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!

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Pay-per-click (PPC) campaigns can be incredibly valuable for brands of all sizes.

They are the most effective strategy at driving traffic, generating leads and sales quickly.  

I hope this blog can help you automate many of your campaigns that you have or will create in the future.

Data has shown:

• PPC campaigns are one of the top three generators of on-page conversions
• Traffic from paid search results yield more conversions than organic traffic
• While PPC campaigns have incredible potential to be high-performing and high-converting, they're also an exceptional amount of work. To get results from the campaigns, you need to manage every aspect of your PPC campaigns. Fortunately, automation can help. 

You can create an automation inside of a software called zapier.

Within zapier you can create a so called "zap."   This will have people who click on your PPC campaigns and opt-in via a lead form or landing page.  The information will zap them to your CRM or email/text marketing software.

You may also send that information to a excel spreadsheet online all automatically within having to manually do it.

You can create a zap that can send the contact information of that lead who signs up directly to you as a notification.   You can even get a text notification, email notification, or if you use softwares such as slack or other third party apps you can send a notification to your sales team so that they are aware to immediately contact that lead.

This is "vital," as the sooner they get in touch with that lead, the more likely they will be able to convert that person into a customer.

When a lead signs up from your opt in form or website.   You can set up a zap to automatically send this information to Google ads, Facebook/Instagram Custom Audiences, and Linked in Custom audiences to build your retargeting list so that you can accurately retarget people based on the actions that they take and don't take inside of your funnels.

This is powerful because you can not always depend on the "pixels" inside of any marketing channel.  Reason being is sometimes cookies are not counted, and even due to the new IOS 14 changes not all apple users will be tracked therefore minimizing the size of the retargeting lists.

When a lead signs up you can create zaps inside of zapier to automatically email and text the lead thanking them for signing up and information them on what is the next step.  

Also sending out information about your service or products and asking a question keeping the conversation open until the next conversion is created.

This is very powerful as it helps establish a relationship with your prospects all automatically and improves your sales conversion rate significantly. 

Due to the significant restrictions to some websites, and blocks from tracking it makes it very hard to get as close to a 100% accuracy on tracking.  

Therefore it's vital to use offline conversion information.   ​Offline conversions have always been trickier, however. What about in-store purchases? Or customers who attended a live event, or users who made a phone call to book a call? These actions can all be driven by ads. While it's more difficult to track those metrics, it's important to do so.
Facebook’s Offline Conversions API allows you to track this data, however, and automation can make it much easier to set up. 
​
You can use Zapier to send offline conversions data to Facebook from Google Sheets, EventBrite, and even an eCommerce tool if it’s not being tracked by the pixel. This is crucial in getting a much better understanding of exactly how effective your PPC campaigns are. 

If you're like to learn more about zapier, and how get information on moderate to advanced automation tactics feel free to reach out to us via the online chat widget below and we'd be happy to assist you with your automated marketing needs.

Many of you may have read the book "The Ask Formula"

It's a very good book and if you haven't I highly suggest you read it.  

It in detail explains how to ask questions through survey methods to get the certain kind of prospect that you want.

The main reason we love to apply survey funnels is because,

1.  Consumption is the main reason your lead quality is low.  The people need to consume your content to the highest level in order to fully understand what it is they are getting out of your service.  

Most landing pages and even emails people do not necessarily "read."  Instead they "scan"  and pick up on headlines and the first sentence or two of your copy.

In order to get the highest level of  consumption we love to implement "surveys" 

As a question can never be answered unless it is fully "read" and understood.  

Therefore the consumption level of the survey is around 85 - 95% vs the consumption level on a standard landing page (depending on the brand's influence to the market) is around 30 - 40%.   

2.  Some people don't want what you have to offer immediately.   The survey funnel ask questions and gets a very clear understanding of the readers needs.  

Therefore we are able to line up our questions in a way for them to consume it and if they answer a specific question they go to a funnel or series of questions based on their answers.

For example.   If you love apples.  I am going to send you a landing page that talks about apples.  

Now for a standard landing page you may go to a landing page that talks about red apples and therefore if you don't like red apples you may bounce.

But if I use a survey funnel and ask you what type of apples you like and you say green,  I can direct you to a series of questions that ask you how big the apples are, and how fresh you like them and how much you are willing to pay for them.  

Following that I will direct you to a funnel where you can consume the green, large, and fresh apples that cost $1 where you will likely convert.  

This helps us speak to our market who they are with what they like and also helps us determine the "type" of market who are signing up...  

Therefore increasing the quality of our lead.

Get a list of customers you already have and ask them what they like about your service.  

Why they joined your service.

And what they didn't like about your service.  

Compile that list, and now take it and incorporate it into a survey.  

It's really that simple.  Just make sure you structure the questions in a format that gets them to honestly answer the right or wrong question.  

If they answer the question with the right answer they move on to the next series of questions that funnel them into your landing page where you want only the ones who truely need what you have to offer convert.

One of our clients wanted to get better quality leads and what he was struggling on was objections due to price.  

So besides learning how to handle objections better what we did was create a survey funnel and asked them a series of questions.

The last question asked them how much money they were willing to invest into his service.  

Some people said $100, some people said $1,000.  

So the ones that said $100 moved to a different funnel where they can consume more content about his brand.

The ones that said $1,000 moved to his landing page and converted.  

His quality became much better overnight!

​The reasons are very random.  But it is very robotic.  

They restrict account access through a series of algorithms that just fire from the slightest unusual activity.

The system is definitely not reliable thus when the accounts are restricted in most cases you can appeal it and get it reinstated quick immediately. 

Just keep in mind.  If you are following guidelines and feel it is an error.  Persist and continue to appeal the account until it gets reinstated.  
​

First, I would highly recommend getting "3" backup accounts.  

That means having 3 profiles that are active, and 3 ad accounts that are active as well.  

I believe that because if one ad account is down,  you can instantly flow ads to the other account without the delay of waiting for it to get reinstated.

Second, if it gets restricted go ahead and appeal it immediately.  Appeal it and wait for them to reply back.  No need to contact them more than once as they have already have your appeal in qued.  

It's a hit or miss when it comes to them looking at the account. 

Sometimes they will appeal it right away and sometimes it could take weeks or even months.  

At the moment I recommend having multiple accounts because right now due to COVID the waiting period has been taking extremely long for appeals to get reinstated.

So as a business owner, don't wait.  Already have your backup on standby and active.
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It's a hassle believe me.  But best practices are to always as follows:

1.  Stay within guidelines (FB keeps a record count of disapproved ads and it adds up over time.  The more disapproved ads puts you at risk for getting it banned)

2.  Keep Competitors and haters at bay.  (Yea, there are some people that will continue to see your post and mark it as spam and that also ads up.  Give value on some of your ads and it will aid you in keeping good feedback in the feeds)

3.  Use Credit Cards as payments (There was a scam of people abusing the platform and not paying for ads, I'm not too sure how it happened but they are very sensitive when it comes to payment.  Make sure you use a valid card and it matches your name as well as your business.  Don't use Paypal or anything else)

4.  Don't create a brand new profile and start running ads immediately.  (It's just a red flag.  FB tracks IPs and everything.  Very easy for them to know what you are doing and it makes it look like you are being sneaky.)

BONUS:  Don't put all of your eggs in FB.  (There are still other platforms that you can use.  Google, Tik Tok, Linked in, Youtube, Snapchat are all platforms to run ads on.  Become Omnipresent).


I hope this was valuable and you got some good info from it!

That's one of the most important things I learned.  I use to start urgently speaking before I even knew why my prospect even signed up.  

I was just too eager to educate them about our process, systems, and the successes we've generated for our clients.  

I was just too excited about telling him the many things we could do to help him grow his business. 

I didn't even touch what they signed up for thus, I wasn't able to help solve their problem.

It sucked....

But I realized that I needed to ask  them questions. 

1.  What was the problem they were facing.
2.  How important was it to get this problem fixed.
3.  How much were they willing to invest to get this problem fixed.

Those were the key points I needed to know.

Value is the perceived worth of your product or service to the prospect.  It is the important factor that determines how affordable, cheap, or even expensive your product is.

I knew that if they were not willing to invest the amount of service to help solve their problem.  I did not give them enough value for them to believe it exceeded the cost.

You see...

You need to give your prospect so much value, that the value exceeds the actual cost of what you deliver.

It's almost so unbelievable for the price to be so affordable and you get so much from it than it's a no brainer to not commit.

But... 

If the cost exceeds the value.  (That just mean you didn't give them enough value) then it will appear expensive.  Thus, harder to sell.

In our marketing agency, we run many survey funnels for our clients.  It helps us out in so many ways.

1.  We are able to ask questions and segment other questions to other pages based on what people are looking for and what their problems are.

2.  It helps us filter out the people who are not serious or our non-buyers but move them to a funnel or list that can warm them up and eventually get them back into the commitment.

​3.  It aids our sells process because we are able to ask direct questions and get a full understanding of the market's needs allowing us to structure our sales conversation per every segmented prospect.

4.  It's just awesome to use.  It helps get better conversions, and it helps our clients get a better quality lead.

Check out on of my client's funnels below to see how his process is set up.

https://www.cpcclients.com/body-conscious-lp41618787