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When you think of the term ‘lead’ from a sales perspective, you will almost always think of this in terms of traditional B2B rganizations. You might imagine a sales team making cold calls from a list and then following up with their warm leads and asking about their holidays by referring to copious notes.
Eventually they build their leads to the point where they can make a sale and they ‘close’ to walk away with the profit. As such, you might not immediately recognize just how this can be relevant in terms of your online business. If you have a blog that sells ebooks, how are leads relevant to you?
In fact though, leads are just as relevant to you – if not moreso! You need to adapt the ideas somewhat, but thinking of your visitors in terms of leads and applying the same principles of the lead cycle can alter the way you do business for the better and have a huge impact on your engagement and your eventual profits.