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.

1. MAXIMIZING LEADS
ALLUVIO

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.

4. ALLUVIO
SEGMENT
LIST
CREATE
OFFERS
DELIVER
&
WOW
REFERRALS
FOUR STEPS TO MAXIMIZING LEADS

5. ALLUVIO
WHY IS MAXIMIZING LEADS IMPORTANT?
‣ Improve overall health of business
‣ Serve your customers and potential customers better

6. ALLUVIO
THE VALUE OF FOLLOWUP
‣ Followup is a challenge to most small businesses
‣ Personal connection

7. ALLUVIO
AUTOMATED FOLLOWUP
‣ Save time
‣ Still personal
‣ Convert leads to customers
‣ Increase revenue
‣ Improve Success

8. 1. LIST SEGMENTATION

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

10. ALLUVIO
CREATE AN AVATAR
‣ Use worksheet to define characteristics
‣ Fictional character
‣ Represents who you are creating product or services for

11. 2. CREATE AN OFFER

12. ALLUVIO
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

13. ALLUVIO
BRAINSTORM NEW OFFERS
‣ Gaining new customers vs. re-engaging your current list
‣ Develop new offers and offer strategies for current lists

14. ALLUVIO
FILL THE GAPS
‣ Time sensitive sales
‣ Free trials/samples
‣ Service level adjustment
‣ Self-service option
‣ Group options
‣ Different versions
‣ Product parings

15. ALLUVIO
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

16. ALLUVIO
CROSS SELL
‣ What is it?
‣ Example: amazon.com
‣ Doesn’t always work for all businesses.
‣ Example of inappropriate cross sell: Fitness trainer

17. 3. DELIVER AND WOW

18. ALLUVIO
IMPROVE CUSTOMER EXPERIENCE
‣ Towards vs. Away buying
‣ Time delivered

19. ALLUVIO
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

20. 4. GET REFERRALS

21. ALLUVIO
ASK FOR REFERRALS
‣ Be intentional about asking
‣ You won’t get the referral unless you’ve earned them

22. ALLUVIO
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

23. ALLUVIO
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

24. ALLUVIO
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

25. ALLUVIO
SAY THANK YOU!
‣ Easily forgotten
‣ Re-iterate that you appreciate the referral
‣ Examples:
‣ Handwritten card
‣ Calling
‣ Buying lunch
‣ Small gift

26. QUESTIONS?

27. INFO@ALLUV.IO