If you sell services one of the biggest ... ... ... ... who want what you have tooffer and are ready to buy. It is possible to waste time oncold calls and other ... If you sell services one of the biggest challenges isidentifying qualified prospects who want what you have tooffer and are ready to buy. It is possible to waste time oncold calls and other marketing activities that turn up little in the way of sales. Wouldn't you rather have a steady stream of hot leads, leads that not only include contact information but give you an idea of what the prospect needs, the problem they want solved?You have a web site, and hundreds if not thousands ofpeople visit your site each week. If your site is workingwell it should be providing you with a list of hundreds ofpeople who want to be on your marketing list each weekand dozens of qualified leads, people who want you to callthem right away about your services.Use the following five tactics to generate a list of qualified prospects.1. Collect Contact InformationStrive to collect the email address of every person whovisits your web site and is interested in the problems yousolve. Offer a free article, tutorial or guide as bait tomotivate people to give you their email address so youcan market to them again and again.Offer prospects something they want, and place yoursign-up form prominently at the top of your home pageand in a side navigation bar on the other pages of yoursite. This should help you capture the email addresses of10-20% of the people who visit your site each week.2. Use Auto Responders to Collect Detailed InformationIf you use a free giveaway and the briefest of sign upforms to get people to give you their email informationyou can market to prospects but wouldn't it be helpful tohave more information?Use an autoresponder to send people a confirmation whenthey request your free article or sign up for yournewsletter. In the email ask them for detailed contactinformation and ask them a couple of questions aboutwhat they're interested in.3. Get People to Tell You How You Can Help ThemMany people use the web as tool to find solutions and tohire people who can help them solve their problems. Ifyou are a financial advisor, giving away an article onfinancial tips is a great way to get contact information but what you really want to do is to identify those people who have an immediate interest in your services.Prompt people to contact you by including an inquiry formon your web site, but don't make the mistakes made onmost web sites. Too often inquiry forms are buried on thesite, multiple clicks away from the pages most frequentlyviewed by your visitors. Include your form on highvisibility pages, at the bottom of your homepage andother key pages about your services and products.Use your inquiry form to both collect contact informationand to identify the services your prospects are interestedin and how you can help them. When you make yourfollow up calls you'll know where to start the conversation.When you receive completed inquiry forms you can sortthrough them to identify which ones are worth followingup on based on the answers provided. Then pick up thephone and use these qualified leads to find new clientsand grow your business.4. Collect Feedback and Learn More About Your Prospect'sNeedsWhen people visit your sell pages, the web pages thatdescribe your products and services, they've expressed aninterest. Some will move directly to purchase, others willdiscover they don't have any further interest and a largenumber will fall into the middle. These are people who areinterested but not ready to commit.Before visitors leave your web site sell pages, you can use exit pop up windows to collect feedback and to find out what they are looking for.Offer a free article to motivate visitors to fill in the form. When you get these feedback forms, follow up with a call. Use this conversation to find out why they didn't buy the service or product or to get further information about the problems they want solved. Once you have these prospects on the phone you'll be surprised how many you can turn into clients.5. Send out Surveys to Identify What SellsIf you have a newsletter you can leverage the trust of your readers to collect ideas of what they want to buy. If you've been sending out ideas and information to yourtarget market periodically they will be more than likely to respond when you ask for their input.Two to four times per year, send an informal survey to yoursubscriber base, asking for their ideas. Ask them which ofyour product or service ideas they like best and what theyneed and want. Tabulate their responses and develop theproducts and services they asked for.Use these five lead collection strategies to identify prospects with a problem, one you can solve. Once you know who needs your help, its easy to follow up, close the sale and grow your business.-2004 © In Mind Communications, LLC. All rights reserved. Source: Free Articles from ArticlesFactory.com