Getting leads and closing leads in a process.
Here is a systemized way you can go about it to help you get more leads and close them.
1. Acquiring the Lead Through Multiple Channels
Most people rely on using Facebook ads to get leads. Which is good. But you shouldn't limit yourself to one or two or even three channels.
For example, if Facebook was to shut down your ad account (if you didn't have multiple ad accounts) you business would freeze.
Because you don't have another source of generating leads besides word of mouth. Word of mouth is very great and everything but it's not "scalable."
You want something that you can control and scale so that you can grow predictably.
I highly recommend outsourcing your lead generating via a virtual assistant who can
1. Reach out to leads via linked in and messenger
2. Apply Google SEO to your website through backlinks and blogs to grow your exposure
3. Run Google Ads
4. Run Youtube Ads
5. Run Bing/Yahoo Ads
6. Post on third party websites and partner with other brands in exchange for sharing some of your clients to their business if you believe their business is of value.
2. Create a Follow Up for Leads To Pull Them Into an Appointment
Acquiring the lead is the first step but setting the appointment is next. You need to be able to create email follow ups and text message follow ups that can nurture the leads, provide them with a ton of value and information and proof that your business has people getting great service from you.
It requires some creative relationship building content and phone calls to help get them not only aware of your brand and story but also give them enough value to earn their trust overtime to financially commit with you.
From there your automation should link them into committed appointment calendars where they can book a call with you or an in person consultation.
Set up your automation and optimize it based on the percentages that are you seeing from your lead flow. If you are getting 100 leads a week and you are booking 50 appointments per week then that's roughly a 50% appointment set and is relatively a good starting point.
If not, then you need to optimize your flow and get these people on phone calls to help you better create your automated follow ups.
(remember, sometimes the reason they are not booking appointments is because they may not even be seeing your emails/text, so make sure you confirm they are getting that content from you)!
3. Getting Shows For your Appointment
So let's say you get 100 leads and then from those 100 leads you get around 50 appointments.
Out of the 50 appointments you get booked, you get let's say 40 people to show up. So you know now that you have a 80% show rate and a 20% drop off rate.
So you know you can improve on those shows by apply specific tactics to increase your show rates. (something I can explain in a separate blog post).
But ideally you want to keep an aggressive follow up strategy in place to keep the conversation flowing up until the appointment. I mean they need to be thinking about you at night time all the way up until that appointment day. Because if you keep a good communication (comms) up with your prospect you will be able to get a better accountability of your lead.
So they will likely either show up or tell you that they can't show up giving you the ability to reschedule the lead.
3. Selling Your Leads
This in it's own is important as you need to be able to sell your leads (no sh*t)! But the most important part of this is making sure on that sales call you are giving as much value as possible so that the value of your service or product far exceeds the cost.
So finally out of the 100 leads, 50 appointments, and 40 shows you sell let's say 5 people.
So your sells conversion rate is ideally low. That's something you can work on, however at least you know where your numbers are and what to improve on.
At a 5% sales conversion ratio from leads you are able to optimize the bottom part of your funnel, and even perhaps the top part of your funnel. Improving the type of leads you are getting thus lowering the volume possibly but increasing your sales rate significantly.
So out of the 100 leads lets say you change your marketing tactics and copywriting getting only 50 leads. Out of 50 leads you get 20 appointments and out of 20 appointments you get 19 shows and out of 19 shows you get 10 sales.
That is ideally better than the 5 sales and 100 leads that you got isn't it?
So from here you are able to help modify your "sales conversion rate" on the top of the funnel and are able to put your marketing campaigns in front of your ideal customers who are buying.
This is one of the many examples of improving your systems and generating more sales.
If you'd like to learn more or get us to help you create a sales funnel click here below and fill out an application to qualify for a quick strategy call!