Some of your leads never make it from your website to your inbox. And, there is a good chance you don't know about the missing leads.
Let me explain...
In most cases you get your leads via email. Someone fills in the enquiry form on your site or landing page and you get an email with their details.
That email is a weak link, a single point of failure. If you don’t get the message you can't make the sale.
The most common reason for missing lead delivery emails is when they get marked as spam. Spam filters aren't perfect. Sometimes spam gets into your inbox. Sometimes genuine email gets caught in the spam filter.
Lead delivery emails are particularly prone to being mistaken for spam. This happens because:-
Some internet service providers (ISPs) delete a lot of spam without ever putting it into your junk folder. You'll never even know that they've done this.
I had a client miss out on a very nice deal because the lead came from someone who worked at a bank. They used their work email address and the filter decided it was phishing and deleted the message. They also deleted the next lead delivery emails till we were able to talk to one of the techies at the ISP.
Obviously we want all our leads to be delivered so we can can get a fair chance at making a sale. This means we need a way to strengthen the weakest link - provide some redundancy so we don't have a single point of failure.
We also need a way to check that the number of leads in our inbox matches the number of leads.
Unfortunately typical website enquiry forms don't allow for this. There is usually a place to put an email address in and that’s all.
I've built this redundancy into the SalesMotor lead management software I'm working on. It delivers leads by email (to multiple addresses) and by SMS (to multiple phone numbers). It also has a real-time leads dashboard.
But, you don't need to use SalesMotor, you can wire something similar up with Zapier. (I have no affiliation with Zapier but I’ve used it for years and like what it lets me do.)
Here's an overview of how it'll work.
You’ll have your website send your lead delivery emails to Zapier instead of your regular email address.
Zapier will then:-
To do this you’ll need:-
The Zap (Zapier’s word for automation) consists of 4 steps:-
Congratulations. You've now reduced the chances of your leads getting lost.
Zapier is not complicated once you’re used to concepts, but if it’s the first time you’re using it, it might look difficult. If enough people want to do this and want some help I might put on a free workshop over Zoom to show how to do this. Let me know if you’re interested.
Over the last few years I've done deep work with a handful of clients to increase the number of sales they made from their Google and Facebook leads. I've put what I've learned into a 9-lesson email course.
My experience has been that it will deliver more sales if:-
Why we lost sales. Losing potential sales always hurts. But, if you know why you lost the sale you can make changes that'll help you win more sales down the line.
"Forget about reducing the CPC" In money terms my client paid Google about $1 400 per client he contracted with. He could live with spending $500 per new client. Here's how we're going to hit that target.
What to do if leads don't answer when you call. Last month a client got 4 150 leads but their sales team was unable to contact 1 277. Here's how we're going to reduce the number of non-contacted leads and help the client make more sales.
An easier way to sell services. Bigger value projects take a lot of work to sell. You have to have the discovery calls, meeting notes, customised proposals and quotes. And, you often need several follow-up meetings. There is another way.
Deleting fake leads leads to more fake leads. If the only thing you do with fake leads from Google Ads is delete the lead delivery email you risk getting swamped by fake leads. Here's why and what to do to improve lead quality.
I love fake leads. Nobody wants an inbox full of spam, but preventing fake leads from submitting your form is wrong if you’re paying for online advertising. Here's why...
What to say on the first call to an internet lead. Calling leads back fast is the best way to ensure you get a sale if there is one going. Here's what to say on that call.
More opportunities are lost because of inertia than price. Most of your potential clients want what you sell but haven't handed over the money because they've run out of steam. Here's how to keep them moving towards a sale.
How to win more quotes without lowering your prices In a perfect world you'd win every quote but the reality is that most quotes don't turn into sales. It is possible to turn a lot more quotes into sales without lowering prices. Here's one way.
You could be shooting yourself in the foot if you send quotes in Excel or Word. There is a problem with emailing quotes in Word or Excel: There is no guarantee that the quote will look like it should.
Is your sales process chaotic? I was surprised when three small business owners used the same word - chaos- to describe how they currently handle leads.
Leads ghosting you? A business owner complained that his leads were ghosting (ignoring) him after initially showing interest. As we worked together we uncovered a mismatch between lead temperature and his response.
60 leads a week and no sales Their first instinct was to change the adverts. It sort of makes sense. Adverts aren’t producing sales so the adverts must be broken. Fix the adverts and you'll get more sales. But, they could change their ads, spend a load more money and get no sales. This is because the adverts might not be the real problem
Google Ads delivers leads not sales What’s the most important problem in your industry? In my industry the most important problem is that Google Ads delivers leads but doesn’t deliver sales. Here's what I've been doing about that...
How to get leads from different sources into your CRM automatically I’ve got a client in the motor trade who gets about 2 000 leads a month from 22 different online sources. Here's how we put them into his sales engine automatically without expensive computer code.