How predictable is your revenue? Do you keep track of how many leads need to come through your door in order to get a client?
In other words, how scale-able is your advertising strategy?
Are you following what happens with new would-be clients after they reach out to you?
You see, most business owners are concerned with getting more “traffic” to their site, more phone calls to their office, more walk-ins to their store.
But rarely do they look beyond that and examine how to maximise the value of the attention they’ve been given by their new audience.
When it comes to improving your revenues from new customers, conversion is the name of the game.
Here are three strategies that will help you improve your metrics:
- “Warm up” your leads.
- There are several things you can do to make sure your prospects come to you pre-sold, before you ever talk to them on the phone or in person.
- Implement a referral system so you come into their world highly recommended thorough your current clients.
- Give away helpful educational content to start the relationship off on the right foot, before they ever contact you.
- Provide materials for them chock full of great advice that will help them accomplish what they’re looking for.
- These can consist of articles, videos, special reports, audio recordings, email newsletters, etc.
- You can distribute them on your web site, social media platforms, other people’s digital assets (e.g. online magazines), etc.
- Listen to your clients.
- I know this sounds like an obvious thing but I’m amazed at how many business owners focus on their service and product, making sure they pitch it from every imaginable angle they thought up ahead of time, instead of just listening to what their prospects are looking for and only making an offer when it’s appropriate. For example, if you were a nutritionist and someone came to you wanting to lose weight, you might be tempted to prescribe a protein heavy diet based on lean meats. But what if the person in front of you is vegetarian?
- By taking the time to listen and understand their needs, wants and desires as well as their dreams and frustrations, you’ll be able to make offers that are better suited for them – and this in turn will help improve your conversions.
- Make the sales process easy for you clients.
- Your offer has to be:
- easy to understand – you need to be very clear in your marketing and in your sales copy so they know exactly what they’re going to get,
- easy to implement – give them all the help they need to get results, and
- easy to buy – you need the right pricing strategies as well as the logistics (credit cards, PayPal, check, cash etc) that will make it easy for your new clients to sign up.
My hope is that after reading these strategies above, you’ll re-evaluate your current process, start tracking your conversions and make it your goal to improve your metrics by at least 20% within the next three months.
If you’d like help with implementation, give us a call at 1300 680 223. We can help.