Goede leads overhandingen aan de verkoper = goede verkoopcijfers

Er bestaan zeer veel tools om het on-line Leadgeneratie te makkelijker te maken. Natuurlijk kan een knappe gereedschapsdoos opz ich geen leads genereren.

Onderliggend aan een successvolle lead generatie is natuurlijk communicatie. Specifieker nog men moet de "conversatie verder kunnen zetten. Als je er van uit gaat dat er een conversatie is begonnen van de moment dat de persoon voet heeft gezet op uw website is het veel makkelijker om de juiste boodschappen en teksten te schrijven zodat de peroon verder will kijken op de site. Enkel wanneer de persoon ontdekt dat hij of zij geholpen zal worden op een of andere manier zal hij bereid zijn om zijn gegevens te overhandigen.
De sleutel naar successvolle communicatie is wteen met WIE je spreekt

Specificiek op uw website betekent dit:

1. Wie zich aangesproken moet voelen (in een bedrijf)?
2. Wat zijn hun verantwoordelijkheden?

Dat geeft je een idee van hoe je de communicatie moet aangaan. It's essential that you know who you're making an offer to. A generic web page that tries to sell " everybody" is called 'shotgun marketing' and it's unlikely to generate quality leads.

The more you know about the person you're creating an offer for, the more persuasive your message can be. This is where "personas" enter into the picture. In PR & marketing-speak this means you've already separated out the different publics (for more information on this subject click here to read Al Ries's blog) and you are now differentiating further between the different 'persona', or the general demeanor of the individual.

Some texts on this subject are pure psychological mumbo-jumbo, but some are pretty good. Essentially, it has to do wth this: one type of buyer is impulsive, another is methodical and requires much more background info before willing to commit. These are two personas. The four main personas used in internet marketing are:

• Spontaneous (is amiable, not really Time-disciplined, wants fast answers)
• Competitive (likes logical arguments and challenges)
• Humanistic (Likes the "people-aspect" of your product or service)
• Methodical (needs proof, hard evidence and superior service)

...in order of importance on a webpage.

Whether or not you believe in this type of psych-based pigeon-holing, it does help somewhat to understand what needs to appear at the top of the page, just below the top, etc,. Put together a web-page and look at it from all four main attitudes. If you have them all covered your web-page stands a much higher chance of achieving a dialogue with the web-visitor and generating interested prospects for your business.

Further, each company has different functions. Each function is a Hat. The person wearing that "Hat" (eg. Financial responsibilties hat, Recruiting Hat, Production Supervision, etc.) views the company from that Hat and will make decisions based on that hat. At least that's what they're supposed to. However, in general, if they have any power in the buying process they will act professionally.

Once you know who or what Hat you're talking to, it's much easier to work out what they need & want. You then know what to say to them to secure a response (i.e. a lead).

Once it is clear what persona, or Hat you are addressing you can put the tools to use (see "Toolkit" section) to achieve a better, more accurate communication.

It follows then that a website contains good lead generating text. It has to have a relevant, precise and powerful message designed to extract the result you're looking for (i.e. a qualified prospect).

It's much easier to write good texts if you've done the preceding steps of separating out WHO and what Hat you are addressing.

An accurate communication that elicits an emotional response will get you qualified leads.

If you're looking to get more business leads from your website, we can help you do these steps.