Converting the Marketing Leads

[Adventurelife]

Converting the leads. As we get busier I notice that our conversion ratios are going down. To day after the first 143 days of the year we are running at 44% converted 19% lost and the remaining 37% still in the enquiry system.

We used to always run at a 65-75% rate of conversion. Scartching my thick head to figure out what to do to get the rate back up.

In a ideal world I would like 80%

Any ideas?

Peter

 

[Boxby]

This is the economic climate. The way it seems to have impacted joe public at present is that they are still actively looking and shopping, however the brakes tend to slam on just before the walllet is opened, and then they ask themselves do they REALLY need it. I was discussing this with a high street shop owner the other day, and it does seem to be the case.

From Hubbys business, I can definately say that less people book immediately, but what and how you deal with them has become doubley important because the go away and think about it bit is definitely happening, not just words & excuses to get you off the phone, but they really are thinking about it. Hubby gets lots of calls from people that begin "I spoke with you about two or three weeks ago".

So my advice is not to rule out the "lost" and to maybe add a couple of extra follow up stages into you "enquiry" system process.

Value and quality are the selling points at moment, regardless of what you are selling.

Hope that helps.
Sandra

 

[andrewghayes]

Hmm - I'm impressed you have such granular statistics. I obviously need to think a bit deeper on my sales process.

Speaking of which is anyone using a good CRM package? Seems to be unanimous votes for Highrise, but it is a bit pricey for a small business.

 

[Employment Law Services]

Peter - I'm assuming you're referring to 'online' conversions.........

Have you changed anything recently.......launched a new ppc campaign, made any changes to your website content / calls to action, etc.

What has you website bounce rate done over the same period?

It could be something really small and/or simple that's causing the reduction but analysis is the key to working out the root cause.

 

[Adventurelife]

Hmm - I'm impressed you have such granular statistics. I obviously need to think a bit deeper on my sales process.

Speaking of which is anyone using a good CRM package? Seems to be unanimous votes for Highrise, but it is a bit pricey for a small business.

Hi Andrew

I use a package called tourcms which is designed for the travel industry.

Like all systems it has strong and weak points. I use it as the reservation side is strong. It is weak on customer marketing

Peter

 

[Adventurelife]

Peter - I'm assuming you're referring to 'online' conversions.........

Have you changed anything recently.......launched a new ppc campaign, made any changes to your website content / calls to action, etc.

What has you website bounce rate done over the same period?

It could be something really small and/or simple that's causing the reduction but analysis is the key to working out the root cause.

Hi

No I mean pure conversions ie how many enquires to we turn into bookings.

We get enquires generated from many routes not just online and it the 2 numbers I watch more than any other after cashflow:lol: are

How many enquires per month
How many converted enquires per month

There is then a whole host of other numbers like

Average sale value
GP
GP%

that I also watch but I find if I focus on the main two the rest can be tweaked