who, what, where, how, why” questions? The more information you have on your website the more people will know about your services, so you’ll have more informed, qualified sales leads coming in your door. Ask pre-qualifying questions on your website In addition to receiving tons of website traffic, a lot of people think a lot of sales leads calls are a good thing. These calls are a good thing, if they turn out to be a sale. If you find you and your team are spending too much time on the phone talking to leads that turn out to be a no-go, you are wasting time and missing out on good opportunities elsewhere. By asking some questions on your website, you can filter out the good leads from the unqualified leads. These are some questions you can ask: How did you come across our company? What are some problems you are experiencing with your company/product/services? Are you looking to purchase a solution and if so, how soon? If you have any other questions in mind that could help filter out the good leads from the bad, ask them! Time is money, so you should be focusing on the quality leads rather than answering questions to those who are not qualified. Keep your content diverse Not all of your customers are the same. They all have different needs and expectations, and they operate differently too. The content on your website should not be a “one size fits all” kind of thing. Leads that come to your website are all in different stages of the sales process. One customer could be ready to make a purchase, while others might need a little more information. The content you create for your website should speak to a wide variety of prospects, not just that one customer who is ready to make a purchase. A way to do this is by creating multiple landing pages. These landing pages should all represent different steps in the sales funnel. Once a prospect makes it through these landing pages, they should have all the information they need, so you will spend less time answering questions and more time closing the deal. Share your experience Before anyone makes a purchase, most of the time they would like to know how the product or service will turn out. These days, customers turn to Google and other online review services to research what people are saying about your company. If possible, you want to include testimonies or any images that give customers a good idea of what it is like when they work with you. Keep in mind that the more information you include on your website, the less external research your customers have to do, and the fewer chances they have of stumbling onto your competitors. It’s time to start focusing on selling and closing your deals. Don’t waste your time talking to unqualified leads, and let your website help separate these out for you! Contact Call Motivated Sellers to get started so we can line up those qualified leads to keep your company busy and closing!