Lead Conversions: 6 Steps to Patching the Profit Leaks in Your Marketing Funnel
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Transcript of Lead Conversions: 6 Steps to Patching the Profit Leaks in Your Marketing Funnel
Content Marketing
Google & Facebook Advertising
Search Engine Optimization
Website/CMS
Social Media
Reviews & Reputation
Maps & Local Directories
The Complete Digital Marketing Solution for ContractorsPartner with Surefire Social to drive traffic & leads to your business
Jeff WhiteCertified Marketing Coach,Surefire Social
Tim MuschDirector of Business
Development, MarketSharp
Today’s Hosts
Lead
Con
vers
ion:
6 S
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Pat
chin
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our P
rofit
Lea
ks
Do You Think You and Your Staff Can Get 10% Better At Your Sales and Marketing
Effectiveness?
Lead
Con
vers
ion:
6 S
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To
Pat
chin
g Y
our P
rofit
Lea
ks
Grow Your Business This Year By 61%
While...
Only Getting 10% Better At What You Do!
Lead
Con
vers
ion:
6 S
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To
Pat
chin
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our P
rofit
Lea
ks Today’s Free Resources…
www.marketsharp.com/resources
Lead
Con
vers
ion:
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Pat
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our P
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Lea
ks
“The Times They
Are a-Changin”
Bob Dylan - 1964
Lead
Con
vers
ion:
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Pat
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our P
rofit
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ks
Research Online,Gather Info
Web Inquiry,Inbound/Outbound Call, Shows/Events
Further Online Research, Sales
PresentationSales Presentation,
Lead Nurturing
Job Management, Production,
Service,Repeat/Referral
Customer Feedback, Online Reviews,
Social Media, etc.
Lead
Con
vers
ion:
6 S
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To
Pat
chin
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our P
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ks
“Build a better mousetrap and the world will beat a path to your door”
...Ralph Waldo Emerson
Lead
Con
vers
ion:
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Lea
ks Good Advice!
“…the best way to put distance between you and the crowd, is to do an outstanding job with information (data). How you gather, manage,and use informationwill determine whether you win or lose.“
- Bill Gates
Lead
Con
vers
ion:
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our P
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ks “Gentlemen, This is a Football!”
Vince LombardiCoach - Green Bay Packers1958-67
Properly Inflated
The Basics!
Lead
Con
vers
ion:
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our P
rofit
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ks
YourMarketing/Sales
Process
The Lead
GeneratingInquiries
The Call
Lead Warming
ThePresentation
Follow-upLead
Nurturing
Repeat and
ReferralStrategies
The Marketing/Sales Process
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks
The Lead(generating inquiries)
The Call(inbound/outbound)
Lead Warming(pre-approach activities)
Presentation Skills
SystematicLead Follow-up
(lead nurturing, asset recovery)
Repeat/Referral Strategies
(customer replication, online reviews, etc.)
Your Marketing/Sales Process
The Lead
Killer USPProximity Marketing
Web Strategies(get some help)
MediaShows/Events
Lead
Con
vers
ion:
6 S
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To
Pat
chin
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our P
rofit
Lea
ks
What’s Your USP?
Do You Really Have One?
Lead
Con
vers
ion:
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rofit
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ks
“You’ve got to start with the customer experience and work back tothe technology…not the otherway around.”
- Steve Jobs
Lead
Con
vers
ion:
6 S
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ks Great Brainstorming Tool!
www.marketsharp.com/resources
Lead
Con
vers
ion:
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Pat
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our P
rofit
Lea
ks Your Web Strategies
MORE Than a Website…Get Some Help!
Lead
Con
vers
ion:
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ks
❑ Business Digital Footprint
❑ Micro Moments
❑ What does Google want?
More Than a Website
Lead
Con
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ion:
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ks
❑ Do I have quality traffic?
❑ How well is traffic converting?
❑ What sources convert best?
Evaluating Top of Funnel
Lead
Con
vers
ion:
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❑ Sources of traffic
❑ Sticky website
❑ Conversions
Lead
Con
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rofit
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❑ Digital Footprint Grade = A+
❑ High Quality Traffic
❑ Easy Conversions
Lead
Con
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❑ UTM Tracking
❑ “Google URL Builder”mywebsite.com/?utm_source=google-my-business
WANT HELP? Send an email to [email protected] for help using the Google URL builder and our services
Lead
Con
vers
ion:
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Lea
ks Shows and Events
Touch AnywhereTo Enter
Lead
Con
vers
ion:
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New Siding New Windows
New Roof New Kitchen
Should You Be Our Lucky Winner,Which of the Following Would You Select…
Shows and Events
Lead
Con
vers
ion:
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ks
The Lead(generating inquiries)
The Call(inbound/outbound)
Lead Warming(pre-approach activities)
Presentation Skills
SystematicLead Follow-up
(lead nurturing, asset recovery)
Repeat/Referral Strategies
(customer replication, online reviews, etc.)
The CallImprove Response Time
(huge)
Call Analytics
Training and Scripting
Your Marketing/Sales Process
Lead
Con
vers
ion:
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❑ How Many Calls?
❑ Mobile-friendly?
❑ Call Sources?
Lead
Con
vers
ion:
6 S
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To
Pat
chin
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our P
rofit
Lea
ks
The Lead(generating inquiries)
The Call(inbound/outbound)
Lead Warming(pre-approach activities)
Presentation Skills
SystematicLead Follow-up
(lead nurturing, asset recovery)
Repeat/Referral Strategies
(customer replication, online reviews, etc.)
Lead Warming
First Impressions Matter
Social Proof
Email Communication
Your Marketing/Sales Process
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks
The Lead(generating inquiries)
The Call(inbound/outbound)
Lead Warming(pre-approach activities)
Presentation Skills
SystematicLead Follow-up
(lead nurturing, asset recovery)
Repeat/Referral Strategies
(customer replication, online reviews, etc.)
The Presentation
Ongoing Sales Training
Implement Technology into Presentations
Your Marketing/Sales Process
Lead
Con
vers
ion:
6 S
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To
Pat
chin
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our P
rofit
Lea
ks
The Lead(generating inquiries)
The Call(inbound/outbound)
Lead Warming(pre-approach activities)
Presentation Skills
SystematicLead Follow-up
(lead nurturing, asset recovery)
Repeat/Referral Strategies
(customer replication, online reviews, etc.) Lead Follow-up
The 60% Rule
Enable Purchase on THEIR Time
Lead Nurturing
Asset Recovery
Your Marketing/Sales Process
Lead
Con
vers
ion:
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chin
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rofit
Lea
ks The Conversion Potential of Your Leads(10 Leads)
30% (now) + 42% (later) = 72% Conversion Potential!
Buy Now
3
Don’t Buy Now
7
4.2
2.8
Lead
Con
vers
ion:
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Pat
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rofit
Lea
ks Recover Lost Leads With Lead Nurturing
Lead Nurturing
Now BuyersFuture Buyers
(60% of Unsold Leads)
Lead
Con
vers
ion:
6 S
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Pat
chin
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rofit
Lea
ks Lead Nurturing – Follow-Up On Cruise Control
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks
The Lead(generating inquiries)
The Call(inbound/outbound)
Lead Warming(pre-approach activities)
The Presentation
SystematicLead Follow-up
(lead nurturing, asset recovery)
Repeat/Referral Strategies
(customer replication, online reviews, etc.) Repeat/Referral
Remarkable
Client Feedback
Online Reviews
Proactive Repeat and Referral Activities
Your Marketing/Sales Process
Lead
Con
vers
ion:
6 S
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To
Pat
chin
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our P
rofit
Lea
ks A Lesson In KnowingYour Numbers...
UPS trucks drove 2.5 billion miles last year, but the company says it’s research found by doing ONE THING saved driving 28,541,472 million miles, and three million gallons of fuel.
Any Idea What It Is?
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks
Grow Your Business This Year By 61%
While...
Only Getting 10% Better At What You Do!
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks
Great Brainstorming & Motivation Tool!
The Compounding Effect of Microgains!
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks Additional Resource...
www.marketsharp.com/resources
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks
❑ Business Digital Footprint
❑ Micro Moments
❑ What does Google want?
More Than a Website
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks
❑ Choose the right partners
❑ Understand skillsets you need
❑ Gather, manage, use data
More Than a Website
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks Dashboard Integration
❑ Funnel Visibility
❑ Integrated Systems
❑ Gather, Manage, Use Data
❑ Make Better Decisions
Lead
Con
vers
ion:
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To
Pat
chin
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our P
rofit
Lea
ks
According to Michael Gerber (best selling author of The E-Myth)…
“In order for any business to succeed, it must first become a system,so that the business functionsexactly the same way everytime… down to the verylast detail.”
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks Brainstorm Meeting…
www.marketsharp.com/resources
Lead
Con
vers
ion:
6 S
teps
To
Pat
chin
g Y
our P
rofit
Lea
ks To Sum Up…
Realize That The Times Are ALWAYS Changing (keep up)!
Understand That Your Data = Your Dollars
Never Forget“The Basics”
of the Business
Remember “The Customer Experience” is at the Core
of Your Success
Lead
Con
vers
ion:
6 S
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To
Pat
chin
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our P
rofit
Lea
ks
Reality Thinking…
If You Do What You’ve Always Done…
You’ll Get What You’ve Always Got!
Less Than
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