It Pays to Know Your Leads: But it Might Require Your Effort

May 15, 2014 by Christine

You might be surprised at how many companies resist the benefits of today's organizational tools. You know what? That's okay! But sometimes we tend to blame the available tools that we deployed in our careers, when really our mindsets may need to be analyzed. Tools like Infusionsoft are incredible, very powerful, when correctly managed and valued. Tools like it, however, are only as good as the user.

Content is indeed King. But only when the content is relevant to the audience. Only when the timing is right. Only when the audience has shown they are receptive.

So, with that in mind, why do many people seem to take a defeatist attitude toward managing their leads, managing what they are allowed to know about their leads and tweaking the message their leads receive? Perhaps because some tools were presented to them as the holy grail of cash cows for their sales and marketing endeavors. Is that the fault of the tool? Is that the fault of the seller representing the tool? Is that the fault of the tool's subscriber? Who am I to say?

We've had prospective clients in the past insist that there is no value in social media marketing for them, no value in gathering public information, that psycho-graphics of their perfect prospective customer is not relevant. They tend to call it a waste of time and money, or an invasion of their customers' privacy. They say their perfect prospective customer can't be found, nurtured or marketed in that format or venue.

We find that sentiment very puzzling.

Research beyond the web form, research after the collection of a business card or research of your leads after your competition has gone to bed is incredibly beneficial to you as an organization. It pays to know as much as you possibly can about your leads.

In using a tool like Infusionsoft, you can quickly obtain and gain access to lead information such as:

• Facebook, Twitter, LinkedIn profile URL's

• Date of birth

• Name of spouse and anniversary date

• Hobbies

• Where they went to college

• The name of their home town

• Their own personal interests and employment history

How relevant can you make your content with that information? How quickly can you shatter the ice during a personal introduction with that information?

Many times, you get this information because people specifically sign up to get your newsletter, or have expressed some level of interest in your products or services. You may have become part of their network, joined a group where you share a passion. Today's tools that gather these publicly known facts are no different than the notes your grandfather kept in his head – save available by the thousands across the globe.

The value of this information cannot be understated. First, it allows you to craft much more personal messages and sales pitches. If you know what your targets' interests are and the demographics that they fall in, you can adjust the message that you create so that it is much more likely to create a positive response.

In finding your leads' social media profiles, you can connect with them on there to get them more engaged with your brand. This increased engagement leads to a much greater likelihood of sales conversions and a much better and stronger working relationship.

Furthermore, your attention to details that matter to your prospective client, become self-evident. Birthdays cards still bring smiles. Acknowledging a milestone in their life is just good business sense.

The tool just sits there. The tool comes to life when you socially acknowledge the needs and objectives of your lead on a massive scale.

The applications that we provide at Viral Solutions really work. There's a reason why we're so passionate about them! We want to do everything possible to help business owners achieve the success they've always dreamed of in their marketing endeavors, but it takes a commitment by those business owners to actually use the tools they have available to them to their fullest extent.

Contact us today for more information about how our services can help you to get to know your leads.

Thomas von Ahn | Chief Elephant Slayer | Viral Solutions LLC

Filed Under: Analytics Tagged With: content, content marketing