How to Convert Leads from Your Small Business Website
A lot of small businesses I work with struggle converting leads after they have received a prospective buyer or client through their website. Sure they get the traffic and a good amount of conversions but how do they turn those people into customers? Here is my advice and I have seen it work.
1. Call them on the phone ASAP. Don’t Wait.
If someone has supplied their phone number call them immediately. Surprise them with how fast you can respond. I have seen too many small businesses handle their leads so leisurely and call them when they have down time during the week. Down time for a small business owner? Please. There is a large amount of people that will convert on your website out of momentary emotion and REALLY want your product or service at a specific point in time. Don’t wait and give them an opportunity to talk themselves out of it.
2. Always Respond with an Email
Respond with an email as fast as a phone call. Even if you talk to them on the phone still send them an email acknowledging you talked to them. Check your email all day or set-up your email so that it alerts you when there is a new message.
3. Have a Kickass Welcome
When someone comes to your business welcome them in a way that will make them talk and/or want to come back for more. Warning: Do not overwhelm the customer. Just do it in a way that is comfortable and memorable.
4. Ask and Listen
If you offer a service take a survey of your current customers of what they were looking for and what they wanted when they first came. You could also just ask every new person that comes in your door “What are you looking for today?” Just ask your customers the questions you want answers to and you will find out very quickly what you need to do.
5. Move Towards Making Money
I am not advocating the hard sell but always keep in mind you are running a business. Making money to keep doing what you love is what you want. Get someone to come in your door with a Free offer or a discount. Get them to buy something even if it is small. If you can get one sale and that person ends up happy they may have 10 more friends waiting or post online with how awesome you are. A bird in the hand is worth two in the bush.
6. Do Not Overload Them with Information
You know your business back to front. The person contacting you usually doesn’t care about the fifth coolest thing about you and your business. They usually have one or very few concerns. If they ask you a question try to only answer that question. Do not try and anticipate 10 questions and try to answer them all. If you have to, include a little more if people always have the same questions relating to what they are already asking. Do not overload them with information they do not care about.
Bonus: Work on Marketing Daily
Too many small business owners do marketing pushes when business gets slow, or try to have a huge brainstorm to get a ton of people in the door. If you do a little marketing everyday it will add up to an unstoppable small business marketing machine later. Here are some things you can do everyday:
- Write a blog post relating to your business
- Post an ad on Craigslist
- Partner with another local store
- Send a Marketing Email out to Past and Present clients
- Write a Newsletter
- etc…
If you do these 7 things you will be in good Small Business Marketing Shape.
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nice - I like the clear easy points - so simple really. Since I have set aside time for marketing everyday my business is growing - not a surprise really - what you put your attention grows - right?
Well written article. I really enjoyed it. Keep up the good work.