{"id":2626,"date":"2019-04-23T06:27:41","date_gmt":"2019-04-23T06:27:41","guid":{"rendered":"https:\/\/omaha-seo.com\/blog\/?p=2626"},"modified":"2022-06-06T18:16:21","modified_gmt":"2022-06-06T18:16:21","slug":"how-to-convert-prospects-into-leads","status":"publish","type":"post","link":"https:\/\/omaha-seo.com\/blog\/how-to-convert-prospects-into-leads\/","title":{"rendered":"How To Convert SEO Prospects Into Leads"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_82_2 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<label for=\"ez-toc-cssicon-toggle-item-69e07504acaf0\" class=\"ez-toc-cssicon-toggle-label\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-69e07504acaf0\"  aria-label=\"Toggle\" \/><nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/omaha-seo.com\/blog\/how-to-convert-prospects-into-leads\/#Convert_Prospects_into_Leads\" >Convert Prospects into Leads<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/omaha-seo.com\/blog\/how-to-convert-prospects-into-leads\/#Step_1_Get_attention\" >Step 1: Get attention<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/omaha-seo.com\/blog\/how-to-convert-prospects-into-leads\/#Step_2_Identify_the_problem_or_need\" >Step 2: Identify the problem or need<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/omaha-seo.com\/blog\/how-to-convert-prospects-into-leads\/#Step_3_Position_your_product_as_the_solution_to_the_problem\" >Step 3: Position your product as the solution to the problem<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/omaha-seo.com\/blog\/how-to-convert-prospects-into-leads\/#Step_4_Offer_the_reader_proof\" >Step 4: Offer the reader proof<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/omaha-seo.com\/blog\/how-to-convert-prospects-into-leads\/#Step_5_Ask_for_action\" >Step 5: Ask for action<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Convert_Prospects_into_Leads\"><\/span><a href=\"https:\/\/omaha-seo.com\/\"><strong>Convert Prospects into Leads<\/strong><\/a><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Knowing who you need to work with and conveying that unmistakably will dismantle your optimal customers to you. The more focused on your showcasing is and the better you&#8217;ve characterized your specialty, the more &#8220;perfect prospects&#8221; you&#8217;ll have moving toward your doorstep.<\/p>\n<h1 class=\"headline\"><img decoding=\"async\" class=\"aligncenter wp-image-2458 size-large\" src=\"https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/Omaha-SEO-company-1024x576.jpg\" alt=\"omaha seo\" width=\"900\" height=\"506\" srcset=\"https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/Omaha-SEO-company-1024x576.jpg 1024w, https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/Omaha-SEO-company-300x169.jpg 300w, https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/Omaha-SEO-company-768x432.jpg 768w, https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/Omaha-SEO-company-980x551.jpg 980w, https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/Omaha-SEO-company-513x289.jpg 513w, https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/Omaha-SEO-company-573x322.jpg 573w, https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/Omaha-SEO-company-600x338.jpg 600w, https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/Omaha-SEO-company-335x188.jpg 335w, https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/Omaha-SEO-company.jpg 2000w\" sizes=\"(max-width: 900px) 100vw, 900px\" \/><\/h1>\n<div class=\"art-share\">\n<div id=\"share326370article-share\" class=\"socialsharebar\" data-ga-category=\"article-share-share\" data-ga-label=\"share-326370\" data-ga-action=\"display\" data-shareid=\"share326370article-share\" data-share-title=\"The 5-Step Plan for Turning Prospects Into Customers\" data-share-deck=\"Using this five-step plan can help you write powerful, persuasive copy that attracts your best customers.\" data-author-handle=\"@Robertbly\" data-share-url=\"http:\/\/entm.ag\/uaw\"><\/div>\n<\/div>\n<div id=\"articleAdd\" class=\"art-v2-body\">\n<p><small class=\"grey-text text-darken-1\"><\/small><i>The following excerpt is from\u00a0<\/i><i>Robert W. Bly<\/i><i>\u2019s book\u00a0<\/i>The Direct Mail Revolution: How to Create Profitable Direct Mail Campaigns in a Digital World<i>. Buy it now from\u00a0<\/i>Amazon\u00a0|\u00a0Barnes &amp; Noble\u00a0|\u00a0Apple Books\u00a0|\u00a0IndieBound<\/p>\n<p>In direct marketing, structure is key: If your copy doesn\u2019t follow the formula for persuasion, it won\u2019t work, no matter how creative you get.<\/p>\n<p>There have been numerous formulas for writing persuasive copy throughout the years. The most famous is probably AIDA, which stands for\u00a0<i>attention<\/i>,\u00a0<i>interest<\/i>,\u00a0<i>desire<\/i>, and\u00a0<i>action<\/i>. In copywriting seminars, I\u2019ve taught a variation on AIDA known as the\u00a0<i>motivating sequence<\/i>.<\/p>\n<p>The following explores the five steps of the motivating sequence:<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Step_1_Get_attention\"><\/span><b>Step 1: Get attention<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Before your promotion can do anything else, it has to get your prospect\u2019s attention. It must get the prospect to stop, open the envelope, and start reading the materials inside instead of tossing it in the trash. You already know many methods of getting attention and see dozens of them in action every day. In TV and magazine advertising, sex is often used to gain attention for products ranging from soft drinks and cars to diet and exercise programs.<\/p>\n<p>Other options: Make a bold statement, cite a startling statistic, ask a curiosity-arousing question, put a bulky object in the envelope, apply a glossy coating to the envelope and letter, use a pop-up graphic &#8212;\u00a0you get the idea.<\/p>\n<p><b>Related:\u00a0Looking for Leads? These 4 Direct Mail Offers Are Your Answer<\/b><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Step_2_Identify_the_problem_or_need\"><\/span><b>Step 2: Identify the problem or need<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Most products fill a need or solve a problem. But what are the chances that your prospect is thinking about this problem when they get your promotion? Probably not all that great.<\/p>\n<p>So, the first thing you have to do is focus their attention on the need or problem your product addresses. Only then can you talk to them about the solution.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Step_3_Position_your_product_as_the_solution_to_the_problem\"><\/span><b>Step 3: Position your product as the solution to the problem<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Once you get the prospect to focus on the problem, the next step is to position your product or service as the solution to that problem. This can be a quick transition. Here\u2019s an example from a fundraising letter from the Red Cross:<\/p>\n<blockquote><p><i>Dear Mr. Bly:<\/i><\/p>\n<p><i>Someday, you may need the Red Cross.<\/i><\/p>\n<p><i>But right now, the Red Cross needs you.<\/i><\/p><\/blockquote>\n<p>It pretty much lays out where the letter will go next, doesn\u2019t it?<\/p>\n<p><b>Related:\u00a0Need to Get People Paying Attention to Your Brand? Hold a Contest.<\/b><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Step_4_Offer_the_reader_proof\"><\/span><b>Step 4: Offer the reader proof<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>As marketer Mark Joyner points out in his book\u00a0<i>The Irresistible Offer\u00a0<\/i>(John Wiley &amp; Sons, 2005), one of the prospect\u2019s first questions when they receive your promotion is \u201cWhy should I believe you?\u201d<\/p>\n<p>You answer that question by offering proof. That proof comes in two flavors.<\/p>\n<p>The first type speaks to your credibility. It convinces the prospect that you are a reputable firm or individual and can therefore be trusted. A diploma from a prestigious medical school displayed prominently on a doctor\u2019s office wall is an example of credibility. In a direct-mail piece for health offers, response improves if the letter is signed by an MD.<\/p>\n<p>The second type of proof has to do with the product and convinces the buyer that your product can do what you say it can do. Testimonials, case histories, reviews, performance graphs, and test results are examples of proof in this category.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Step_5_Ask_for_action\"><\/span><b>Step 5: Ask for action<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>The final step is to ask for action. Your goal is usually to generate either an inquiry or an order. To ask for action in direct marketing, we make an offer, or, in other words, what the reader gets when they respond to your promotion and what they have to do to get it.<\/p>\n<p>In a lead-generating direct-mail package, the offer might be as simple as \u201cMail back the enclosed reply card for our free catalog.\u201d In a mail order online promotion, the offer might be \u201cClick here and enter your credit card information to purchase our product on a 30-day money-back trial basis for $49.95 plus $4.95 shipping and handling.\u201d<\/p>\n<p>I\u2019m willing to wager that every successful piece of copy you\u2019ve ever mailed or emailed follows to some extent the steps in the motivating sequence &#8212;\u00a0even if you\u2019ve never heard of it before. That\u2019s because you have an instinct for how to sell.<\/p>\n<p>So, if you can sell instinctively, then what good are the motivating sequence and other persuasion formulas?<\/p>\n<p>They\u2019re useful because when you have the steps written out in front of you, you can make sure no step is shortchanged or left out &#8212;\u00a0increasing your odds of writing a direct mail winner.<\/p>\n<\/div>\n<p style=\"text-align: center;\">Via: https:\/\/www.entrepreneur.com\/article\/326370<br \/>\n<iframe loading=\"lazy\" style=\"border: 0;\" src=\"https:\/\/www.google.com\/maps\/embed?pb=!1m28!1m12!1m3!1d86190.88609506487!2d-96.06878932127096!3d41.20952531660258!2m3!1f0!2f0!3f0!3m2!1i1024!2i768!4f13.1!4m13!3e0!4m5!1s0x87938cbe1fe6cec3%3A0x8ec0be26a35418fc!2sSpa%20future%20and%20furniture%20Inc%2C%20South%2087th%20Street%2C%20Omaha%2C%20Nebraska!3m2!1d41.218578!2d-96.046414!4m5!1s0x87938c3d0c92fcb1%3A0x98cf112f2e9fe028!2s5223%20Grover%20St%2C%20Omaha%2C%20NE%2068106!3m2!1d41.2266913!2d-95.99608579999999!5e0!3m2!1sfil!2sus!4v1653585278992!5m2!1sfil!2sus\" width=\"600\" height=\"450\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Convert Prospects into Leads Knowing who you need to work with and conveying that unmistakably will dismantle your optimal customers to you. The more focused on your showcasing is and the better you&#8217;ve characterized your specialty, the more &#8220;perfect prospects&#8221; you&#8217;ll have moving toward your doorstep. The following excerpt is from\u00a0Robert W. Bly\u2019s book\u00a0The DirectRead More &raquo;<\/p>\n","protected":false},"author":1,"featured_media":2496,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1,14],"tags":[746,22],"class_list":["post-2626","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-search-engine-optimization","category-social-media-marketing","tag-omaha-seo","tag-search-engine-optimization","cat-1-id","cat-14-id"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How To Convert SEO Prospects Into Leads - Omaha SEO<\/title>\n<meta name=\"description\" content=\"Knowing who you need to work with and conveying that unmistakably will dismantle your optimal customers to you. Need help? Call us today!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/omaha-seo.com\/blog\/how-to-convert-prospects-into-leads\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How To Convert SEO Prospects Into Leads - Omaha SEO\" \/>\n<meta property=\"og:description\" content=\"Knowing who you need to work with and conveying that unmistakably will dismantle your optimal customers to you. Need help? Call us today!\" \/>\n<meta property=\"og:url\" content=\"https:\/\/omaha-seo.com\/blog\/how-to-convert-prospects-into-leads\/\" \/>\n<meta property=\"og:site_name\" content=\"Omaha SEO\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/4socialmedia\/\" \/>\n<meta property=\"article:published_time\" content=\"2019-04-23T06:27:41+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-06-06T18:16:21+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/omaha-seo.com\/blog\/wp-content\/uploads\/2019\/03\/13.png\" \/>\n\t<meta property=\"og:image:width\" content=\"640\" \/>\n\t<meta property=\"og:image:height\" content=\"425\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Phil Belleville\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@MySocialMediaCo\" \/>\n<meta name=\"twitter:site\" content=\"@MySocialMediaCo\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Phil Belleville\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"How To Convert SEO Prospects Into Leads - Omaha SEO","description":"Knowing who you need to work with and conveying that unmistakably will dismantle your optimal customers to you. 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After leaving a CFO role at a seven\u2011figure nonprofit, I built my first online business and hit #1 in AOL search within weeks\u2014then clients started asking me to replicate those results for them. Since then, I\u2019ve helped businesses turn WordPress sites into high\u2011performing assets through technical SEO, site architecture, speed, and content strategy, and I\u2019ve built and sold a WordPress site after growing it to 1,000+ organic keyword rankings. Today I own or co\u2011own multiple city\u2011based SEO properties that compete at the top in tough U.S. markets, and I now offer AI SEO so brands can show up in Google results and AI\u2011generated answers. 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