The most difficult aspect of being a WordPress developer isn’t building awesome themes and websites – it’s finding your next client. You’re a builder – not a sales and marketing type. So what if you could continue earning from a WordPress site long after you’ve built it, easing the stress of business development?
We’re helping you take a WordPress site to the next level by collecting new leads for your client and nurturing them with personalized email marketing. In Part 1 of the series, we talked about keeping clients happy long after you’ve built their WordPress site by making it simple for them to collect fresh leads. In Part 2, we looked at how to nurture these leads with relevant conversations.
The final step is to help your client turn their growing list of leads into new and repeat customers for their business.
Smoke signals from hot leads
So far, you’re collecting leads from your client’s WordPress site, turning anonymous visitors into valuable prospects for your client. You’re also nurturing these new leads with targeted email marketing campaigns that address their wants and needs.
Your client’s job is to turn these prospects into new customers for their business. However, some prospects are warmer than others. Who should they reach out to first?
Online actions can signal that your client should reach out to a lead. Installing web page tracking on your WordPress site can help your client easily know who to reach out to, and who needs a bit more nurturing.
Sales request forms
Let’s start with the most obvious, no-brainer signal: A request to speak with a sales person.
Whether it’s a form to see a live demo of a software product, schedule a meeting with a sales consultant, or speak with the sales team, these bottom-of-the-funnel prospects are hot and ready to make a buying decision.
Less Accounting trial sign-up form
While the signal is loud and clear, busy small business owners and sales people can overlook a request. A simple CRM with email alerts and automated tasks can help make sure that a hot opportunity doesn’t slip through the cracks.
Conversion page visitors (who didn’t convert)
Prospects that visit bottom-of-the-funnel pages, like a pricing page or a conversion landing page – but didn’t take action to convert – may need just a little friendly push over the edge into buying mode. With website tracking, you can set up alerts and tasks to call prospects like these and start the sales conversation – before they get into talks with a competitor.
Flywheel’s pricing page
High lead score
Some online actions have more weight than others. For instance, an email open doesn’t mean much – the prospect could be truly interested in the content, or just cleaning up their inbox. However, an email link click carries more weight because the prospect was interested enough to take an action.
Contact Scoring in Hatchbuck
Likewise, a web page visit might mean someone is interested, or they could just be surfing. But if they fill out a form to download a white paper or guide, they have a bigger stake in the game.
With web page tracking tools, contacts are given a score based on the actions they’ve taken, so your client can easily identify who is ready for a sales call.
Picking up signals from customers
New customers are tough – and expensive – to attract and convert. But once they become a customer, the probability that they’ll purchase again is pretty good. In fact, a first-time buyer has a one-in-four chance of returning, and spends, on average, 20% more as a returning customer, according to data from SumAll.
While you’re busy collecting and nurturing new leads for your client, don’t neglect their cache of existing customers. You can nurture these existing leads based on their online activity and even their purchase history.
Cross-sell existing customers new products and services that are compatible with what they’ve purchased in the past. So for a super simple example, if they bought red mittens, they might be interested in the red hat.
In the same vein, you can upsell existing customers with enhancements, add-ons, or an upscale version of products or services. So if they like the mittens they bought, they might be willing to upgrade to the touchscreen-friendly gloves.
Marketing automation with web page tracking gives you the power to deliver hot leads to your client, handing over the reigns to convert them into a sale. Just think of all of the revenue your clients will attribute to you, making your month-by-month service a huge value for their business.
The uncertainty of where your next gig is coming from is stressful, and finding new clients is tough. With intelligent web page tracking in place, you can help your WordPress clients convert prospects into customers while you enjoy steady, recurring revenue each month. Hatchbuck’s Partner Program gives you all of the tools you need to collect, nurture, and convert leads for your WordPress clients, plus training on how to go from a project-based to recurring revenue model. Learn more here.
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