You just got ton’s of leads through your digital marketing – yet all that excitement slowly fades once you realise that only a very small percentage of the leads converted into actual customers.
Does this sound familiar?
It’s actually a common problem that a lot of businesses go through when they just start online marketing.
In order to amend the amount of leads that drop off after every campaign, it’s important to look at your process – i.e: what you do with the lead after you receive it.
Some of the things to analyse when going through your process include:
Where the lead drops off
Once someone actually takes an action that makes them a lead, you need to see at what point they stop interaction with you. Has someone left an enquiry on your website? Investigate when their interest in purchasing your product/service drops off. Is it during your initial call, is it after they are sent a quotation, is it after they ask questions which they would like answered? These will point you in the direction of weak spots in your process.
What the most common reason is for not taking up your service/offer?
Despite being taken through different levels of your sales funnel, your lead may not take up your service or offer. Why? It may be because the service hasn’t been presented in a convincing manner, or the lead is being asked for too much of information in exchange of the offer. It may be even something as basic as the price of your service. It’s important to identify the “why”.
Your sales process for every lead
Another thing that you need to take in count is your sales process for the leads. Not every lead will require the same sales process. And if you are weighing each lead on the same scale, probability of leads turning away becomes high.
Once you identify these key factors in your lead process, you can amend the spots where you lose most leads – this will help increase the ROI from the leads you have gathered.
Always give your leads quality information and answer all their questions, while showing them your value over other competitors. Finally, give them an offer they can’t refuse!
Email funnels can help a great deal in improving such lead processes and can help automate your lead follow-up system as well.
Still have questions? Ask us in the comment section below.