Stop Leaking LeadsPresented by

Sales Funnel

•Do you know every step in your sales funnel?

•Not all leads go through the entire funnel

• Leads that drop off from the sales funnel are considered leaked leads

Where are you Leaking Leads?

•What is the journey that consumer makes to become your customer?

•Have you outlined your sales funnel?

•Where does the consumers journey start and end?

3 Parts of Consumer Journey

1.How Consumers Discover your business

2.Converting visitors to leads

3.Signing up a customer

Discovering your Business

•Advertise on major search engines Google, Bing, Yahoo

•Bid on your business name

• Is your PPC campaign optimized to include all relevant keywords?

Discovering your Business Part 2

•Rank organically on search engines

•Claim your Google+ Local profile

•Manage your business listings on local directories and review sites

Discovering your Business Part 3

• Ask happy customers to leave positive reviews for your business

•Use remarketing banners to reach past website visitors

Discovering your Business Part 4

• Set up and manage social media profiles on Facebook, Twitter, etc.

• Respond to questions and comments on social media pages

• Include phone number and website link on offline marketing materials

Converting Visitors to Leads

•Reduce bounce rate on your website

• Inform consumers about fees and your products on the website

• Add phone number on top of your website

•Create landing pages for specific marketing campaigns

Converting Visitors to Leads Part 2

• Is your website mobile optimized?

•Can consumers call you from your mobile website?

•Offer different contact methods like email, live chat, SMS, web forms

Converting Visitors to Leads Part 3

• Answer the phone when consumers call.• What is the cost of unanswered calls?

•Call back hot leads in less than 1 hour

• Reply to emails and online leads in less than 1 hour

Converting Visitors to Leads Part 4

•Do you listen to voicemail?

•Do you follow up with voicemails?

•Do you keep track of missed calls and call them back?

Signing up a Customer

•When you follow up with leads make a good impression

•Gather contact information from callers

• Listen to calls to improve your call center operations

Signing up a Customer Part 2

• Some leads are not ready to close yet, but they will close eventually

• Follow up with fresh leads first

• Analyze your customers behaviors throughout the sales funnel and improve.

KPIs Part 1

• Leads Per Action • Example: from an email blast or print ad

• Qualified Leads Per Action

• Sales Opportunity

KPIs Part 2

• Cost Per Sales Opportunity

• Won Deal

• Cost Per Won Deal

• Lifetime Value Of The Customer

• Return On Marketing Investment

Questions?

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