Как вернуть лид в воронку продаж: повышаем конверсию

Как вернуть лид в воронку

Повышаем конверсию

План

1. Как НЕ нужно возвращать лиды в воронку

2. Формула follow-up: как достучаться, а не достать?

3. Немного фактов: почему клиенты пропадают?

4. Секретный ингредиент: без чего не сваришь хороший follow-up?

5. Как использовать триггеры и где их искать?

Воронка

Почему мы теряем

лиды?

Recently...

Another follow up

How not to follow up?

Just checking

What’s new on your side?

Talking about our great company only :)

No follow-up at all

I thought you’re solid and serious, but you’re not

responding now!

Basics

Sending always

3-5-7-10-14-21-30...

Subject can be the same first. Change later

Provide additional value

Use CTA

Track openings

Follow up content

Articles

Other events

Surveys

1-2-3 answer options

Video

Use triggers

Why customer becomes unresponsive?

Busy with other activities (project is not always top priority)

Buyers try to decide as late as possible

Overloaded by notifications

Unexpected issues/emergency

Talking to someone else

Your CTA is not clear

NB! Don’t take it personal!

Sample

Hi John,

How are you?

I’ve invited you to our presentation on latest WP loading issues,

did you have a chance to look at it?

Thanks,

Anastacia

Sample

Hi Andy,

I know ABC just launched new app for your ERP system. I thought you might be

interested in this article about ERP users involvement metrics (link).

Did you get a chance to check if (our last CTA) is interesting for you?

Thanks,

Anastacia

More samples

Hi Mary,

How are you?

I just found a study that explains another service, similar to ABC, that provides

delivery by bicycles!

Does it look somewhat similar to what you had in mind?

Secret ingredient

Always use CTA!

What is the best way for me to get 15 minutes on your calendar?

What if we have call to check how this study can impact your project’s scope?

Do you think such a feature described in the article might be interesting for your

target audience?

What if we set up a meeting during this conference?

Closing file?

TriggersDates or events customer mentioned

Anniversaries/birthdays

Awards winning

Company’s staff changes (especially CTO/CIOs move)

Attending conferences, exhibitions

New relevant case study

Спасибо! Вопросы?

[email protected]

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