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!
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:
get instant access to lead information
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.
get a notification when a lead signs up
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.
improve your retargeting efforts
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.
Automated follow ups
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.
access more data about offline events
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.
the ask formula
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.
how to apply this to your business
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!
I wanted to write this email about how to protect your Facebook ad account from being banned or restricted and what to do if it does happen to you.
This is a very important topic because it is happening to so many accounts left and right these days and people are very frustrated and want to know why.
Why is the ad account or profile restricted in the first place?
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.
What to do If Your Ad Account or Profile Gets Restricted?