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Step 3 of 12 – Handling the new qualified leads.

Step 3 of 12 – Handling the new qualified leads.

All these qualified hot leads are now streaming in, now what?

 

Getting al the new customers that are eager to spend money with you is fantastic, but, if you can not pay attention to each one, you might lose a sale and a potential long term client.

Keeping track of who contacted you and who you approached can sometimes be tricky, especially if you do not have systems in place to process this information. I want to explore this a bit and have a look at some things I came across that might make this a bit easier for you.

“That “Wow I need this” feeling that you must create with your prospect is what will get them to react on your call to action”.

For a potential prospect to respond to your ad or call to action, you need to have a fantastic, jaw-dropping offer that they can not say no to. What will make you stand out from your competitors when it comes to your products or services? That “Wow I need this” feeling that you must create with your prospect is what will get them to react on your call to action.

But as soon as someone reacts on that ad or call to action, YOU need to take action. While the step that your prospect just took is still fresh in his/her mind, you need to close the deal. The longer the gap between them taking action and you responding, the more likely it will be that you will lose the sale. People forget easily.

A fantastic tool that you can consider using for quick follow-ups is a system called LeadOwl.
LeadOwl sends you a notification directly on your cellphone immediately after a new lead comes in. It then collects the leads’ information and gives you a few options to quickly respond to that lead. You have a choice to either call the lead directly from the app, send 1 of 3 preset text messages or send 1 or 3 preset emails.

If you are interested in doing a trial of LeadOwl, you can access the platform here.

The support and service you offer are (I feel) in most cases much more important than the product you are trying to sell them. You can have the most simple product, but if your service is excellent, they will return for more. With that said, you need to follow up on the new leads asap. Remember, a qualified lead has not yet spent money with you. He is still one step away from becoming a customer, and that is where your personalised email or phone call comes in to close the deal.

The most time-consuming part of this is keeping track of all of this. Who did I follow up on? When was it? Was it a call or an email? What was the result of that contact? It becomes easy for you to forget something and that might cost you a sale.

A lot of small companies that do not yet have big budgets cannot afford a proper CRM system. But even if you have one, it is not always wise to add leads in there that might clutter the system. I found that using a spreadsheet as a “stepping stone” is the easiest solution.

It is relatively effortless to automate your online systems to auto-populate a spreadsheet for you and then all you have to do is fill in the blacks. As soon as you contacted someone, make the note. Once that lead becomes a paying customer, then you can transfer them to your CRM system for future follow-ups. If you do not have a CRM system, keep on using the spreadsheet. It works perfectly fine.

“But, keep it simple. Do not over complicate your marketing systems because that can also have the opposite effect of what you are trying to achieve.”

So the thing I would like to end off with is the fact that you need some system to track what you are doing with your leads. Make notes, use colours, be creative. It is a big timesaver if you have that kind of “Digital Assistant” to help you. But, keep it simple. Do not over complicate your marketing systems because that can also have the opposite effect of what you are trying to achieve.

 

In the next Blog:
First, however, you need to get these qualified leads. We will explore a lot of different key aspects of this in future, but in the next Step, we will chat about why you should be running special offers and how to successfully do it.

Lead Owl

The longer you wait to follow up with a new lead, the quicker you will lose the sale. It is crucial that you respond to a new lead as quickly as possible. I would even say that you have to call them within minutes.

Lead Owl is the most fantastic tool to assist you with this. You get immediate notifications on your phone with all the info you need about your new lead. You can even Call, Email or send a text message straight out of the mobile app.

I highly recommend Lead Owl if you want to speed up your lead followup and if you want to increase your deal conversion rate.

All these qualified hot leads are now streaming in, now what?

Getting al the new customers that are eager to spend money with you is fantastic, but, if you can not pay attention to each one, you might lose a sale and a potential long term client.

Keeping track of who contacted you and who you approached can sometimes be tricky, especially if you do not have systems in place to process this information. I want to explore this a bit and have a look at some things I came across that might make this a bit easier for you.

“That “Wow I need this” feeling that you must create with your prospect is what will get them to react on your call to action”.

For a potential prospect to respond to your ad or call to action, you need to have a fantastic, jaw-dropping offer that they can not say no to. What will make you stand out from your competitors when it comes to your products or services? That “Wow I need this” feeling that you must create with your prospect is what will get them to react on your call to action.

But as soon as someone reacts on that ad or call to action, YOU need to take action. While the step that your prospect just took is still fresh in his/her mind, you need to close the deal. The longer the gap between them taking action and you responding, the more likely it will be that you will lose the sale. People forget easily.

The support and service you offer are (I feel) in most cases much more important than the product you are trying to sell them. You can have the most simple product, but if your service is excellent, they will return for more. With that said, you need to follow up on the new leads asap. Remember, a qualified lead has not yet spent money with you. He is still one step away from becoming a customer, and that is where your personalised email or phone call comes in to close the deal.

The most time-consuming part of this is keeping track of all of this. Who did I follow up on? When was it? Was it a call or an email? What was the result of that contact? It becomes easy for you to forget something and that might cost you a sale.

A lot of small companies that do not yet have big budgets cannot afford a proper CRM system. But even if you have one, it is not always wise to add leads in there that might clutter the system. I found that using a spreadsheet as a “stepping stone” is the easiest solution.

It is relatively effortless to automate your online systems to auto-populate a spreadsheet for you and then all you have to do is fill in the blacks. As soon as you contacted someone, make the note. Once that lead becomes a paying customer, then you can transfer them to your CRM system for future follow-ups. If you do not have a CRM system, keep on using the spreadsheet. It works perfectly fine.

“But, keep it simple. Do not over complicate your marketing systems because that can also have the opposite effect of what you are trying to achieve.”

So the thing I would like to end off with is the fact that you need some system to track what you are doing with your leads. Make notes, use colours, be creative. It is a big timesaver if you have that kind of “Digital Assistant” to help you. But, keep it simple. Do not over complicate your marketing systems because that can also have the opposite effect of what you are trying to achieve.

In the next Blog:
First, however, you need to get these qualified leads. We will explore a lot of different key aspects of this in future, but in the next Step, we will chat about why you should be running special offers and how to successfully do it.

Step 4 of 12 – Implementing profitable special offers.

Step 4 of 12 – Implementing profitable special offers.

Why you should be running special offers and how to successfully do it.

 

Sometimes it seems like if you are running a special offer, you are desperate. Looking desperate in the eyes of customers or competitors is not a good thing. So how do you give your clients a great deal, grow your income and still look like the top player in your industry?

“…running a great offer means that I have the opportunity to grow my brand, create awareness about my product/service and get people into my door.”

A few times in my life I’ve heard company owners saying things like “The profit margin on a special offer is too small. It’s not worth it” or “With specials, we are just losing money.” Thinking like this means that you are missing the point of running a great jaw-dropping special offer.

To me, running a great offer means that I have the opportunity to grow my brand, create awareness about my product/service and get people into my door. Is this not fundamentally what we need in order to expand our businesses?

Don’t just run a special for the sake of giving a discount with the hopes of making a few sales. Think about what you want to achieve. There needs to be meaning behind what you are doing.

Ask yourself the following few questions before you decide on your offer:
1. Who am I trying to sell to? Who is that ideal person that I want to spend money with me?
2. What problem does he have that I can try and solve?
3. What product or service can I offer to solve that problem? (And then only do you decide WHAT you will have a special on)
4. What kind of a deal or discount can I offer with this product or service?
5. (and the last step that a lot of people miss) What other product or service can I provide to “supplement/complement” the first one? – See this as your opportunity to make up for the discount you give with your initial offer.

To assist you in understanding who your ideal client is that you are trying to sell to, we have a worksheet that you can download that will guide you through this process.

Download Avatar Worksheet

 

We as humans are weird when it comes to buying things. We buy for emotional reasons.
Think about this: when you add something into a shopping cart that you want to purchase from a website, do you immediately press the “Pay Now” button? No, not always. You first take a beat to think about it. “Do I need this? Can I afford it?” Whatever your question is, the point is that there is almost always a question that makes you hesitate, even if it’s just for a second. There is always some emotion involved whether it’s excitement, happiness, doubt or whatever, there is something.

Your special offer needs to address that emotion. You need to get your prospect to understand that “It’s ok, you can continue with your purchase. You are making a good choice.”

After almost every sale, we then search for the answer to the question “Did I just waste my money or was this a good choice?” You as the person running the special offer needs to address this question as soon as possible. How? By sharing the solution, advantage or benefit of the purchase your customer just made. Offer a second product/service that compliments his first purchase. Make them feel like they made the best decision ever. If you can successfully achieve that, they will come back again and again and again, just because you make them feel good.

When you can offer a second product/service or if you can get that customer to return, that is when you start getting profitable.

“If you can make the emotional connection, you can make the sale, and get them to return.”

Always remember that if you can add value to the question of why they need to spend money with you, you will have a successful campaign. And as I mentioned before, the added benefit of your product/service or the solution it offers is much more important than the product or service itself. If you can make the emotional connection, you can make the sale, and get them to return.

In the next Blog:
We will look at why people spend money on your product/service, and why not. What makes you stand out from your competitors.

Why you should be running special offers and how to successfully do it.

Sometimes it seems like if you are running a special offer, you are desperate. Looking desperate in the eyes of customers or competitors is not a good thing. So how do you give your clients a great deal, grow your income and still look like the top player in your industry?

“…running a great offer means that I have the opportunity to grow my brand, create awareness about my product/service and get people into my door.”

A few times in my life I’ve heard company owners saying things like “The profit margin on a special offer is too small. It’s not worth it” or “With specials, we are just losing money.” Thinking like this means that you are missing the point of running a great jaw-dropping special offer.

To me, running a great offer means that I have the opportunity to grow my brand, create awareness about my product/service and get people into my door. Is this not fundamentally what we need to expand our businesses?

Don’t just run a special for the sake of giving a discount with the hopes of making a few sales. Think about what you want to achieve. There needs to be meaning behind what you are doing.
Ask yourself the following few questions before you decide on your offer:
1. Who am I trying to sell to? Who is that ideal person that I want to spend money with me?
2. What problem does he have that I can try and solve?
3. What product or service can I offer to solve that problem? (And then only do you decide WHAT you will have a special on)
4. What kind of a deal or discount can I offer with this product or service?
5. (and the last step that a lot of people miss) What other product or service can I provide to “supplement/complement” the first one? – See this as your opportunity to make up for the discount you give with your initial offer.

We as humans are weird when it comes to buying things. We buy for emotional reasons. Think about this: when you add something into a shopping cart that you want to purchase from a website, do you immediately press the “Pay Now” button? No, not always. You first take a beat to think about it. “Do I need this? Can I afford it?” Whatever your question is, the point is that there is almost always a question that makes you hesitate, even if it’s just for a second. There is always some emotion involved whether it’s excitement, happiness, doubt or whatever, there is something.

Your special offer needs to address that emotion. You need to get your prospect to understand that “It’s ok, you can continue with your purchase. You are making a good choice.”

After almost every sale, we then search for the answer to the question “Did I just waste my money or was this a good choice?” You as the person running the special offer needs to address this question as soon as possible. How? By sharing the solution, advantage or benefit of the purchase your customer just made. Offer a second product/service that compliments his first purchase. Make them feel like they made the best decision ever. If you can successfully achieve that, they will come back again and again and again, just because you make them feel good.

When you can offer a second product/service or if you can get that customer to return, that is when you start getting profitable.

“If you can make the emotional connection, you can make the sale, and get them to return.”

Always remember that if you can add value to the question of why they need to spend money with you, you will have a successful campaign. And as I mentioned before, the added benefit of your product/service or the solution it offers is much more important that the product or service itself. If you can make the emotional connection, you can make the sale, and get them to return.

In the next Blog:
We will look at why people spend money on your product/service, and why not. What makes you stand out from your competitors.