How to get more Leads and sales
If they're not coming to you, they're going to the competition
A Roadmap To success
strategies to get more leads and sales
Generating new leads and sales can be one of the most important parts of business marketing. With consistent leads and sales, your business can grow exponentially. No leads or sales equals no business.
In our article on the 2 main goals of marketing, we discuss that all marketing can be boiled down into 2 primary goals: branding goals and business goals. While branding goals are very important, more often than not, the biggest thing business owners are telling us is that they need more leads. Business goals in marketing focus on converting prospects into buyers and converting customers into multi-buyers.
There are 3 types of sales for any business:
New Sales
These are first-time customers.
Most often, when businesses think of lead generation, they are thinking of the new sales approach. This tends to be the most expensive part of the process since it generally costs much more to acquire new customers than it does to retain your existing ones. For example, according to Air Conditioning Contractors of America, the average cost of acquiring a new customer for an HVAC company is $250-$300.
Having solid strategies and a well-thought-out approach helps to reduce the cost to acquire these new customers. We will discuss some of the specific strategies that can be used below.
Repeat Sales
Repeat Sale means selling again to your existing customers.
Repeat sales tend to be the cheapest of sale costs for a business. This makes a lot of sense in the fact that the customer already knows you and should like you and trust you. In order to accomplish, you must keep your customers engaged with your business. Just because someone bought from you once doesn’t automatically mean they will purchase again. If they don’t hear from you, they tend to forget about you. It requires planning and strategy to turn buyers into multi-buyers.
Cross Sales
This is the process of maximizing your profits. Too many companies leave potential profits on the table.
Whereas Repeat Sale is selling the same thing to your customers, cross-selling means selling something completely different to your customer base. In order to maximize your company’s profitability, you have to offer your customers other products and services. Some companies do a great job of this by offering add-ons to the sale. Others use special coupons or discounts on different products to stimulate additional sales. Cross sales, when used effectively, also offers a very low customer acquisition cost.
Two other strategies to get more sales:
Consistent Referrals
By far, the majority of businesses we speak to regularly tell us that they get most of their business from word of mouth and referrals. While this is a great thing, the reality is that without a structured strategy, you are more often than not lacking true consistency. In fact, based on our studies, less than 1% of businesses have an effective referral strategy in place. The problem tends to come with the feeling of “if we just provide excellent service, people will refer us.” While that was somewhat effective 30 years ago, today, we have a more informed consumer that does research. Great customer service is an expectation that does not make your business stand out by itself. That is essentially hoping that someone will refer you and counting on that as a lead generation resource.
Hope is not a strategy. Getting consistent referrals and word of mouth business isn’t really that hard, it just requires structure.
Testimonials & Public Relations
We’re talking about generating leads and sales so what do testimonials and PR have to do with it? In short…everything.
Today it’s easier than ever for people to get information about your business. People look at testimonials exactly the same way they would a personal recommendation. Developing strategies to get the right kind of testimonials is crucial to your reputation. People want to do business with companies who are seen as the experts in their field. Expertise is expressed, not implied. By creating a strategy that will show your expertise to others as they are looking for someone to do business with, you are elevating your business above the competition in many ways.
The Strategies to Generate More Leads and Sales
Brand Authority Network
Brand Authority Network is designed to get you more exposure, more attention and more leads. We leverage our media contacts to get you the kind of exposure your competition only dreams of.
Good for: New Sales, Testimonials & PR
Review Hero Pro
We hear companies say all the time that they get the majority of their business from word of mouth. In today's day and age, word of mouth comes through the internet more often than any other format. What's out there that you don't know about?
Good for: New Sales, Referrals, Testimonials & PR
LinkedIn Lead Generation
LinkedIn is, by far, the most advantageous social network for connecting with other businesses. Strategies that can help you increase your leads and sales within LinkedIn abound.
Good for: New Sales
Chatbot Development
A chatbot is simply an automated sales or support assistant. Chatbots can do amazing things. Do you need to pre-qualify prospects before you talk to them? How about reducing the amount of time spent on customer service and automating upsells and cross-sales?
Good for: New Sales, Repeat Sales, Cross Sales
Social Media Marketing
Social media today is the community that your company has to build in order to help people keep up to date with you. Social media marketing can take several forms. From strategic posting on the right networks to where to put ads for maximum effectiveness, choosing the right networks and strategies is crucial to success.
Good for: New Sales, Referrals, Testimonials & PR
SEM & Display Advertising
Search Engine Marketing and Display advertising is the digital equivalent of billboards. Done right, it can be very profitable. Done poorly, it can be a huge waste of money.
Good for: New Sales
Web Design/Redesign
From a complete rebuild to some simple tweaks, websites today must be maximized for the user experience. Things change...and so should your site. If you find you're not having customers come back frequently or buying different things, this is something you should look at.
Good for: Repeat Sales, Cross Sales
Email Marketing
Email marketing in conjunction with an effective website is the most effective strategy to get customers to buy more. Customers today expect to be contacted. When they don't hear from you, they forget about you.
Good for: Repeat Sales, Cross Sales, Referrals, Testimonials & PR
Search Engine Optimization (SEO)
Search Engine Optimization (SEO) is more like rain than a fire hose. It is a long-term strategy that intends to bring consistency in your business by making your website easier for customers and potential customers to find.
Good for: New Sales, Repeat Sales
