Communicate. Communicate. Communicate.
There are three keys communication that will help you generate more leads:
- Provide information of value
- Be consistent
- Be relevant
Providing information of value, not selling, builds awareness and trust of your products, services and company, as well as establishing you as a trusted-advisor on the subject about which you are sharing.
Start by answering all of your customers' and prospects' questions openly and in a transparent manner. Doing so will help establish you and your firm as someone who want to help solve a problem rather than just sell something.
What problem do you solve? How do you do it? How much does it cost? What are the benefits? What are the downsides?
By answering someone's question before they even ask you the question, you are saving them time and making their life easier. If you save someone time, or make their life easier, they're more likely to be a loyal, and long-term, customer.
Consistency is key. Consistency builds trust. Inconsistency confuses people which leads to distrust.
Ensure all of your communications, across all channels, are consistent -- the same information, the same tone.
I strive to be genuinely helpful by sharing information I think will be of value to business owners and marketing professionals.
Be relevant. This can be difficult if you're inwardly focused. It's much easier if you are customer-centric.
Find out what your customers and prospects have questions about and answer those questions.
Ask your sales force and your customer service reps what the objections, issues and questions they hear most frequently.
Map the customer journey identifying the questions received and the information needed at each step of the journey. Once you've done this, don't forget to share your journey maps and questions with customers for validation.
By providing information of value that's consistent and relevant, you will drive greater awareness, traffic and leads while establishing you, and your brand, as trustworthy.
What questions can I answer for you about sharing information of value?