Are you a home service business owner struggling to increase your lead conversion rate (get more people to buy) and grow your profits? Sales expert Craig Lowder joined me to share his proven 6-step system for building a lead conversion engine that works.
Find out how to identify your ideal customers, craft compelling messaging, map out your sales process, and track the right metrics to really grow your profitability. Whether you’re a plumber, electrician, or HVAC contractor, you’ll walk away with actionable strategies to stop leaking profits and start closing more high-quality customers.
In this episode you’ll learn:
- Defining and targeting your right-fit customers
- Strategies to give a compelling message that your customers connect with
- Mapping out a lead conversion process that follows how your customers already buy.
- Ways to track and measure key activities that create lead conversion
- Why diversifying your lead generation efforts is crucial
- Virtual selling and how to be present where your buyers are researching online
Key moments:
[00:00:00] – Targeting The Right Fit Customers
[00:02:45] – Developing Effective Messaging
[00:05:15] – Mapping The Lead Conversion Process
[00:08:00] – Tracking Lead Conversion Success Metrics
[00:11:00] – Feeding The Sales Funnel With Right Fit Leads
[00:13:32] – Diversifying Lead Generation Strategies
Targeting The Right Fit Customers
Targeting the right fit customers is crucial for good lead conversion. Businesses should create a profile of their ideal customers, considering factors like geography, demographics, and psychographics. This helps make sure they are pursuing leads that need their services and are more likely to buy. By focusing on the right fit customers, businesses can improve their lead conversion rate and avoid wasting time and resources on useless leads.
Developing Effective Messaging
Creating a compelling and targeted message is key to attracting the right customers and selling to them. This message should ring true with the target audience, especially showcasing the unique value that a specific business offers and how that value better solves the customer’s pain points. Good messaging should be simple, emotional, and present a clear call-to-action. This kind of strong clear messaging is a big part of increasing a business’s lead conversion rate and helping them stand out from the competition.
Mapping The Lead Conversion Process
Mapping the lead conversion process basically means streamlining the customer journey. Every touch point a customer has with a business can affect its lead conversion rate. Businesses should be consistent with inbound and outbound calls, ensuring a seamless experience for the customer. A business should define the steps the customer will take to make a purchasing decision and make sure that every step of that process is smooth. The easier the purchasing process, the more likely the lead is to convert into a customer.
Tracking Lead Conversion Success Metrics
Tracking and measuring key lead conversion activities is crucial for understanding how well a business’s sales efforts are going. Businesses can establish a lead conversion success scorecard, which measures metrics like the number of outbound contacts, opportunities generated, and proposals submitted. By tracking these key indicators, businesses can find areas for improvement and make data-driven decisions to grow their lead conversion rate.
Feeding The Sales Funnel With Right Fit Leads
A healthy sales funnel works best with the right fit leads going into it. Make sure that the potential customer leads going in the sales funnel are a good match for the services offered and that they can be profitable. Evaluating the quality and quantity of leads in the funnel can help businesses focus their efforts on the most promising leads and improve their overall lead conversion rate.
Diversifying Lead Generation Strategies
Relying on a single lead generation strategy can be risky, as changes in the market or algorithm updates can completely throw it off. Businesses would do better to have many different lead generation tactics, including both inbound and outbound approaches. By testing and evaluating different strategies, businesses can figure out the best methods for their target audience and keep a steady flow of leads going into their sales funnel.
Guest Bio: Craig Lowder, MBA, is a sales effectiveness and lead-conversion expert with over thirty years of experience helping trusted advisors and small- to mid sized business owners achieve remarkable growth in their top-line revenues and personal incomes. With an impressive track record of success, Craig is widely recognized for his ability to empower his clients to achieve significant and predictable sales growth year after year.
About Craig:
Craig Lowder, MBA, is a sales effectiveness and lead-conversion expert with over thirty years of experience helping trusted advisors and small- to midsized business owners achieve remarkable growth in their top-line revenues and personal incomes. With an impressive track record of success, Craig is widely recognized for his ability to empower his clients to achieve significant and predictable sales growth year after year.
Craig is the creator of the trademarked Star Guide and Nav-STAR Client Acquisition systems, proven approaches to sales and business development that have helped countless individuals and organizations achieve exceptional results. Through his unique blend of strategic thinking, practical insights, and hands-on guidance, Craig has become a trusted advisor to many of his clients, helping them navigate complex challenges and achieve their most ambitious goals.
Over the course of his career, Craig has worked with clients in a wide range of industries, including manufacturing, wholesale distribution, finance, business service, technology, and more. He has helped individuals and organizations of all sizes optimize their sales processes, improve lead-conversion rates, and build stronger, more profitable businesses.
Beyond his work as a sales effectiveness and lead-conversion expert, Craig is also a sought-after speaker and thought leader in his field. He is a frequent contributor to industry publications and has been featured in a variety of media outlets.
Whether working one-on-one with clients or speaking to large audiences, Craig is passionate about sharing his knowledge and insights to help others achieve success. With his proven track record of success, deep expertise, and unwavering commitment to his client’s success, Craig Lowder is truly one of the most respected and accomplished sales effectiveness and lead-conversion experts in the business today.
Connect with Craig
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