Business tip: how to convert leads into clients

April 06, 2016

1. Use email marketing

When you get your prospects’ email address, you should have some sort of system where you can send out emails at least on a weekly or monthly basis to your email database on a system like MailChimp, iContact, or any other email service provider. There are no shortage of things you can send. Maybe you have some sort of sale or special promotion going on that you could share. Or maybe it’s just a great story about one of your customers. You could send them a video, which will help develop a closer bond between you and your potential customers. You could also send a good article you’ve written or a helpful tip. Basically send things that will keep you in front of them regularly and continue to build a relationship with them, which can help generate more business and referrals in the future. If you’re not using email marketing and email follow up, you’re leaving a ton of money on the table.

 

2. Invest in sales training

Even if it’s not be in their official job description, everyone who answers the phone in your office is a salesperson. They should have a basic understanding of sales and how to properly handle incoming calls professionally. At the very least, buy the people who answer the phone in your office a book or two on sales. Even better is to invest in a course or even hire a sales trainer to come in and work with them. This investment can pay huge dividends down the road.

 

3. Don’t let calls go to voicemail

This is a cardinal rule if you’re spending any money on advertising and marketing. You must not let calls go to voicemail! One of the biggest problems we see is when calls come in and nobody answers, so the call goes to voicemail or the caller is put on hold for two or three minutes. The fact is, you don’t have an existing relationship with most people who click on your ads. This is cold traffic, and if they call and get your voicemail, most people won’t leave a voicemail. They’ll just hang up and call the advertiser in the next ad. The same is true if you put them on hold for three minutes. They’re still sitting in front of their computer or on their mobile phone, and the temptation to just hang up and call the next person is overwhelming. Make sure you’re equipped to handle the calls and you have a system in place to do it well. One of our clients, a dentist, uses a call centre so she has a live person answering the phone 24/7. The call centre is even able to schedule appointments for her. Using a call centre will let you run ads all day with the confidence that any call will be answered by a live person, which will lead to higher conversion rates.

 

4. Always get contact information

Whoever answers your phone should take down every caller’s contact information, including their email address. If you don’t have their contact information, you have no way to follow up with them and the lead will go to waste.

 

5. Use systems and scripts

Whether those answering your phones have sales training or not, it’s a good idea to have systems in place so calls are consistently handled the way you want — no matter who answers the phone. In most cases, you don’t want your employees winging it too much on the phone, so giving everyone a script can be helpful. Richard Jacobs, owner of Speakeasy Marketing, a firm that specialises in marketing for attorneys, has his clients’ employees use this effective script: “Oh, Mr. Jacobs isn’t at the phone right now, but he wants to make sure he talks to you, so let me get his calendar. I see he’s available this Thursday at 11 a.m. or 2:30 p.m. and Friday between 9 a.m. and 10:30 a.m. If you get your calendar out right now, let’s schedule a time when it’s good for you.” This script makes the person calling feel important, which will give them a good feeling about your company and doing business with you. Even more important, it sets an appointment on the spot and gets that initial commitment from your prospect right then and there.

 

 

 

Thank you to Entrepreneur for the tips!

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