{"id":51937,"date":"2021-10-24T18:00:24","date_gmt":"2021-10-24T22:00:24","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=51937"},"modified":"2021-10-26T18:03:04","modified_gmt":"2021-10-26T22:03:04","slug":"capturing-leads","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/capturing-leads\/","title":{"rendered":"Capturing Leads: How to Turn Visitors Into Customers"},"content":{"rendered":"\n

What are some great techniques for capturing leads? How can capturing leads increase your sales?<\/p>\n\n\n\n

In marketing, capturing leads involves collecting customer data so that visitors become potential customers. For example, someone visiting your website might give you their email to receive a free e-book. <\/p>\n\n\n\n

Find out more about capturing leads below. <\/p>\n\n\n\n\n\n\n\n

How to Capture Leads<\/h2>\n\n\n\n

The first step in increasing a potential customer’s familiarity with you is capturing their contact information in a database so you can follow up. Understanding this is the key to capturing leads and turning visitors into paying customers. <\/p>\n\n\n\n

Capturing leads is important because only a small percentage of the people who express initial interest by, for example, downloading a free report or video, will be ready to buy immediately. But if you don\u2019t capture their names and contact information, they\u2019ll forget about you soon after viewing your ad, and you\u2019ll lose the opportunity to turn them into customers later.<\/p>\n\n\n\n

Dib notes that capturing leads in a database allows you to develop their interest over time, so a sale follows naturally<\/strong>.<\/p>\n\n\n\n

Your marketing infrastructure (direct-response ads and database) is an engine that will keep generating sales for the future\u2014Dib claims that while only 3% of leads may buy now, 40% may buy in the future<\/strong>.<\/p>\n\n\n\n

To manage your marketing infrastructure, he recommends investing in a CRM system, or customer relationship management software that allows you to organize, track, and analyze customer data.<\/p>\n\n\n\n

(Shortform note: In New Sales. Simplified.<\/em><\/a>, sales coach Mike Weinberg offers his own three-part method for generating new business: Strategically select prospects to pursue, create effective sales tools, and plan\/execute. To generate leads, he explains how to create a list of likely prospects using online research and referrals. For instance, he recommends using LinkedIn to research an industry, identify leads by checking out your best customers\u2019 LinkedIn contacts, initiate relationships, and share useful information. He also emphasizes meticulously planning your approach to the prospect, creating a well-crafted \u201csales story\u201d and a scripted sales presentation<\/a>.)<\/p>\n\n\n\n

Cultivating Your Leads<\/strong><\/h3>\n\n\n\n

After capturing leads, you have to cultivate them. <\/p>\n\n\n\n

After a prospect has expressed interest and you\u2019ve captured them as a lead in your database, the second step in the familiarity phase is continuing to develop their interest. You want to move them from being interested in your product to wanting it\u2014and wanting to buy from you<\/em>. Do this, Dib says, by making a series of contacts with the lead in which you:<\/p>\n\n\n\n