The Benefits of Combining Traditional Lead Generation with Digital Marketing
Posted by: Carl Jones
January 10, 2023
Clearly, digital marketing is an incredibly powerful tool that no business can afford to ignore. However, it’s important to note that traditional methods still have their place. By combining these two approaches, you can create a comprehensive marketing strategy that will reach more customers and generate more leads than either approach could do alone. Let’s take a closer look at some of the benefits of combining traditional and digital marketing tactics.
In 2022, phone sales, which is the most effective traditional lead generation strategy, can still be an extremely effective way to reach new customers and close sales. By reaching out to potential customers and speaking with them directly, you can create a personal connection that can help influence their decision to buy from you. In a world where we can order our groceries, clothes, and even cars with the click of a button, it’s easy to see why some people might think that cold calling is a thing of the past. However, data suggests that cold calling still offers unique benefits.
The problem is phone sales is a HARD job. It’s a numbers game. Tough-skinned sales reps get hung up on and cursed out 99 times, to gain 1 maybe. There are so many variables and things that need to go right to close deals consistently using this method. The key factor is to establish credibility and build trust. That is where digital marketing efforts can alleviate some of that stress.
The Power of a Sharp Website
No one immediately trusts a rando calling their line out of the blue. A business website is a powerful tool that phone sales reps can use to build trust with potential clients. By providing clear and concise information about your company and its services, a website can help to establish your credibility and expertise in your field. Additionally, testimonials from past clients, case studies, and white papers can all help to bolster the trust that potential customers have in your business. In addition to these valuable resources, a well-designed website can also act as an attractive alternative to traditional customer service methods. By providing a user-friendly experience and easy access to additional information, a website can be an extremely effective way to close deals with potential clients.
Make sure your website is impressive before you try to sell anything! Your potential clients will take you more seriously when they visit a well-designed website as opposed to a website that looks like it was made in 1997. During every sales call or follow-up send an email with a direct link to your amazing corporate website and relevant sales page.
Take the Words Right out of Their Mouths with SEO
It's no secret that Search Engine Optimization can help you sell more products and services online. But did you know that SEO can also help you sell more products and services over the phone? That's right! By targeting the right audience with your SEO efforts, you can increase your conversion rate and make more sales over the phone.
A large component of SEO involves keyword analysis. Keyword analysis allows you to gain insight into what your target audience is searching on Google, online behavior, trends, and most importantly their pain points. This information can be used to design better calling and email lists and knock a home run out of the park with calling scripts. By understanding your target market, you can create a sales process that resonates with them, increasing your conversion rate and overall sales.
So if you're looking to boost your sales over the phone, SEO is a great way to get started. Just remember to tighten your lists and scripts according to keyword research, and you'll be well on your way to increased sales and profits.
Image is by Google
PPC - Warm Phone Leads Anyone?
Is there anything that feels better in this world than a warm lead? Pay Per Click advertising campaigns have long been a staple of online marketing, and for good reason: they work! These Google ads can drive large amounts of traffic to your corporate website and generate leads.
Kudos to you if you are already crushing it with this marketing strategy however, if you're not adding a click-to-call phone extension to your Google ads, you're missing out on a big opportunity to boost your campaigns. A recent statistic shows that up to 8% of mobile users are more likely to click on an ad if it has a phone number on it. So try to use local numbers to optimize the customer experience.
Being prepared for this influx of calls is essential. Consider hiring an experienced contact center to make sure your calls are handled efficiently and professionally.
Connect with Clients via Social Media
Sales professionals have been using social media to their advantage for years. By establishing a rapport with potential customers on social media, salespeople can then transition those connections into more meaningful conversations and eventual sales.
But what about phone sales? Can social media help there as well?
Absolutely! Social media can be even more beneficial for phone sales than it is for traditional in-person sales. This is because social media allows you to connect with potential customers in a more personal way, building trust and credibility before you even speak to them on the phone.
Plus, by keeping your company's social media accounts active and updated, you can keep top of mind for potential customers when they're ready to buy. So make sure you're using social media to its full potential - it can help boost your bottom-line profits!
Establish Credibility with Content Marketing
Content marketing can be used as a tool in a traditional lead generation strategy to close the deal. By creating relevant and engaging content, and supported by straightforward facts and professional visuals, you can build credibility and trust with potential clients. Content marketing allows you to become an industry expert which establishes brand recognition and awareness. This will help potential clients to feel more confident in working with you and allow you to form better relationships with them.
There are many types of content marketing, but all of them can build trust with potential clients:
- Case studies
- Buyer’s guides
- Whitepapers and ebooks
- Company introductions
- Sales presentation decks
- Email templates
If you're not doing content marketing, you're missing out on one of the easiest and most effective ways to help your phone sales team close more deals. By creating engaging, informative, and entertaining content, you can provide your prospects with the information they need to make an informed purchase decision. And when they're ready to buy, your sales team will be there to close the deal.
If you're looking for an effective lead generation strategy, cold calling is still a great option. It offers unique benefits that other strategies don't provide. However, it's essential to keep in mind that inside sales is a hard job. There are many variables and things that need to go right to close deals consistently using this method. The key factor is to establish credibility and build trust with potential customers. This can be done with digital marketing efforts. By creating a sharp website, utilizing search engine optimization, connecting with clients on social media, and building credibility with content marketing, you'll be well on your way to generating leads and closing more sales.
If you need help with lead generation, click here to learn more about how Strategic Connection can use our sales force center along with multiple digital marketing strategies to help you succeed.Learn More