1. Include A Low-Risk Offer: Here's a quick way to hamstring your
lead flow--tell prospects to "contact you for more information." It
seems like a perfectly logical next step from your perspective, but
think about it from the standpoint of the prospect. Many times
you'll discover that people are still in "information gathering'
mode and aren't quite ready to call you. A phone call (or showroom
visit) represents a sizable risk to them. A good low-risk
offer can increase your lead flow by 20% to 200% without changing
anything else in the ad.
2. Call Back: Believe it or not, failure to communicate with
prospects in a timely manner is a major reason businesses lose
customers. A sunroom dealer from California reported that when he
returned a call from an interested prospect, he was told that he
was the only one of three companies contacted that actually called
back. The job turned out to be $60,000-- It pays to just call back!
3. Let People Use The Internet: Give prospects a chance to respond
to your ad via a website and you'll see an increase in results.
Why? When people go to a website to request more information,
there's no chance that they'll get bugged by a sales person. It's
the ultimate low risk response mechanism.
4. Have A Real Person Available: We all know the feeling--you're
trying to call a company to ask a question about something, and you
can't find out how to talk to a real person. You hate it. I hate
it. So why subject your customers to it!? First best is to have a
live person answering the phone; if you use an auto-attendant, make
sure there is an option given right away to talk to a live person.
Making is easier for your prospects and customers to do business with you will set you apart from 90% of your competition and position your company as a professional, reliable and trustworthy choice.
