written by Aleksandar Debeljak
In order for your business to grow, it’s important that you find customers who are interested in buying your products or services. The challenge that most small business owners have is to find just this kind of customer. Chasing potential customers who aren’t interested or ready to buy from you is a waste of your sales team’s time. In order for you to succeed as an entrepreneur, it is important that you focus on attracting the right kind of customer, which qualified leads are.
What is a qualified lead?
Defining a lead can vary between business and business, but a lead can most easily be described as a potential customer. The difference between a regular lead and a quality lead is that you have a greater chance of selling your solutions to the latter.
This lead has clearly shown interest in your products or services and has engaged in some kind of communication with your company, such as signing up for your e-newsletter. In order for you to find the right kind of lead, it is important that you adapt to your customers’ needs and challenges.
Tips for finding qualified leads
1. Create Buyer Personas
In order for you to find the right kind of lead, you need to create the right kind of content and information to reach them. In order to create the right kind of content, it is important to know who you are creating the content for. A buyer persona, which is a “fictional, generalized representations of your ideal customer“, can help you gain a deeper understanding of your customers and their pain points.
Once created, a buyer persona will allow for you to create quality, engaging content that resonates with them to get them interested in your business’ solutions.
2. Distribute your content correctly
In order for you to attract new people to your website, it’s important that you work with distributing your content on various social media channels. The purpose of social media is to create links that lead the reader back to your website. However, there are some things to think about regarding how to share your content properly. For example, it’s important to consider how to use hashtags and create engaging messages on Instagram, Facebook, and Twitter.
A smart tip is to reuse your content and create podcasts around your blogs, create infographics from your content, and keep in-class workshops to find qualified leads.
3. Optimize your content
In order for your content to to be seen, it must be customized for the search engines. You must both engage your visitors and utilize SEO copywriting tactics to make your website get a good SEO ranking. Before you start writing a text, it’s important that you research about the content you want to create. One tip is that you use long-tail keywords, that is, instead of using the word “sweater“, you choose “green men’s sweater“. You specify your content for people looking for your long-tail keywords. It’s important to separate yourself from the crowd while helping people find what they’re looking for.
It is also important that you have a relevant title for what you are writing about. Make sure your title provides a clear description of the content and that you also use your keywords in it.
Last but not least, it is important that you invest in quality content that will help your visitors solve their problems. Be sure not to spam your keyword in the text to try to get a better SEO ranking, the search engines recognize that your content is spam and will instead give you a negative ranking. Write naturally!
4. Expand your business network both offline and online
To connect and grow your business network, it’s important that you are active at different networking events. Think about showing how you and your business can help others instead of boasting about how amazing you and your business are. Having a good relationship with your customers is essential for your business to succeed, keep in mind that people do business with people, not with companies!
It’s important that your business is active on social media. Keep in mind that social media are tools that let you keep in touch with your customers and visitors. Avoid spamming your social media with too much advertising, your purpose is instead to build relationships with your customers. Keep track of your stats. It’s easy to find out what works and does not work on your website, so be sure to make the right kind of fixes to make your website even better.
Last but not least, be personal on your website!
5. Build your brand
Having a strong brand is the reason why your business will survive. Keep in mind, however, that it takes time to build your brand. A few important tips for building a strong brand are that you have a name that is easy to remember. It should also be unique and different that makes you stand out from the crowd. Last but not least, avoid using trendy words.
To make your brand personal, it is important that you know how you want to be perceived by other people. It is important that you have a goal for the company, so it may be good to write down your goals on a list.
Just like your website, it’s important to be personal in your brand building.
Your brand is what other people say about you when you’re not in the room. Make sure you have a great work ethics, culture and staff that makes people remember your business.
In order to find qualified leads, it’s important that you create the right kind of content to attract them to your business and build trust. Keep in mind that you need to adapt to your customers’ needs and challenges. By following these tips above, you and your business are one step closer to finding your ideal customers.
What marketing efforts does your business use to find qualified leads? Share in the comments field below.