Maximizing leads

MAXIMIZING LEADSALLUVIO

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.

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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.

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SEGMENTLIST

CREATEOFFERS

DELIVER&

WOWREFERRALS

FOUR STEPS TO MAXIMIZING LEADS

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WHY IS MAXIMIZING LEADS IMPORTANT?

‣ Improve overall health of business ‣ Serve your customers and potential customers better

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THE VALUE OF FOLLOWUP

‣ Followup is a challenge to most small businesses ‣ Personal connection

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AUTOMATED FOLLOWUP

‣ Save time ‣ Still personal ‣ Convert leads to customers ‣ Increase revenue ‣ Improve Success

1. LIST SEGMENTATION

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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

2. CREATE AN OFFER

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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

3. DELIVER AND WOW

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IMPROVE CUSTOMER EXPERIENCE

‣ Towards vs. Away buying ‣ Time delivered

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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

4. GET REFERRALS

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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

QUESTIONS?

[email protected]