On Saturday I spent most of my day teaching a marketing workshop for Melbourne based trade businesses owners.
The program is promoted around ‘Getting more clients into your business so you can make more money’.
And when most people think of more clients, they think of more leads.
At the start of the workshop, I ask them ‘What is the number one sales and marketing priority in your business right now?’
The response ‘More leads’
I ask them ‘How many of your leads do you convert into sales?’
The response ‘Average about six out of ten’
I ask them ‘So, if we converted more of your leads into sales, would you still need more leads?’
The response ‘ Nope, I would need more staff’
Every time I teach or even speak to business owners about what the one problem they have in their business around sales and marketing, the general response is ‘getting more leads or quotes’
But when we delve deeper into how many leads or quotes they are getting, compared to how many sales that they are making, we discover that if they converted more of the leads and quotes into sales, their business would be much more profitable.
They don’t have a lead generation problem, they have a quote conversion problem.
The reason this is the focus for the first part of the workshop is, I can get them more leads.
In fact, I have over 147 ways to get leads into your business.
But if you can’t convert them, more leads is just more wasted time.
When my clients work with me, we start with conversion of quotes.
Then we look at repeat business.
And only then do we go back and start looking at lead generation.
I know what my client’s needs are, but my clients often can’t see what is right in front of their face.
Like their nose.
Even though it is right there in front of them, for me and everyone else to see.
The problem that you think you are having, may not be the problem that you truly have.
And that is why it is best to get an expert to come in and diagnose the problems.
Otherwise you will be focusing on the wrong thing, creating more work for yourself and losing out on the profit that is out there waiting for you.
I know that some of you are looking for help right now so that you can apply a better strategy for your business so, that you make more sales on your quotes and stop wasting times doing quotes the ones you won’t win. Let’s schedule an exploratory call to see if we are the right fit to working together.
Eve John is a multi-awarded business owner, speaker, #1 bestselling author and marketing strategist specialising in service based businesses. She is the creator of the awarded Fully Booked Tradies Quote Conversion System and StatusFaction System and has been called Australia’s leading tradie marketer with her second book HI VIZ BIZ hitting #1 on the best sellers list on Amazon Australia. Eve has spoken live on stage in front of crowds ranging from 20 to 1,000. She has shared the stage with some of Australians best speakers and leading world experts. Her clients have included Swisse, Commonwealth Bank and Fitness First among many others.