How can you generate more leads? How can you generate more business opportunities? What can you do to get more clients in the door? Content is key as they say. But what if you can’t even make great content? Is there a way to still put out great content offers to your clients?
We’re going to talk about these things today as we bring Nicholas Holland on today’s show. Nick is an expert in content marketing as well as an expert in credibility and expertise marketing and today he shares with us interesting thoughts and insights into prospecting and lead generation.
Nick is an entrepreneur. He currently heads HubSpot‘s Labs division. One of their products called Leadin, helps people capture more leads, enrich those leads over time, and optimize lead conversion rates on websites.
Here are the highlights of my conversation with Nick:
Strategies for increasing your social presence on your website:
Make your website look credible.
Not everyone is a writer. And if you can’t do it well enough then keep it simple. Leadin has created Lead Flow, a little box you can place on various parts of your website that empowers the salesperson and the marketer to work together in a way that you can put targeted offers together specifically on the product or service page. You don’t even have to write the content anymore.
What Lead Flow does:
Slightly put in the effort one time to put some nice offers on the site and then you have this great flywheel of capturing leads, driving into the CRM, and working those leads.
Pop-ups as interruption marketing: What’s the problem?
Being a true craftsman of selling is so much more as you have to learn all the nuances and all the different ways to satisfy what the customer is looking for.
What to avoid:
Heavy handed pop-ups that roll deep on the entire site
Giant full screen pops up in every page
Best local sales techniques:
How do you create attention?
How to counter your reluctance of asking for phone numbers:
If they don’t give you their phone numbers, they’re telling you not to call them. So ask yourself if it’s appropriate to ask for their phone number. Did you ask the appropriate question?
Find 2-3 marketers you know or your family and friends know. Take them out for lunch and get some ideas to figure out six offers you can make to your products/services pages that would make somebody want to talk to you.
Nick’s Major Takeaway:
Pull up your company’s website and think of a piece of content that you could offer per product or service page. Have a lead close for each product that essentially draws out a series of small yes’s from your customers. Re-purpose other people’s content. Find a webinar or event and invite some people over to your office. Or try Google Hangouts and watch it via screen share.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.