Lesson 6: Lead Tracking
We meet with a lot of businesses and one of the first questions we ask them is “Do you know where your customers are coming from?”
Most Of The Time We Get Vague Answers, Like Word Of Mouth, Networking, Website.
But when we dig deeper they are only guessing, they don’t actually track where their customers are coming from.
Unless you have a system to know exactly where every new customer comes from you are probably wasting your marketing dollar.
Simple Lead Tracking System
You can set up a simple spreadsheet with a list of the different types of marketing you are doing and then just add the numbers.
Of course there is a first step: you have to actually ask your new customers how they found out about you.
A little tip, their first answer doesn’t necessarily give you all the information.
We always ask a second question, which is “so what was it about the marketing that prompted you to contact us?
So for instance, you have a potential customer who says they came from your website. And when you ask them that second question: so what was it about our website that prompted you to contact us and they reply, “I saw the pictures of you and your staff on one of the pages and decided I would give you a try.” Or I read one of your testimonials and it fitted my circumstances so decided to give you a try. Or I heard you speak at a networking event and checked out your website.
You may think asking these questions can be a bit invasive, but you would be surprised. People love to talk about themselves. Often you don’t need to ask the second question, potential customers will wax lyrical about what inspired them to contact you.
This information gives you fantastic insight into what is working and where you should be spending your marketing dollar.
Another way to track your results, is to use individualised 1300 phone numbers for specific marketing campaigns. There are a number of companies who provide 1300 numbers. Make sure you get one with no set up fees, no flag–fall and no contract. Some of these services may only charge you for the incoming calls. Go to Google and check out the options.
So, if you don’t want to waste your marketing dollar your action for today is to start asking every new customer how they found you and add this information to a tracking system. You will soon learn what to spend your money on to attract more customers.
And one last hint today, you should have at least 10 marketing funnels feeding hungry customers into your sales funnel.
10 Marketing Strategies You Can Implement For Your Business Right Now
- Organic Search
- Google Adwords
- Print Advertising
- Direct Mail
- Word of Mouth
- Events and promotions
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