There’s a lot of competition out there, and you need your sales team to be on top of their game to convert leads into customers. Whether you’re working with a group of full-time salespeople or sales reps, you need to ensure they’re taking the right action to get your business to the next level.
While you may think you know how to convert leads into customers, it goes much farther than simply making lists and sending out relevant content. To properly convert leads into customers, you need to understand how to get your B2B accounts to take action.
6 Tips to Help You Encourage Action from Your Accounts
When most people think about converting leads into customers, they think of your standard marketing practices, such as providing the right content at the right time via adaptive content, delivering a personalized content experience, and providing excellent customer service.
While those are all valid points, if you want to take your lead conversion process to the next level, you need to be able to convince your audience to take the action you want them to take.
Understand How to Get Your Ideal Account’s Attention
This may seem like a no-brainer, but it’s essential to know how to get your ideal accounts’ attention in the first place. Unfortunately, many B2B teams don’t take the time to stop and think about what makes their audience stop in their tracks and want to investigate more.
B2B audiences don’t simply go shopping for the sake of it. They are usually in the market for something particular and are generally very well-informed buyers. To get the attention of your ideal accounts, you need to know what will draw their eye to you.
For example, if you sell manufacturing equipment, you need to know what questions will get the attention of manufacturing engineers. You may think that the answer is equipment specifications and comparisons, but the answer may be more complex than that. Maybe your audience is more interested in your equipment’s ease of use and efficiency.
That’s why it’s so important to understand what drives your audience. You can learn a lot about your ideal accounts by placing yourself in their shoes and asking many questions.
What questions are they most likely to have? What concerns do they have? What problems are they most likely to be experiencing? The more you understand what makes your audience tick, the better you’ll be able to capture their attention.
Take Time to Gather Feedback
While putting yourself in your audience’s shoes is a great way to get into their heads and start understanding what may catch their attention and encourage action, the best way to get to know what will get them to complete an action is to gather feedback directly from the source.
You can do this in dozens of ways, such as social media polls, email surveys, etc. The point is to gather as much feedback as possible to understand what your audience is most interested in and what will get them to take action.
Having Real Conversations with Your Accounts
If surveys and polls aren’t suitable approaches for you, you can always take to social media and have real-time conversations with your audience. This allows you to gather feedback from your audience, build relationships, and know your audience personally.
This gives your team insight that would otherwise be impossible to get. You can learn more about your audience when you have honest conversations. This allows you to build a much stronger connection with your audience, making it easier to get them to take the action you want them to.
Prioritize Response Times
One of the essential things for lead conversion is response time. This refers to how quickly you respond to your audience when they reach out to you. Response times are so important because they tell your audience that you are committed to serving them and are willing to go the extra mile to help resolve their issue. This demonstrates that you value their time and encourages them to invest in you.
The average B2B response time falls around 42 hours. Unfortunately, in today’s digital world, that doesn’t work. Consumers want quick and timely responses, and if you take more than a few hours to respond to an inquiry, approximately 38% of those leads won’t answer.
If you want your audience to take action, you need to prioritize their time and show them that you value their needs. The more quickly you can respond to your audience, the more comfortable they will feel in investing in your business.
Never Neglect to Follow-Up
Building relationships is one of the most important things to ensure your leads convert into customers. This includes following up with your audience even after you’ve already had to speak with them.
There are several different follow-up techniques you can use to ensure you’re not neglecting the opportunity to continue to build your relationship with your audience. The most important thing is to find something that works for you and your audience to keep the conversation going. You can do this in various ways, such as sending a text message, phone call, email, etc.
Continuously Examining Account Behaviors
To get your B2B accounts to take action, you need to examine their behavior continually. You can gather a lot of information by observing how your audience responds to your marketing efforts. This will allow you to identify what gets their attention and what doesn’t. You can adapt your marketing to improve your conversions by understanding what gets their attention.
Improve your Customer Engagement with Hushly
Hushly is a tool that allows you to understand your audience on a personal level. It’s designed to help you build relationships with your audience so that you can understand their needs and address their concerns. With the right information at your fingertips, you can create a personalized account experience that will encourage conversions and help you reach your end goals.
Need help with your customer engagement? Learn what Hushly can do for you! Request your demo today!