One of the biggest marketing mistakes made is in investing too much time on additional expenditures to find new clients, instead of investing in what you already have.
Many businesses spend a lot of time and a lot of money trying to find new opportunities when they are In fact - already sitting on them!
I want you to think of ALL the contacts you have from online enquiries, past clients, phone enquiries, lost sales, old referrals, even contacts that said not interested
- How many past clients do you have?
- How many active prospects do you have?
- How many lost and missed prospects do you have?
Think of all the work that has gone into getting those leads – from the ground up - your time, your website, your calls, your emails, your other marketing spends etc - Can you say that you have enough, if any, time dedicated to nurturing EVERY inbound lead – ongoing - including the ones that said ‘not interested’ at the time, or who were never reached?
Try thinking of it like this - by not making that data work for you – with each contact you lose, not only do you lose the possibility of that sale, but you lose the cost of generating that lead in the first place, so any unused and un-nurtured data is actually costing you money!
- It takes on average between 5 and 13 calls to make contact back with an inbound inquiry - How many times do you try to follow prospects up before giving up?
- 70% of customers sign on with the company that gets back to them FIRST
So let’s say you’ve made contact, how many times would you try to follow up on a quote or conversation? Don’t wait for them to come back to you - On average it can take between 5 and 25 contact points between the first contact with a Decision Maker to a sale, If you can’t reach them again - Remember their need will still be there – so chances are the last point of contact you had with them triggered a fear -so be proactive and ask them what their hesitation/concern is instead of trying to sell to them and then you’ll get a response
Remember - It’s a LOT easier to up sell a current client than it is to get a new one. Create ONGOING incentives to get them back in the door – not the odd deal or discount but programs like a point per dollar spend they can redeem for your services, and never forget referral reward systems.
The best way to get an old client to try something new is to give it to them for free – remember givers gain
So dedicate some time to keep in touch and nurture your contacts – follow up calls for feedback, newsletter’s, workshops, free sessions or products, surveys – there is so much you can do to find the opportunities that you already have – but just don’t know about yet!
And if you don’t have the time, resources or skills, then give us at Easy Leads a call and we can do it for you!