Most business owners I talk to think they need more leads to grow their business. Everyone wants more sales and more leads, right?
However, what often happens is that businesses are not correctly capturing leads, and the leads that do come through are not properly followed up on.
This is a true story from a client that we’ve been running Google ads for. They’re spending five grand a month on Google ads, and 80% of the inquiries that they’re getting are coming through a phone call.
So, the first problem is that it’s a mobile number, and if they’re busy, they may not get to the phone right away. This means that they’re spending $50 to $70 per call generated from a Google ad, but they may only answer one or two out of ten calls. That’s a lot of money that’s being wasted.
For calls that are being answered, which he sort of keeps in his mind or maybe jots down some notes to follow up on, he doesn’t have any systemized process for getting back to the potential customer. This is where a CRM, even a very basic one, comes in.
Essentially, what you want to do every time someone contacts you through phone, through email, or through your website, you want to capture that information. You should get their name, their email, the phone number, and the business name, at the very least. Ideally, you want to get some idea about the avatar, who they are, and what they’re inquiring about, and then you want to pop them into a follow up process.
Here’s how we do it: on my website, if you get some type of lead magnet, you can download a free eBook, and then you get a few emails from that eBook. Eventually you get popped into a one year follow up sequence that sends you an email every week, right?
But let’s say I’ll run a specific campaign on Facebook or in Google, or whatever platform, and there’s a different follow up sequence that you get before you get popped into the one-year sequence.
The goal of all of those is for you to schedule a call with me. Once you schedule the call, there’s another email sequence that kicks in, and then it continues all the way through until we generate the sale, or we have the sales call.
At this point, of course, we want to deliver the services right, and then again, there are emails that should be going out. Let’s say we built a website, and now the website’s done and the client order is finished up. Now, we want to keep sending them emails offering SEO services, email marketing services, Google ads, Facebook ads, and other tools. Without a CRM you just can’t do this. Sure, you can put client info in a spreadsheet and then manually try to send out emails to convert into follow up calls, but a CRM automates all of that for you, saving you a ton of time.
If you don’t have a CRM, you can talk to us, and we can help you to set up something basic and easy to use. Even if it’s just done by setting up 10 or 20 emails that get sent out of one email a week, it can really do wonders for your marketing. Think of it like this — when someone inquires, this can get them to get back in touch with you, which is a great starting point, and you can even get very sophisticated if you want to. Talk to us, and we can come up with a plan perfect for your needs.
