Is your business flying or does it feel like the business you own is struggling to reach the right altitude? Most business owners go from feast to famine when it comes to having consistent work. The natural question for these business owners is to get more leads. As a digital marketing agency owner I get a lot of people approaching us about services that are aimed at getting more leads. In the past we would jump into a quick-win solution to get them the leads only to have these clients come back to us asking for more leads later in time. Initially we thought that these businesses were doing great and experienced growth. In reality, they were usually making just as much money while spending more on marketing and overall working harder to service their clients.

In reality each business that is thinking about getting more leads needs to review their sales processes. We found that asking businesses that came to us about their conversion rates often resulted in very mediocre percentiles. This was often because there was no sales process or the person doing sales hasn’t really had any proper training.

Any above-average sales person would know that most conversions come through the follow-up process. This becomes more and more obvious the greater the value of the product is as customers
simply don’t buy on the first interaction (unless they have been educated about the product prior or have been a part of a nurturing sequence).

If you are an existing business and convert less than 40% of opportunities that come through, you most likely have a sales problem or your marketing isn’t aligned with the right customers. Fnd out where the gaps are in your sales and marketing with our self-assessment.

Self-Assessment:

Marketing

Have you defined your ideal client? YN

Is your marketing aimed at your ideal clients? YN

Does your marketing message include ACUA? YN YN (Experience, Certifications, Services, Personas, Guarantees, Peace of Mind, Service Areas, Social Proof)

Does your marketing message align with their needs and wants? YN

Do you keep a track of all enquiries that come through (calls and emails)? YN

Sales

Have you defined your business points of difference? YN

Are these points mentioned in your marketing? Are these points mentioned during your sales by either you or the customer? YN

Do you send your prospects a proposal/quote after speaking with them? YN

Do you follow up on this proposal/quote within 48 hours? YN

Is your conversion rate 40% or above? YN (This includes all enquiries, event the ones you can’t reach)

10/10 – Your sales and marketing looks good

7-9 – Your sales and marketing might need some tweaks to work

Below 7 – Stop looking for new leads and and review your sales and marketing now!