You’re generating leads, but they’re not converting and you’re getting less out of the ones that do. What if you could change that? In this class, you’ll learn four steps to maximize your leads. Taking one small step can significantly improve your business’ health.
2. ALLUVIO
KEY STAFF
CLINT BROWN, CEO
HALEY KIESER, PROCESS ENGINEER
Alluvio’s team is
full of recovering
perfectionists
who are obsessed
with the flow of
things.
3. ALLUVIO
Alluvio uses a systematic
approach to make an
organization’s workflow more
effective, more efficient, and
more capable of adapting to an
ever-changing environment.
We work with unique
businesses experiencing
uncommon growth challenges
to achieve strategic growth.
9. ALLUVIO
HOW TO SEGMENT YOUR LIST
‣ Demographics
‣ Age, Gender, Location
‣ Psychographics
‣ How they think, how they spend
‣ Engagement
‣ When, where, and how they engage with brand
‣ Purchase Behavior
‣ What are they buying
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CREATE AN AVATAR
‣ Use worksheet to define characteristics
‣ Fictional character
‣ Represents who you are creating product or services for
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IDENTIFY GAPS IN OFFERS
‣ Offers should span the spectrum of your segmented lists
‣ Hesitant buyers
‣ Build upon smaller purchases
‣ Develop trust
‣ People who never buy, but refer
‣ Create a referral program for them
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BRAINSTORM NEW OFFERS
‣ Gaining new customers vs. re-engaging your current list
‣ Develop new offers and offer strategies for current lists
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FILL THE GAPS
‣ Time sensitive sales
‣ Free trials/samples
‣ Service level adjustment
‣ Self-service option
‣ Group options
‣ Different versions
‣ Product parings
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THE RIGHT OFFER AT THE RIGHT TIME
‣ Offers with LOW risk -> offered early in relationship
‣ Offers with HIGH risk -> offered later in relationship
‣ Work on relationship building and educating
‣ Offers made occasional rather than every communication
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CROSS SELL
‣ What is it?
‣ Example: amazon.com
‣ Doesn’t always work for all businesses.
‣ Example of inappropriate cross sell: Fitness trainer
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PROVIDE ADDITIONAL VALUE
‣ Additional service at no charge
‣ Add a personal note
‣ Sending flowers
‣ Quickly respond to complaints
‣ Continue to provide valuable content
‣ Answer questions in online forums
‣ Welcoming them
‣ Saying thank you
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ASK FOR REFERRALS
‣ Be intentional about asking
‣ You won’t get the referral unless you’ve earned them
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SET EXPECTATIONS
‣ Let them know how important referrals are to you
‣ Be clear that you intend to EARN their referral
‣ No surprises when you followup
‣ Request referrals in the future
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PROVIDE REFER-A-FRIEND PROGRAM
‣ Ask to share socially
‣ Provide contact info of someone who could also benefit
‣ Referral cards or forms are best way to collect
‣ Customer dollar off gift cards
‣ Give incentive to both the referrer and referred for participating
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PROMOTE YOUR PROGRAM
‣ Examples:
‣ At the bottom of your emails
‣ Include call to action in transactional emails
‣ Add to your welcome email campaign
‣ Pop-up display on website
‣ Signs and forms at receptionist desk
‣ Email campaign when a happy customer is identified
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SAY THANK YOU!
‣ Easily forgotten
‣ Re-iterate that you appreciate the referral
‣ Examples:
‣ Handwritten card
‣ Calling
‣ Buying lunch
‣ Small gift