Finding new potential customers is the most difficult task, especially in times when most buyers or customers of even industrial products use the Internet to search for information, negotiate and conclude a supply agreement.
Finding potential leads and supporting existing customers is the most important task that specialized services that work with this area of online marketing automation help with.
The publication of experts from Reply has a lot of useful and specific information about tools that offer to implement the search of leads with the help of innovative sales tools. But we will consider a slightly different question – how to use such tools in practice and what approaches will help to get and keep customers.
Look for a small but active target audience
A new trend in online marketing, which is used in the work of services to search for leads – focusing on a clearly defined target audience. It is best to use such services for complex search for leads, which have such a set of data:
- interest in a particular direction – professional or hobby;
- availability of information on the use of similar products or the relevance of a certain type of service;
- demonstration of a certain standard of living, financial capabilities.
Thus, the sorting of new leads should be tighter and exclude a significant amount of potentially irrelevant solutions.
Significant segmentation and fragmentation of the market causes “crowding” of buyers and customers, who may know another person with the same needs or use similar products, order similar services. Focusing on such customers is more rational than trying to embrace the entire planet and end up with a lot of time and effort, minimal results.
Search by connections and persistence
It’s not always possible to turn a lead into a real customer. And here are a few options for effectively using lead finding and lead-sorting software. The first is to set up a search among your existing customers. That is, start scanning the environment of an existing customer. This works especially effectively for the commercial segment. After establishing a trusting relationship with the customer, you can safely count on a positive product recommendation.
There is a second way that can also be effective – continuing to search and triage customers if the initial search based on set parameters did not yield results. In the world of social media and other communications, the situation is so fast that a second persistent search may yield results as soon as possible. However, you can only count on success if the user uses social networks and is willing to reveal at least a minimum amount of data about themselves or their activities.