When it comes to selling your services over the internet, you have more than a few benefits at your disposal. From potentially unlimited outreach to virtually endless traffic, you can enjoy distinct advantages that aren’t available to brick-and-mortar businesses.
But for electronic services (e-services), these rewards also come with a few challenges. While you can tap into boundless growth, you also have to compete with an infinite amount of competition. Similarly, even when you offer a plethora of solutions, you need to maintain high-quality services at all times. These aspects are true for all industries, whether your e-service business in the sector of accounting practices or legal solutions.
This also means that when you capture a lead through your website, you only have so much time before you can convert it into a tangible sale. If you play your cards right, you can gain new business promptly. But if you let the lead grow cold, you may lose a customer for life.
To help you get the most out of each opportunity that comes your way, here’s how you can turn a lead into a customer for your e-service site.
1. Show Your Clients What You Can Do
Whenever you capture a lead through your e-service site, it shows that the respective individual is already interested in what you have to offer. They might need further clarification on your services and how you can help them attain their goals. But even when you are reaching out to leads that you have obtained through third-party services, describing your solutions remains the most critical aspect of your sales pitch.
In other words, what every potential customer requires is a little nudge towards the right direction. As long as you can show them the core value of your offerings, they won’t turn away from learning what you have to sell. While you can make this pitch through emails and phone calls, one of the best ways to demonstrate your prowess is by integrating dedicated sections on your website.
Take Trust & Will, for instance. Their solution to create an online will, trust, and guardianship nomination is demonstrated right on the homepage. It also describes its offerings and how they differ from competitors.
By integrating such a design or solution on your site, you can practically convince your potential clients about choosing your services without even getting on a call with them.
When you reach out to a lead in response to an active inquiry or make a cold call, you can instantly ask them to head to your website as part of your sales pitch. Leveraging these conversion-boosting web design practices makes sure that you highlight your value proposition to all types of leads, which increases your chances of turning them into real customers.
2. Respond As Quickly As Possible
Whether you are capturing your leads through your website or sourcing potential customers through social media apps, it’s important that you act on them as swiftly as possible. This makes sure that people who reached out to you receive an answer without unnecessary delay while also ensuring that any leads you purchased don’t lose their value over time.
In this regard, you also need to make it a point to prioritize your leads according to their origin or source. For instance, the leads that you capture through your request for quote (RFQ) pages or social media pages should be treated with more importance due to their level of interest and recent contact. In contrast, the leads that you purchase from third-party services can be contacted via email or phone later on.
This especially applies to visitors on your website who are browsing through the types of e-services you have to offer. Even when these visitors haven’t reached out to you, they have the potential to turn into a lead and an eventual customer. You need to contact them without letting any moment go to waste.
To make sure that you capitalize on the opportunity of live visitors on your site, invest in a live chat option that prompts them to submit their contact information or initiate a discussion. This helps you turn these informal leads into a real business as well.
3. Make Communication a Top Priority
Until an individual has utilized your services themselves, their only experience with your e-service is based upon communication. Project a positive image through outreach and you will be able to leave a lasting impression. But show a lag at any point of relaying or distributing information, and you may never see them turn into a customer.
With this in mind, you must make communication your top priority and instill this skill throughout your company. From demonstrating a personable attitude with your potential customers to being transparent about your services, your sales staff has to be at the top of their game at all times.
Apart from hiring and training personnel with exceptional interpersonal skills, you also need to maintain your communication throughout the sales process. This includes the practice of making calls on schedule or preferred times, sending acknowledgment and response emails against inquiries, and deploying detailed information as requested by potential customers.
Besides describing your solutions and available offerings in an engaging way, this also makes sure that your customers feel valued by your e-service business. By keeping your leads warm, you can encourage your potential customers to keep your solutions in mind while they mull over other options. You can improve your chances of being selected over other competitors. Lastly, don’t forget to include contact information on your site, like the below example of Medcline’s website. This ensures shoppers have a point of contact if they need any specific questions answered.
These practices may seem like small steps at first. But they hold critical importance in showing the reliability and efficacy of your solutions to potential customers. To summarize: The key is to be descriptive, reliable, and communicative with all types of leads that come to your e-service site. If you continue to maintain this approach, you can ensure to welcome more business to your site consistently.
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Matt Casadona has a Bachelor of Science in Business Administration, with a concentration in Marketing and a minor in Psychology. He is currently a contributing editor for 365 Business Tips. Matt is passionate about marketing and business strategy and enjoys the San Diego life, traveling and music.