Close

Choose a country

United KingdomEnglish
South AfricaEnglish
IndiaEnglish
InternationalEnglish

Transforming your contacts to viable leads

Blog
6th March 2019

With the fierce competition in today’s business world, it is survival of the fittest. Small companies are compelled to work extra hard in order to grow and keep up with the rest when identifying new leads and finding new contacts. Converting a contact into a promising lead is certainly not a walk in the park! It is a complex multi-faceted journey that calls for pre-planned steps of communication and keen follow-up. While it’s true that at first glance a majority of the prospects display the possibility of becoming leads, not all match your business model, a fact many companies overlook. The following steps will help you to turn your potential client from being a mere contact to a viable lead.

Identify your target group

The first encounter with your prospect is crucial as it will lay a foundation that will help you in effectively connecting with highly beneficial leads. When creating the ideal lead profile for your business, you should consider;

Get acquainted with your lead

Communication is a two-way traffic and establishing a smooth and reliable flow of information will build and continue to strengthen the trust your potential client has with you. Conversation ice breakers can be surveys, mailings or questionnaires sent out to your contact list. Your prime job will be to pay close attention to the information your prospects share with you. This will help you to better interact and understand your potential clients and the more you share relatable and relevant content, the more your new potential clients will be comfortable to do business with you.

Stay in touch

Without nurturing them, new relationships can rapidly become no relationships simply because, it takes time and effort to connect! Some marketers and head hunters are afraid of becoming a nuisance so they contact their potential clients very sparingly. This is definitely a deal breaker in the sales environment. Infrequently reaching out to your clients will neither help in creating a strong connection nor will it turn the customer into a buyer. Big and outstanding brands became household names through frequently engaging with their audiences. The only way to successfully convert a client from an interested prospect to a satisfied client is to maintain responsive conversations. Occasionally, you may not get the feedback you want, but keeping a steady contact will foster a base for a lasting client relationship.

Use social media campaigns

In today’s marketplace, actively incorporating social media channels in your marketing efforts is a must-have. While contacting your prospects through email is great, using social media as a marketing tool not only generates fruitful leads it also enhances a more personalized interaction. Social media is cost effective and it has more to offer apart from growing a brand or connecting with current customers.

When correctly implemented, Facebook, Linkedin, Twitter and Instagram generate real and profitable leads. According to a recent research, 24% of businesses increased their revenue by generating their leads through social media. (source: postplanner.com) We live in a time where 40% of people prefer socializing on social media than face to face. This by itself creates the perfect platform to net your target audience into your sales funnel and convert them into new sales leads. Knowing your audience will help you in choosing the right channel for your business. In a B2B setting, 59% of marketers say Linkedin generates their leads while 24% is generated from Facebook and 30% via twitter. (source: foundationinc.co)

Track your conversions

Ultimately, no amount of sales conversions or marketing efforts will be as efficient as when you monitor the entire process.  Does your lead open the links on your e-mail campaigns or does he take part in any surveys? Checking whether your prospects or customers engage with your content helps you to better understand their needs and also to choose the most ideal medium to reach them and turn them into loyal clients or customers.

Which other means of converting prospects into leads do you know of? Let us know in the comments section below, we love to hear from you!

Would you like to know more about our sales solutions?
Get in touch:  Michael Kreuziger



Article by: Evelyn Kamau

News & Insights

Recommended for you
Service Provider
Solution Designer
Technology Enabler
News
Groupe Bruxelles Lambert enters into exclusive negotiations for the acquisition of the Webhelp group

GBL announces today it has entered into exclusive negotiations to acquire a majority stake in the Webhelp group, together with its co-founding shareholders, Olivier Duha and Frédéric Jousset, who would retain their role as founding executive directors, and its management team. Founded in 2000, Webhelp is today one of the world's leading providers of customer experience and business process...

News
Webhelp celebrates 10 years of successful engagement with Rennes’ penitentiary centre and Bouygues Telecom

Photo : Anita Boss, Project Manager at Webhelp's Vitré site, Karine Rabolion, Webhelp - Bouygues Telecom Supervisor in the prison, and Vincent Bernard, Webhelp CEO Since the opening in 2009 of a call centre for Bouygues Telecom in Rennes' prison, Webhelp has integrated 45 customer advisors, 13 of...

Blog
Safeguarding client loyalty and retention

  Everybody likes to be valued and appreciated and the success a company celebrates is also directly linked to its clients. In a B2B business model, clients are after all the reason we are in business. And when they feel valued, they not only become loyal but also use their experience to...

Case Studies
[Fashion] Fifty Jeans – Launch your brand without cashflow problems!

...

Whitepaper
B2B Marketplaces are blossoming

Following our publication last year of " The Spring of B2B Marketplaces ": it is time to look back and to answer these questions: has there been some movement in the market? Have B2B players evolved in their marketplace business models? Is launching a new market observatory worthwhile? The answers...

Load more
×

Webhelp Cookies Preference Centre

Strictly Necessary Cookies
The website requires the use of cookies for essential functional requirements and these are outlined in the cookies policy.

Enhanced Functional Cookies
Some features of this website use services provided by third parties websites. These features use cookies to implement their services on this website and may collect data about your visit to help them optimize their functionality. The Webhelp cookies policy outlines the cookies used by these services.

We have links to social networking such as Twitter, Facebook and LinkedIn.
These websites are third party sites. We do not place cookies on their behalf, and do not have control over the way they collect or use your data.
We encourage you to read more about their policies:
Twitter
LinkedIn
Facebook