If you’re experiencing a lull in new leads—or a total famine—then you might be making one of these critical mistakes when it comes to turning a prospect into a warm lead.
(If you are—don’t worry! I’ve got a solution for you at the end.)
1. You can’t explain what you do in a clear, visible way.
You say things like, “we can help anyone!” or “call us and we’ll customize anything for you.”
Or maybe you’re at a networking event and say, “well, it’s complicated…” and then ramble for the next 10 minutes until their eyes glaze over.
Those phrases send red flags to your visitors. If they have a problem they don’t know how to solve, they’re looking to YOU for guidance on how to do it.
So if you start off your relationship by asking them to commit to a process they can’t see, don’t understand, and that no one they know has used…
…well, let’s just say you’re going to lose a LOT of potential customers that way.
Here’s how I describe my services:
I help forward-thinking business owners double their leads, close more sales, and boost their industry authority in 90 days—without wasting money, time, or effort.
(And I’ll show you my 1-page roadmap soon…)
2. You don’t have social proof.
A solution without authentic testimonials, case studies, or metrics of success from past customers looks unproven. Anonymous quotes, fuzzy signs of success (“they were great!”) do nothing to show future customers how you might be able to help them.
In fact, they make you look a little bit “all hat, no cattle.”
(If you’ve never been to Texas, this translates as, “I’m telling you I’m an expert, but I don’t have anything to prove it.”)
The best way to boost your authority is by showing how you’ve helped other people achieve success. When you do, visitors can imagine themselves in the same scenario…and that goes a long way toward turning them into customers.
Here’s what I do:
You saw on my home page the prominent customer testimonials, complete with specifics and metrics. And I share more fleshed out case studies with new leads so they can see all the ways I can help them.
These testimonials give a new prospect confidence that I can help. They don’t want to hear me talk about how great I am. They need third-party proof. And so do your prospects.
3. You don’t tell them how to take the next step to work with you.
Sometimes you get so deep into what you know and do that you forget other people have no idea how you run your business. They don’t know your on-boarding process, or that you need them to click a specific button on a specific page, or what happens when they call you.
You cannot over-communicate this step enough.
For instance, if you have an interest in working with me, here’s the process.
Click this page and answer 3 easy questions to see if we might be a good fit to work together.
(No sense wasting your time if we’re not a match, and in just 1 page you can anonymously make up your mind.)
If you say “yes!” to all 3 questions, then click the link to schedule a free mini-consult about your project. I use Calendly, which is an app which makes it easy for you to pick a time on my calendar that suits you without all the back and forth emailing.
(Can you sense a theme here? I’m all about saving time for what’s most important. I’d much rather spend our time talking about your project than in an endless stream of scheduling emails.)
We’ll talk about your project via Zoom, so we can be face-to-face no matter where you live. (I’m in Spain.) During that time I’ll ask about your project and give you a high-level view of the strategy/content I recommend. Then you can decide if you want to move forward. If so, you’ll get a Statement of Work with all pricing and timelines outlined to make your final decision.
See you there!