In the previous article, we saw, Why it is important to invite potential customers on your website. Invite phase of SPICER Framework generates traffic on your website. According to the sales process these visitors are treated as Prospects. Prospects, because they came to your website after they saw your message, are interested in your product / service and are curious to know more about you.
Q: Now imagine that you have started getting regular flow of visitors from various channels but still your website does not generate business for you. Why?
A: Simple, YOU DON’T ALLOW THEM TO...
If you are facing the mentioned problem, then SPICER’s Connect Phase is your best friend. Whole idea of Connect Phase is to keep your visitors interested in you. For this let us first understand the reasons behind visitors losing interest and moving away from your website.
They Don’t Get What They Want
Visitors are attracted to website from external sources with some expectations. Often when they land on your website they are disappointed either with content, colors, UI or any other reason. This makes them lose trust in you and repels them away from your website.
Visitors are ready to stay connected with you because they liked you, trust you and are interested in your content.
They Don’t Know What To Do
Imagine you entered a shop, chose what you liked and are now looking around for someone to help you further. When you don’t see anyone for a while you lose interest and tend to move out. This is the exact situation of your website visitors, they come to you with some expectations but are confused as they don’t know how to move ahead on your website.
Visitors trust you if and only if they are served right content and that too with the ease of access. Remember, they know you but you don’t know them. They are ready to stay connected with you because they liked you, trust you and are interested in your content. They will establish an Acquaintance by sharing their email, mobile or social details.
For seasoned sales professionals, acquaintance opens doors for sale. Similarly, in Online Sales Process, establishing connect provides an opportunity to nurture your relationship. You can convert your acquaintances into qualified leads in Connect phase. This lead nurturing is only possible after the visitor becomes an acquaintance.
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Connect phase is very critical as lead nurturing process starts here. Lead nurturing is done by serving personalized content in emails & social media. Personalized content includes reports, infographics, case studies and other important information that helps your leads take decisions.
In the next article of Enable Closure we will see how more sales are closed with nurture marketing in SPICER.