Home Services Contractors: How-to Optimize Your Lead Conversion Process for 5 Sales You Could be Missing
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The latest numbers are in! It now costs Home Services companies $403.60 for each and every ‘issued’ lead they give to their salespeople. With an average closing ratio of about 33%, that means is costs $1210.80 for each SOLD lead. Yikes! This number is going up every year! So, What’s the Solution? Simply put, the best way to combat these out of control leads costs is to get MUCH BETTER at lead conversion. In this webinar, Tim Musch will detail each of the 5 sales you and your staff need to make to optimize lead conversion. Once identified, we’ll detail exactly what it takes to get much more efficient at each of those 5 sales you need to make. You’ll learn: - The one painless thing you could do tomorrow that would drive 10-20% more profit to your bottom line - How you can immediately increase sales without generating more leads or increasing closing ratios - How to separate your company from ALL your competitors (this is key) - Specific strategies to turn your unsold leads into profitable business (huge) - Simple processes to easily create “lifetime” customers (repeat business)
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Home Services Contractors: How-to Optimize Your Lead Conversion Process for 5 Sales You Could be Missing
- 1. Optimize Your Lead Conversion Process for 5 Sales You Could be Missing
- 2. 2 Est. July 2011 in Tysons, Virginia Specialized in Home Services vertical 1,260+ customers; 2,200+ locations Named one of Inc. 5000’s Fastest Growing Private Companies 5 straight years One of 50 companies in North America with dedicated Google team as a Premier Partner; Yext Strategic Partner, Yelp Channel Partner 5-time honoree
- 3. 3 Create the best all-in-one marketing automation platform that our customers LOVE and RELY on every day
- 4. 4 You’ll receive a recording of this webinar on Monday! Please check your spam folder for emails from Surefirelocal.com You can reach our team at any point by emailing marketing@surefirelocal.com or using the questions box
- 5. 5 We are giving away a Google Home Hub to one lucky attendee at the end of this webinar!
- 6. 5 Incremental Sales to an Optimized Lead Conversion Process! The Heart of Your Business The An Overview of Technology’s Impact on the Sales/Marketing Process Presented by Tim Musch – MarketSharp Software
- 7. About MarketSharp LOCATED IN LA CROSSE, WI MARKETING & MANAGEMENT SYSTEMS FOR THE HOME IMPROVEMENT INDUSTRY SINCE 1991 4,207 CLIENTS, 1,248 ACTIVE SAAS CLIENTS NUMEROUS INDUSTRY EDUCATIONAL INITIATIVES Tim Musch Director of Business Development MarketSharp
- 8. Inquires (Leads) – 2,363,110 Appointment Set – 1,794,839 Leads Issued – 1,499,235 Leads Demoed – 1,237,654 Net Sales – 430,343 Average Sale - $7552.64 Total Sales - $3,250,223,376 2018 A Good Year for MarketSharp Clients 75.9% 83.5% 34.7% 82.5% NSLI (net sales per lead issued) - $2167.92
- 9. Before We Get Started… Two Words… Remarkable Profit
- 10. Remarkable Be… “Remarkable” By... Seth Godin Customer Experience
- 11. Profit
- 12. Grow Your Business Next Year By Over 50% While... Only Getting 10% Better At What You Do!
- 14. 14 Reducing the Cost of an Issued Lead!
- 15. 15 $403.10 Today’s Average Cost of an Issued Lead! Courtesy of…
- 16. To Put It More Clearly… 16 = An Unconverted Lead Is Simply a COST To Your Business!
- 17. 17 Reducing the Cost of a Sold Lead!
- 18. Your Cost Per SALE (based on 33% closing rate of issued leads) 18 $1209.03 =
- 19. Why is Lead Conversion So Important? Conversion Rate Optimization (CRO)
- 20. Lead Conversion is determined 57% by Lead Quality and 43% by Sales Process* * Velocify Market Research
- 21. 5 There Are 5 Incremental Sales to an Optimized Lead Conversion Process!
- 22. 5 • Sale #1 – Generate the Inquiry (spark of interest) • Sale #2 – Convert to an Appointment (huge and often neglected) • Sale #3 – Convert to a Complete Presentation (demo) • Sale #4 – Convert to Customer (closing sale now or in the future) • Sale #5 – Convert New Customer to a Lifetime Customer and Raving Fan (success!) Converting Leads is Much More Than Closing Sales!
- 23. Inquires (Leads) – 2,363,110 Appointment Set – 1,794,839 Leads Issued – 1,499,235 Leads Demoed – 1,237,654 Net Sales – 430,343 Average Sale - $7552.64 Total Sales - $3,250,223,376 2018 A Good Year for MarketSharp Clients 75.9% 83.5% 34.7% 82.5% NSLI (net sales per lead issued) - $2167.92
- 24. Inquires (Leads) – 2,363,110 Appointment Set – 1,794,839 Leads Issued – 1,499,235 Leads Demoed – 1,237,654 Net Sales – 430,343 Average Sale - $7552.64 Total Sales - $3,250,223,376 2018 A Good Year for MarketSharp Clients NSLI (net sales per lead issued) - $2167.92 18.2% Is There Room for Improvement Here?
- 25. ABC Security
- 26. Your Web Strategies MORE Than a Website… Get Some Help! Sale #1 – Generating Inquires
- 29. Touch Anywhere To Enter Shows and Events
- 30. Shows and Events New Siding New Windows New Roof New Kitchen Should You Be Our Lucky Winner, Which of the Following Would You Select…
- 31. Shows and Events www.tonyhoty.com (888) 447-3969
- 33. Do You Have… Response-Ability Speed and Skill Sale #2 – Convert to Appointment
- 34. Speed to Lead
- 35. Speed to Lead Access This 20 Page Report Now or Later at… https://marketing.valveandmeter.com/speed You Won’t Believe What We Discovered! Courtesy of…
- 36. Speed to Lead
- 37. Speed In Response To Web Leads Your Web Strategies Your CRM
- 38. Direct Connection With 17 Lead Aggregators Such as Home Advisor Your CRM
- 40. Sale #3 – Convert to Complete Presentation
- 41. Sale #4 – Convert to Customer (closing sales now or in future)
- 42. Lead Nurturing at it’s BEST!
- 43. Lead Nurturing at it’s BEST!
- 44. Lead Nurturing at it’s BEST!
- 45. Lead Nurturing at it’s BEST!
- 46. Lead Nurturing at it’s BEST!
- 47. Lead Nurturing at it’s BEST!
- 48. Lead Nurturing – Follow-Up On Cruise Control
- 49. Lead Nurturing – Follow-Up On Cruise Control
- 50. Earning Acquiring Showcasing 3 Steps to Maximize Your Online Reputation Sale #5 – Convert to Lifetime Customer and Raving Fan! New Important Metric: PREA (positive review efficiency average) Positive Reviews Acquired / Completed Jobs CX - Remarkable! Enable! Share!
- 51. Sale #5 – Client Feedback is Essential
- 52. Key 'Takeaways' From Online Review Survey Research… • 84% of people trust online reviews as much as a personal recommendation • 7 out of 10 consumers will leave a review for a business if they're asked to • 90% of consumers read less than 10 reviews before forming an opinion about a business • 54% of people will visit the website after reading positive reviews • 73% of consumers think that reviews older than 3 months are no longer relevant • 74% of consumers say that positive reviews make them trust a local business more Do Online Review Matter? Available for free at… www.marketsharp.com/resources
- 54. A Lesson In Knowing Your Numbers... UPS trucks drove 2.5 billion miles last year, but the company says it’s research found by doing ONE THING saved driving 28,541,472 million miles, and three million gallons of fuel. Any Idea What It Is?
- 55. What Are YOUR Company’s Left Turns?
- 56. KPI’s (Key Performance Indicators)
- 57. Operating Statement Dashboard Report NSLI
- 59. Grow Your Business Next Year By Over 50% While... Only Getting 10% Better At What You Do!
- 60. Inquires (Leads) – 2,363,110 Appointment Set – 1,794,839 Leads Issued – 1,499,235 Leads Demoed – 1,237,654 Net Sales – 430,343 Average Sale - $7552.64 Total Sales - $3,250,223,376 Remember This? 75.9% 83.5% 34.7% 82.5%
- 61. Inquires (Leads) – 2317 Appointment Set – 1760 Leads Issued – 1470 Leads Demoed – 1213 Net Sales – 422 Average Sale - $7552.64 Total Sales - $3,186,493 Typical Company 75.9% 83.5% 34.7% 82.5%
- 62. Inquires (Leads) – 2549 Appointment Set – 2128 Leads Issued – 1955 Leads Demoed – 1774 Net Sales – 677 Average Sale - $7552.64 Total Sales - $5,113,137 Just a 10% Improvement in Conversion Process Efficiency Across the Board Revenue Grows by 62.3% 10% Improvement Inquires (Leads) – 2317 Appointment Set – 1760 Leads Issued – 1470 Leads Demoed – 1213 Net Sales – 422 Average Sale - $7552.64 Total Sales - $3,186,493
- 63. Be a 10%er!
- 64. How To Put It All Together?
- 65. According to Michael Gerber (best selling author of The E-Myth)… “In order for any business to succeed, it must first become a system, so that the business functions exactly the same way every time… down to the very last detail.”
- 66. Is Your Technology House In Order! Your CRM – The Foundation Your Website (conversionabilty) PPC and SEO Strategies Online Reputation Management Access To KPI’s (know your numbers) Master The Below and Your Results Will Go Through the Roof! Social Media Presence
- 67. As of Last Year There Are 6829 Marketing Technology Solutions To Choose From!
- 68. No Longer An Option… ISCRM Industry Specific Customer Relationship Management System
- 70. Over 340 Built-in Success Elements Ready To Use! Email Templates Reports Forms Nurturing Campaigns Marketing Campaigns Sales/Production Calendars Scripts Turn Data Into Dollars Do the Right Things… Consistently!
- 71. MarketSharp Integrates With The Best Tools In the Industry…
- 72. The 8 Questions You MUST Ask Your Business In 2019! 8 1. Is your pricing in order to MAKE SURE you are in a position to make a reasonable PROFIT in 2019? 2. Are you making sure your company is giving a truly ‘remarkable’ experience to each and every customer and encouraging them to “make remarks” about you online? 3. Are your web strategies in shape to attract AND convert qualified inquires? 4. Do you have processes and people in place to efficiently move inquiries to solid, set appointments? 5. Is your sales team equipped to resonate with TODAY’s consumer and their expectations? 6. What are you proactively doing in an effort to capture ‘future buyers’? 7. Do you have methods in place to accurately track your company’s ‘numbers’ putting you in a position to continually improve your systems and processes? 8. Do you have the technology in place to help your business excel in today’s marketplace?
- 73. Take a few minutes to review and jot down some thoughts! Access in the “Handouts” Section
- 74. Remember These Two Words? Remarkable Profit Become a 10%-er and Implement Many of the Strategies Discussed on Today’s Webinar and Your… …in 2019 Will Truly Be…
- 75. Reality Thinking… If You Do What You’ve Always Done… You’ll Get What You’ve Always Got! Less Than
- 76. 5 Incremental Sales to an Optimized Lead Conversion Process! The Heart of Your Business The An Overview of Technology’s Impact on the Sales/Marketing Process Presented by Tim Musch – MarketSharp Software
- 77. 77 Want to learn more? Give us a call at (571) 327-3391 or email marketing@surefirelocal.com Would you like to learn more about how Surefire Local and MarketSharp can benefit your business?
- 78. 78 Who is today’s winner of the Google Home Hub?
- 79. 79 Additional Resources You’re getting a free copy of this helpful how-to guide!
- 80. 80 Such a pleasure to work with. The knowledge and experience they have is amazing. We have worked with Surefire Local for over 8 years. Our experience with their team has been nothing less than excellent! Thank You!