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March 30, 2005
Can I Close More Leads?
Most of the business I get comes from referrals and word of mouth. But each month there are always a few, who have probably never heard of me, that submit the form on the bottom of this page, (the link will open in a new browser window, if you want to have a look).
I would say my chances of closing any of these leads is about 1 out of 10. I see the leads come in and I just kind of shake my head. They were interested enough to submit the form — how come they don't follow up to the email that is automatically generated and sent to them?
I was doing up a form for gathering leads for a client yesterday. I asked him, "What text do you want on the thank you page?"
He said, "Oh, you know... the usual. Put "thank you" on the page and then underneath in a smaller font tell them that a confirmation email has been sent to them."
This is pretty well standard, isn't it?
I was reviewing my form (see the link above) and I follow the same process. Then I thought... maybe there is a better way to go about this. Right above the form you will see this text:
Call Steve at 1-(902)843-2534 or put your name and email address in the boxes below and push the button to request more information. Discover how HomeBusiness Websites is the right choice for you.
When you think about it, this might be the wrong place to stop selling. This might be the place to begin selling. They have requested more information... which means... they want more information before they make any sort of decision. So, you've got a hot lead and a thank you page telling them that an email is on the way... it just sort of leaves them hanging.
Maybe the thank you page is the place to start selling some more. Since you have already captured the name, you can place that into a cookie, and present them with a personalized letter. This letter can offer a lot more information about your services, or product and perhaps help close the sale.
This is what I've done. Hopefully this test will see me closing more of the leads that come in. I think this is a much better idea then simply presenting them with a "thank you &mdash an email is on the way" page. What do you think?
Posted by Steve MacLellan at March 30, 2005 12:53 PM
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