“How can I improve my lead conversion rate? I’m getting lots of visitors to my web site, but hardly any sales or clients. I’ve got a great looking site, but I’m spending more on web site marketing than I’m making. What’s missing? What do I need to do to increase web sales?”
- John, Memphis, TN
I took a look at John’s website marketing after he emailed me the questions above. He was right. His site was attractive, well written and even had a place to sign up and to get more information. I filled out the form and then… well, and then I got nothing.
80% of potential sales are lost due to lack of follow-up. This is one of biggest mistakes people make in marketing their business. Do you want to know how you could increase web sales by as much as 400%?
The secret lies in what you do after you generate a qualified lead. The steps you take next to build a relationship and help your prospect get what they want make all the difference.
Most people are so focused on getting qualified leads that they neglect to put their web site marketing follow-up systems in place to convert leads to sales. It’s so important that I’ll say it again;
…with better follow-up, you could increase web sales by 400%.
Imagine you were training for the upcoming winter Olympics. You’re a skater and want to win gold this year. You get a new pair of skates to help you in your medal quest. Then you map out your workout plan. With your coach at your side you identify which exercises to do and when to do them.
Each day until the coming Olympics you show up at the weight room and the rink. What happens? Each week your strength and speed improve and you become a stronger competitor increasing your chances of w1ning a gold medal.
Now imagine a competitor who wants to win but after signing up for the team, didn’t show up for practice. Who do you think is going to win? The person who follows up on their commitment with a series of planned activities or the one who neglects these?
Web site marketing is like training for the Olympics but with a whole lot more gold medals available. Start with a lead, regular follow up and you can w1n many more clients.
You could continue marketing the same way and get the same results, or you could discover the lead generation and follow-up activities that can increase your sales by 400% or more. Ready to find out how to convert more leads to sales with your internet marketing? Use this link >
Just as in training for the Olympics, what you do and when is critical. Use these 7 follow up ideas you to increase your sales.
1. Act Immediately
Old leads are cold leads. Use automated email responses or voice messages to instantly acknowledge a prospect’s interest and give them the information they requested. If you plan to call them, let them know when you’ll call. If you’ve offered them a free report, deliver it instantly.
2. Use Curiosity to Motivate
The most powerful motivator in marketing is human curiosity. Tempt your prospects with something they want and pique their interest to prompt them to visit your the web sales pages or to call you to get the details.
3. Create A Sense of Urgency
People are prone to procrastinate, even when they want and need the product or service you provide. Give them a reason to act immediately, such as a limited time offer.
4. Educate Your Prospects
Depending on the business you’re in, prospects may not have an immediate perception of their need for your product or services. Use each contact to help them define a problem or concern and demonstrate that your product or service is the solution.
5. Build a Relationship
The stronger your relationship with your prospects, the more likely they’ll be to turn to you when they are ready to make a purchase. Do most men or women propose on their first dates? Of course not! It takes time and repeated contact to establish the basis for a long lasting, mutually beneficial relationship.
6. Give Special Attention to Prospects that Demonstrate An Interest
Let’s say you sent out a special $100 discount email offer to your prospect list. Typically, 10-16% of your prospects will open the email, and a much smaller percentage will act on it immediately. Go back with an even stronger call to action to the people that opened your initial email. You’ll find that approximately 50% will open it and you’ll sell a lot more of your products and services.
7. Use Automated Systems to Follow-up
Set up your email auto responders to do your follow-up for you. Use each email contact to educate and motivate your prospects and tell them about your limited time offer. Remember that prospects are more likely to buy after six contacts, so use a series of six emails spread out over two weeks.
If your follow-up involves a personal call, set up systems that automatically put prospects’ contact information on your daily calendar.
Want to earn gold with your business? Like Olympic athletes you need more than goals. You need a follow up strategy and system. Put these in place and you can capture the 80% of potential sales you’re missing.