Are you sure that your company website is working as hard as it can to keep you armed with viable new leads? Let’s look at some strategies that smart companies are using to generate more leads from their websites:
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Strategy One: Collect usable contact data from people who leave comments on your blog. WQXR, a public radio station in New York, does this on its blog, where visitors must enter their email addresses before their posts are approved and posted. WQXR then emails them invitations to subscribe to the station’s email newsletter, attend special events, become corporate underwriters, and donate to the station.
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Strategy Two: Let visitors sign up for something that is attractive and free. AAA Service, a company that offers electrical, plumbing, and heating services in Arvada, Colo., lets visitors sign up for an informative homeowners’ newsletter that includes coupons. The company’s appealing sign-up page is very well done and well worth looking at. On your site, you could also consider offering whitepapers, coupons, or an invitation to a free webinar.
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Strategy Three: Cultivate the leads you get by moving them through a “sales funnel.” The steps in this process can be to: 1) strengthen your relationship by offering potential customers something valuable and free; 2) test the waters by offering a special offer at reduced cost or on a trial basis; 3) offer a service free of charge; 4) make a full sales call. Note that each step in this process could be important in cultivating a lasting and profitable relationship.