The Secret to Converting More Internet Leads Into Clients

Follow up. The end.

All kidding aside, follow up is the most important part of the process when converting a lead into a client.

As humans we have a natural urge to search for the magical silver bullet for converting leads. Guess what? The simplest approach is the best approach.

Basics like calling leads consistently (not once or twice and saying it's a bad lead) and responding quickly to the lead.

Are you doing the basics consistently?

What's interesting is that there is no real difference between the quality of leads that top producers are buying versus the ones average producers are buying.

What's the difference? Top producers have systems in place to consistently follow up and stay in front of their prospect in the short and long term.

Facebook ads don't work? The leads are bad? You need a new phone script? You don't have time to call internet leads? I don't want to bug them?

Anyone can make excuses. It's easy to blame the leads, and say internet leads don't work. But excuses aren't going to close your deals. Do you know what will?

Follow up. Consistent follow up.

It's ridiculous the amount of sales people that aren't even calling OR emailing the leads they are paying for. There is no magical unicorn lead that will convert itself. If you are going to pay for internet leads, you need to be prepared to put in the work.

4 ways to convert more prospects/leads into clients

1. Improve the speed at which you respond to leads.
2. Increase the amount of contact attempts every lead gets.
3. Increase the types of contact attempts every lead gets.
4. Measure and track the follow up process for every single lead.

Research shows that the majority of appointments are set after five or six contacts but that the majority of sales people give up after just TWO.

We use an automated system to stay in contact with all leads that come in (this is in concurrence with actual live calls and texts):

Day 1: An email is sent 2 minutes after the leads come in. A text goes out five minutes later. A text goes out 15 minutes later as a nudge.

Day 2: Email goes out 24 hours after lead comes in. Text goes out an hour later.

Day 3: Email goes out 48 hours after lead comes in. Text goes out two hours later.

Day 4: Email goes out 72 hours after lead comes in.

Day 5: Email goes out 96 hours after lead comes in.

During this 5 day period you should be calling every day (try calling twice in a row, leave a voice mail on the second call). Anyone who opts in or engages with our Facebook Ads or Posts are also continuously re-targeted, so even if they input incorrect information on their opt-in, they will continue to see ads over and over and over.

During the first 3-5 days, you should be in contact with your leads a minimum of 7-10 times.

A recent Hubspot article mentioned these shocking stats:

• An analysis of more than 2,200 American companies found those who attempted to reach leads within an hour were nearly seven times likelier to have meaningful conversations with decision makers than those who waited even sixty minutes.
• Drift tested the response time of 433 companies. Only 7% responded in the first five minutes after a form submission. More than half didn’t respond within five business days.

With all of the technology available to automate the majority of your follow up, there is no excuse for not getting in contact with leads you are paying for.

I know it sounds like 7-10 touches in the first 3-5 days is a lot. It is a lot. But if you want to convert more of your prospects and leads into clients, it is necessary.

How many times are you going to follow up?

I hope this helps! Let me know if you have any questions or comments! I would love to hear your opinion! 

Luke Shankula

P.S. If you are interested in hearing how I can help you generate more leads and close more deals, book a strategy call here.