Record a Custom Video

Leads coming to your company are like anyone else; they want to feel special. They also can tell when they’re the subject of a cold call or just another email on a to-do list. It’s not a great feeling to know you’re just another step on the way to a sales goal. So, to grab and keep a lead’s attention, you should try something more personalized, like a video message. 

Customize the message to address specific questions or show off features that solve their particular needs. This can be relatively simple to do using a screen recorder. You can simply record your actions as you take your lead through your website or other online platform. For example, if you’re with a digital marketing agency, you might point out a few areas they could optimize their site. It’s an easy way to show you understand the problems your leads are trying to address. It also allows you to demonstrate what you can do for them. 

Connect on Social Media

A demonstrated understanding of who your leads are will get you far in earning their attention. Show that you know the people you’re trying to connect with by meeting them where they are on social media. Depending on their business or interests, you’ll be able to find them on a variety of platforms. The obvious choice would be to reach out on LinkedIn, but don’t shy away from other places. 

If your lead runs their company through Instagram, react to their posts to let them know you appreciate their work. If they are focused on creating and sharing TikTok content, follow their account and interact with their content. Let where you find your leads influence how you reach out to them. They’ll appreciate that you took the time to learn some basic information about them. You’ll also be more likely to connect if you’re on a platform they already use. 

Hop on a Video Chat

Video chatting is becoming more and more common. Whether you use it for meetings at work or for meet-ups with friends, it’s nice to be able to see each other face-to-face. The same is true when you’re interacting with a lead. Bridge the gap between a call and an in-person meeting by having a video call the next time you talk. 

Being able to see one another, even through a screen, can create a better connection. As you converse, you’ll be able to tell how the conversation is going from body language cues and facial expressions. This will give you valuable insight into how an interaction is going. Also, you’ll each get to put a face to a name, which will aid in recognition moving forward. This is especially beneficial during the conference season. If you happen to run into a lead in-person down the line, you’ll be more likely to remember their face. Creating a more memorable experience for your leads can also keep them interested in what you have to offer. 

Offer a Free Trial

Another way to keep leads interested in what you have to offer? Let them test it out for themselves. Set yourself apart from those who wait to give anything until the dotted line has been signed by providing a trial. Set it up for a short but suitable amount of time so leads can preview how you would work together. They’ll get a good idea of what your working relationship will be like. Leads who have a good experience are also more likely to officially commit to you in the future. 

If the trial doesn’t go well, there’s still benefit to be gained. Be sure to ask for your leads’ feedback about what you offer. You may learn about a flaw that can be addressed. It may not be enough to recapture the lead who left, but a better product will help you get the next one. Leads can come from all sorts of places. Allowing them to try out your product may result in more referrals or connections at a later time since they’ll remember you and what you offer. 

Share Problem-Solving Content

If you’d like to showcase what you can do but can’t facilitate a trial, there are still ways to show your skills. Establishing your company as an industry expert or authority will certainly capture leads’ attention. Consider the types of things you do and how you can distill them into items you can offer. Ideally, these are things like blog posts, downloads, or webinars you can offer for free. Alternatively, you could provide a workshop or coaching session for a small fee. 

These offerings may not result in direct conversions, but your leads will remember you better. You’ll have given them something valuable without expecting anything in return. This soft-sell tactic will resonate with a lot of people. Some will immediately want to work with you because you provided something of value at a time they needed. Others may not be ready to commit but will recognize you for your help and come to you later. 

No matter when or how leads come to you, you have to first get their attention. Emails and calls will always be solid ways to connect with your leads, but they aren’t always enough. Instead, you need to do something to keep them focused on you and remain top of mind. Implement some of these suggestions and see the results a little outside-the-box thinking can provide.