Rules Of Thumb To Convert Advertising Leads

Quick know how on how you can more effectively convert your advertising leads.

Lead Response Time:

Looking at cover picture, the studies on lead response timing are pervasive across all industries. From the research results, it can be concluded that across the board, the best response time window from when someone fills out a form or submit interest of service, the response should be within 5 minutes of the action taken. After the 5 min mark, chances of connecting with the prospect drops 100x in likelihood. 

Here is a great study article on this subject:

https://www.chilipiper.com/resources/blog/speed-to-lead-statistics

“How can I do this?” you might ask, we suggest having the leads generated notified to your business in real time. At Local Spear Leads, all leads are notified in real time via email and or text message. Options are also available for a call to be automated in an attempt to connect the customer and service provider within the 5 mins. In addition,automated text or voice messages can be set up to contact the customer, alerting them that a call may be incoming soon. With these techniques, the customer will stay aware of their original interest in the service, which makes a world of difference than a potential client who has forgotten why they filled a form.

Keep the leads warm:

For potential customers that may have escaped the initial conversation, make sure to constantly remind them of your offer and service. I personally suggest setting up autoresponders sending scheduled emails and offers to keep your potential clients engaged. If phone numbers were captured during the initial lead, also send text notifications or even schedule calls to keep your business in their mind. In our experience, the golden number is following up 6 times before giving your old leads an offer with an ultimatum. 

Treat all calls like cold calls:

This is one of the biggest difficulties we have seen with our clients who have been used to incoming calls being customers who have already been sold. Advertising leads are customers who are much more upstream from the sales funnel. When calling advertising leads, make sure to remind them of their need for the service. Ask questions that will bring back their initial needs for the service. For example, if you are in the hair restoration service, leads are often shunned away if the call starts too direct. “Hello sir, thank you for your interest in hair restoration service, would you be free this week to come in for a free consultation?”, a hard close such as this is a horrible example yet often used in the service industry. An example of reminding the customer of their pain points would be “Hello sir, thank you for your interest in our hair restoration service, to start off, may I ask what areas are you hoping to receive the treatment?”. Probing questions such as this brings back the initial pain points from the customer and pushes their needs to take action once again. 

Bonus example: Lawn service calling out to a lead. 

Don’t: “Hi, thanks for your interest, I am myname calling from mybusiness, what is your address and day to start?”

Do’s: “Hi, thanks for your interest, I am myname calling from mybusiness, to get a better picture of your lawn's current condition, can you tell me how tall the grass is right now?”

“When was the last time it was cut?”

“Who was the last person to perform the maintenance?” “How did it go?”

With this, I hope to have helped you become more aware of the difference in advertising leads. However, there are many more alternatives to keeping an advertising lead warm and correctly capturing advertising leads. Contact us now for a free consultation on how we could help you maintain and/or generate more leads to your business!