So what is the key for getting more clients?
Whether you have an e-commerce site or you manage your professional practice and you’re looking for more clients, using the web effectively can get you more business.
So what is the secret for using the web more effectively?
Follow up, follow up, follow up.
And for this to happen consistently — and where the web makes your job relatively simple ONCE things are in place — you need a system.
A Recent Case Study
Just the other day a client sent me an email regarding a lead capture system we are in the process of creating for his practice.
This is what he said:
“Nothing materialized from the two leads we got so far. Any ideas?”
Now, 2 leads is only a trickle — but it’s a start.
In fact, so far the new system has generated 3 leads in less than a month. Not bad considering 1 customer is worth between $3,000 and $30,000+ for his practice.
Remember, you have to start somewhere…
Anyway, as I was preparing to answer his question I came up with four factors regarding the importance of follow up with respect to internet leads.
In order they are:
- What were they (your leads) REALLY looking for?
- How was the initial contact made (email, phone)?
- When was the initial contact made after the lead was generated?
- What was the message for following up?
Those 4 factors will help to close more leads into becoming clients.
For example, when we talk about what your leads are REALLY looking for, this actually involves two related issues:
- what is the mindset of your lead (i.e. why did they become a lead),
- and what marketing piece did your leads see/respond to in order to become a lead.
The first involves your knowing what their main issues is, i.e. what does your product or service SOLVE for them.
The second issue is more about pre-qualification.
For example, is your lead coming from an article you wrote (or paid someone to write for you)? Are they responding to an online ad? You get the idea.
Next, it is important how you contact the lead.
Will you call?
When calling, do you have an introduction mapped out as well as a basic outline of what to say?
If you use email, are you using it effectively? What do you send by email when following up with your leads? Do you have a marketing kit or package in place as a type of “shock and awe” packet in order to set you apart from your competition?
These are critical issues for you, since sloppy follow up or lack of consistent plan of action is the #1 reason why people often fail to close leads.
If you don’t have a system in place, you can’t:
measure, track & improve to get better results.
Additionally, it goes without saying that it is critical for you to follow up with leads in a timely manner.
The sooner you contact them, the better chance you have of closing a lead because the issues that caused them to become a lead in the first place are still fresh in their mind.
Remember, however, that your goal is NOT to close leads on the first call or contact.
Give your sales process time to work for you rather than “shotgunning” the sale.
Finally, follow up with leads consistently to build trust and rapport between you and your prospect. Your focus is on being a solutions provider or problem solver rather than a sales person out to “close” the deal.
If you follow these steps there is no doubt in my mind that you will get more clients for your business or practice.
Ready for Some Expert Guidance?
Whether you have worked with another web marketing firm in the past, OR you have been working at improving your website by yourself, here’s what you can do right now…
Call us to schedule a no-strings-attached phone consultation.
Call 888-542-2936 Today!
After you leave a voice message I will personally follow up with you to schedule a mutually convenient time to discuss your web sales, goals, and long-term plans.
And if it makes sense for the both of us to pursue a working relationship, we’ll decide together.
The choice is yours…