5.5 times ROAS. What else is needed to drive sales?

Reviewing some of the stats and numbers for my clients.

1 of the happiest ones is getting a 5.5 times return on Adspent in 10 months.

The 1st few months were the best as we ride the Peak Season - this is a client in education niche.

This brought me to want to share on what else is needed to ensure a good ROAS - Return on your investment into Adspend.

These are what you'll need to get at least 5X return on your Ads if you're running ads to get more leads:

1. Consistently track how fast your team/you can respond to each new leads
2. How well your appointment-setting system is - lead to appointment set
3. How well trained your appointment-setter or sales team
4. Show up rate of appointment
5. Conversion
6. Your Lead Nurture system/ effort
7. Building a strong brand - establish KOL status for yourself/brand

Now let's dive in..

1. Consistently track how fast your team/you can respond to each new leadsThis is always 1 of the top thing I would urge my clients to have in place - either automate it or makesure they're fully capable (have a team) to reply ASAP because every seconds count when new lead gets into your inbox/call.In fact, according to research, businesses have 390% higher chance of closing the sales if they respond almost instantly to a lead's message/phone call. You do not want to just spend on ads but also having a robust/almost automated customer service/ reply + humanised reply ( well-crafted to ensure leads feel comfortable, engaged and cared for) for highest response late and convert to appointments.
2. How well your appointment-setting system is - lead to appointment setDo you have an appointment-setting in place where it's easy to book an appointment or arrange for a consultation with you or your team? you can use system like calendly, or even a landing pg to further strengthen the lead's intention so that they'd book the call warm and excited and confident with the value that they can get! Include pre-qualifying to also help reduce you/your team's workloads- especially if you are selective with who you work with also especially if your offer is high ticket offer.
3. How well trained your appointment-setter or sales teamA well-trained team would know how to respond and also initiate meaningful conversation that would guide lead to want to proceed to next step: booking an appointment/find out more/call with you/your business. The best ones would guide them to even purchase with you. So, your appointment-setter is really important - as this will shorten or lengthen the sales process for your business. Of course, there can be other factors like value creation to establish brand authority and credibility, customer's trust, complete infos, and answering all the anticipated objections. But I'm sure you can relate to what a bad appointment-setting is like. Conversation that make you do not feel like replying. The only way to improvise this is to either hire a professional, train your team or figure it out through trial and error. The more you understand your target market/prospect, the better/easier this gets. Empathy pays a huge role too!
4. Show up rate of appointmentThis is usually determine by how motivated your leads are to show up for their appointment. This can be strengthen through having great preframe, pre-call in place that would motivate them to show up. Also make sure to inform and makesure that they'll get tons of values by showing up and ensuring it to be as zero pressure as possible so as not to increase their sales resistance. No one likes to be closed, people like to buy - remember this! :)
5. ConversionHow well leads convert does depend on several factors like how good your offers are, your sales team, your selling skills, the problems that you solve, intention of the leads, how much pain/deep problem the leads have or feel they have - all this matters and you'll need a good diagnostic session or conversation at least find out more. The more meaningful and clarified you can create this experience for your prospects during the call/appointment - the more they would show up and then proceed to the next step and then purchase. However, this all can't happen if they do not feel like they want to solve this problem or need you to solve this problem for them. Thus, this is why the conversation shouldn't be about your products/services first but THEIR problems first. That's why smart tip: Offer Diagnostic/ Give Consultation to guide them find out their problem/pain.

No problem = No Sales

6. Your Lead Nurture system and sales follow up effort

You'll also need to have a robust lead nurture system in place. 80% of leads may not be ready to purchase but you've already spent a lot in getting these leads through ads - are you going to waste them? Which is why you need to have a system to continue to engage with these leads, educate them on their problems, your solutions, increase awareness and top of mind of your brand until they're ready to purchase.

92% of salespeople give up after four “no’s”, but 80% of prospects say “no” four times before they say “yes”. — Marketing Donut?

On average, it takes 8 follow-up calls to reach a prospect. — Telenet and Ovation Sales Group

44% of salespeople give up after one follow-up call. — Scripted

Consistent follow up - but with values, ensures that you are staying on top of mind of potential clients. Not only that you'll most likely stay top of mind when they're finally ready to buy - because of the values given. Focus on giving value everytime you follow up - you'll either win a good friend or a great client!

This is same as Lead nurturing too - besides building business goodwill and top of mind, any time people benefited from the value you given, you win yourself a great follower who'll bring in referrals too! Never let a lead to waste!

7. Building a strong brand - establish KOL status for yourself/brand

This is also revolving around the same thing - value creation. The more value your business/brand is associated with, the easier it is to sell. You'll want to build this for the long run instead of expecting quick results. With your brand value increasing, it'll be easier to sell, reducing your client acquisition cost in the long run and probably increasing your LTV - customer's life time value. You need to focus on creating more and more values through your business- being subject matter expert and share more to solve your market's problems.

Do you need more specific help or feedback? I'm offering a 1 time complimentary Lead Generation & Nurture Audit for those who want to at least 3-5X their sales numbers - in the Real estate, FA, Dental, Clinics, Education, etc specialist space. Click link in my profile to book a call or you can just send me a message to chat first!