Do you go to networking events just to collect business cards? If you never spend any time building relationships with people, but instead just collect contact information, what percentage of your contacts actually turn into sales? How many of those sales are willing to refer you to others? Building relationships is important and using that same tactic online will help generate quality leads.
Understand Your Value
We pay for goods or services we feel are worth the price. You may have the greatest product in the world, but if no one understands what good it does, they’re not going to buy it. Speaking from the customer’s point of view about benefits helps people understand the value you’re providing. Remember, people are selfish.
Right Message, Right People
If you’re broadcasting your message too broadly, you’re unlikely to be heard in the general din. We are more likely to pay attention to things that are of to us. Figure out specifically who your ideal customer is and what needs they have. Target those people online so you get leads that are more likely to be interested.
Something for Free
Free works. Just look at all the free trials that are out there. People get to try a product with no risk. Free also works for content, ebooks, newsletters, seminars, etc. Providing value up front helps people know whether they are interested in what you’re selling and shows off your expertise. And people are more likely to provide you with their contact information if you provide something in return.
No one wants to buy from the guy that’s just pushing his own agenda. Help people out with their questions, provide useful information, and be respected as a valuable resource. People remember those who have helped them out in the past and are more likely to help you out in the future (buy from you or refer you).
Build for the Long-Term
The leads with the highest quality, offline or on, are referrals from your network. Build a network online as well as off to increase your reach. Be generous in giving referrals to your own network (ones that you’re willing to personally stand behind) and people will keep you in mind in the future.
How do you generate quality leads online?
(photo by Mykl Roventine)