how to generate more leads for your business

How to Generate More Leads for Your Business

Your value proposition – what’s in it for your customers?

Brands that you’re loyal to will have this nailed, they’ll know exactly how they can help you and they’ll be giving you advice or things that help you frequently so that you remain loyal.

When was the last time you reviewed your value proposition?

Post-COVID, a lot has changed and things are still changing. People’s priorities have shifted and so has their way of working. What was a good offer to your customers in 2019 or a good way to offer it, may not be the best way to now.

Truly understanding your customers

For many businesses, there are a lot of unknowns right now…not knowing whether leads will pick back up to the same level is definitely not uncommon. You could make assumptions about your customers in a bid to get your lead generation moving fast or you could take the time to talk to them, across all verticals to understand what REALLY is keeping them awake at night. 

We’ve all been affected in some way or another by the pandemic, while it’s not a great time to be pushing the hard sell, it is a great time to empathise with your customers, find out what their issues are and how your business can help them. Be more helpful!

By joining up your customer or account management approach with your marketing strategy, you can gain insight into the real challenges your customers are facing, while supporting them. You’ll then be equipped to review and build on your value proposition.

Build your value proposition

What’s in it for your customer? This might be different depending on what vertical they are in, whether by geographical region, industry, company size or even decision maker, so bear this in mind and ensure your value proposition is always relevant to everyone you communicate with.

Deliver your value proposition

Once you’ve uncovered the drivers that will have your customers or prospects engaged, you need to reach them. Understanding how you engaged your best customers is always a good place to start. 

Remember, that being helpful over the hard-sell is more likely to drive brand awareness, engagement and ensure that your business is the one that is right when your customers and prospects are ready to buy.

Consistency is key

Understand your prospect and customer journey and ensure that your message is consistent and relevant. 

Thanks to social distancing and working from home, face to face meetings and direct mail probably aren’t going to work right now, so ensure that you are delivering a relevant message through the right channels.

If you need support to build your proposition and reach your prospects, drop me an email kate@katedenham.com or message me on LinkedIn.