Are You “Catching” Your Prospects?

28 Mar

Secure your prospects contact information!

You spent your hard-earned money on an advertising/marketing campaign.  Maybe you decided to pay for a digital marketing ad or a print ad in your local newspaper. Hopefully, your goal is to attract and convert new prospects (or remind existing clients to buy again) to at least break-even on the marketing dollars you spent to run your advertisement. However, there’s an important step that many small business owners miss: capturing prospects contact information! What if the prospect isn’t ready to buy right now? Let’s see how you should handle a new prospect.

Prospect contacts your company after seeing your advertisement

1) The very first thing that you should do is collect the prospects contact information (name, phone number, email address, and HOW THEY HEARD ABOUT YOUR BUSINESS). Your sales script could be: “Thank you so much for calling/emailing. Before we get started, I just need ask you a few questions.”; Now collect the contact info (name, email, phone number, SOURCE OF BUSINESS).

2) Enter the contact information in your CRM (Customer Relationship Management) software. My favorite CRM is Infusionsoft . The customer relationship management system will easily allow you to easily track your prospects and customers. You can add notes, automatic follow-ups, and important files to each specific client/prospect.

By capturing the contact information up-front, you increase your odds of eventually closing the deal. Also, by capturing the SOURCE OF BUSINESS (How did you hear about us?) and recording the source of business, you can easily track your ROI (return on investment) for marketing expenses. Then, you can either tweak your under-performing marketing campaigns or eliminate the under-performing campaigns.

Remember: always, always, always, ALWAYS collect prospect and client contact information. The information will allow you to follow-up on potential sales withe prospects and nurture your clients so they become repeat buyers and raving fans for your company!

Happy Marketing!

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