9 Tips to Convert More Leads into Customers

Leads can come in from all over the place, calls, webforms, texts, emails, it can be hard to manage all the leads coming at you. More importantly, documenting and following up with every lead. This can make it very hard to convert all those leads into jobs. You may call a lead, but they don’t answer, then they sit in a stack of lead forms on your CSR’s desk. Here are some tips to track leads and turn them into customers:

The Basics: Call the lead and leave a voicemail ASAP

You get a lead on Saturday at 10pm, the customer is interested in your service, when the CSR comes in on Monday, hopefully they get to calling the lead back. Or even worst, it takes them 3-5 days and the customer contacted someone else to get the service complete.

Simply calling the lead within 24 hours, or on the next working day first thing is crucial to getting them to schedule service. If they don’t answer, always leave a voicemail. Leave them a short message explaining who you are, why they should call you back as opposed to someone else, and when (and how) they can reach out for more information.

Then finish up by telling them if you don’t hear back you will follow up in a day or two. This simple step is essential because it lets them know you want to speak with them and you will be following up.

Send a text message to the lead following up

A text message is a quick, easy way to stay in touch with leads and customers. You can send follow-up texts at any time, but you’ll want to use them as early and often as possible. Have an automatic text sent when a form is submitted on your website to start engaging the customer.

Texts are an effective way to keep people from forgetting about your brand, product, or service. They also help build trust with customers by showing that you care about the relationship over time. It’s important for prospects who haven’t bought yet because they’re still considering options, so your job is to convince them that buying from you is the right choice for them.

You can send a text after someone calls you and “has to speak with their spouse first” or if they need to “think about it”. Something like:

“Hey this is Phil with Phlash, please let me know if any questions come up after speaking with your husband, look forward to hearing from you.”

Send an email to the lead following up

Once you’ve found a lead, it’s important to follow up with them. This step can be as simple as sending them an email letting them know that you’ve reviewed their information and would like to help with their needs. You can also use this time to educate the lead on other products or services your company offers, or even send an offer for a free trial of one of those products/services in order to turn this initial interest into actionable results.

Put the lead in a nurture follow up sequence

One of the best ways to convert more leads into customers is by setting up a nurture follow-up sequence. A nurture follow-up sequence is when you set up a series of emails and texts that go out over time, and they are designed to keep the lead engaged with your company.

You can use this type of email series for many things:

• Share tips and ideas about your specific service (what to look for, how long it takes, etc.)
• Tell them about recent customer testimonials or case studies
• Use these emails as an opportunity to sell products or services
• Use these emails as an opportunity to ask questions about what they are looking to complete

Add the lead to a CRM to keep track of the lead

This is where a CRM comes in handy. A CRM is a customer relationship management system, which means it’s a database that stores information about your customers. It can be used for tracking leads and sales, as well as marketing campaigns and other activities related to customer relationships. A good CRM should allow you to build a better relationship with your customers by providing the tools necessary for managing their data accurately and efficiently. You can filter the database by address, services interested in, and other factors so you know what to follow up on.

Drop a voicemail on the leads phone following up

Once you leave your initial voicemail, you may add a voicemail drop in your nurture sequence to follow up with the lead more directly. A great way to do this is by following up with them via voicemail after they’ve filled out an online form on your website. You can leave them a message offering them an exclusive discount or special deal if they call back within 24 hours. Keep it short and simple so that it’s easy for them to understand what’s being said and offered.

Send educational content demonstrating your expertise

The next step is to send content that demonstrates your expertise and show you can help them achieve their goals. This could include:

• A case study that shows how another client achieved success with your product or service.
• An infographic with statistics about your industry and a few tips for success.
• An article explaining the basics of a concept you specialize in (for example, sales funnel optimization).

This type of educational content will help build trust between you and the lead, showing them that they’re dealing with an industry expert who knows what they’re doing.

Add the lead to your monthly email newsletter

A monthly newsletter is a high level view of your business that has 5 distinct sections:

1. Recent Social Post or Case Study
2. 3^rd party content (local things to do, industry info, etc)
3. Recent blog post or free giveaway to add value
4. Customer review with relevant picture
5. Call to action with a special

Regardless if this is a new prospect or a repeat customer, sending out a monthly newsletter is an excellent way to fill the funnel with more leads.

Send the lead special offers to reengage them

If you have a lead, there’s no reason to let them go. You can reengage the lead by offering them a special offer or discount on your product or service. This will keep them interested and help you convert more leads into customers.

Here are some ideas for offers:

• Discount on your product or service
• Free consultation
• Free trial (e.g., free 30-minute consultation)
• Free gift (e.g., free t-shirt)
• Exclusive deal (e.g., 20% off purchases during this month only)

Following up with leads is important

It’s true that every lead you get is not a customer. But that doesn’t mean they aren’t worth pursuing! It pains us to see leads sitting ideally and not being worked to convert into customers because you do so much to get people to call you and contact your business, and then they “die on the vine”.