How to Fix Sales Leaks in your Business
Are you experiencing ‘leaks’ in your business? Perhaps potential clients not signing up to work with you or not fully completing your program or are too few clients resigning? If this is the case, you have leaks.
These leaks mean a huge loss in potential revenue coupled with a feeling that it’s a real struggle to grow.
According to research completed by Outbound Engine;
‘Acquiring a new customer can cost 5x more than retaining an existing one and increasing customer retention by just 5% can increase profits from 25% to 95%.’
So, fixing your business leaks will help your business growth in 3 different ways; higher win rate, happier clients (going all the way through your program or service) and ultimately more clients re-signing to work with you for longer.
Fortunately, leaks are simple to fix…
A recent business I worked with wanted to increase the number of hours their staff were engaged with paying clients to 90%+ (currently sitting at around 35%) without increasing their marketing budget. How did they achieve this goal?
This is how…
Does your business have a Customer Journey?
A customer journey refers to the interactions people have with your business. And customer journeys are not just for the big brands. *Every business from solopreneurs and micros to small and large businesses should have a clear map and associated actions of all their customer contact points.
Start by jotting down your current ‘customer journey’ – the steps everyone who interacts with your brand from the point of your marketing activity through to receiving and handling enquiries to becoming a client all the way through to client close.
Once you have this process documented you will easily to be able to spot the ‘leaks’ and what to do to fix them. Aim to think like your customer here. What steps can you put in place that will make you stand out from the crowd when a customer interacts with your brand, the use of video, links to reviews, the sharing of compelling marketing collateral and so on. Remember we all buy for different reasons, but ultimately, we buy emotionally.
As an added extra, your fully mapped out customer journey with enable an easier delegation of tasks. Win win.
There are so many great tools to use to document your customer journey and the whole process can feel a little overwhelming. If you need help and guidance and wish to talk it through, you can book in for a business kick start to discuss your 1st steps.
*If you already have a customer journey this is worth re-visiting every two years or so.
You don’t have to do it alone. Book in for my complimentary Kickstart Session – a one hour call to give you clarity, focus and guidance on your best next steps in business.
