Getting leads through email, but cant close!!

Hey there Katie,

Selling has always been one of those things that's easier said than done.. haha.

Obviously we won't ask you what field you're in, but a little more context would help.

It sounds to me like your enquiry form is a "short" one. This means that the people who are filling it out are less qualified prospects. (presumably) Would you say this sounds accurate?

To give you better advice, it would help to know at which stage your prospects are at in their buying process. Are they still just learning about the service? Have they just arrived via search engine? Were they referred by a friend to your service? Have they already been receiving information from you/your company for some time?

The prospect's position in the sales funnel will weigh heavily on how you should proceed when they contact you.

If the prospect is still learning about the topic - perhaps they've never seen this service before - then their mostly likely not asking for a quote because they want to do business, but because they want to know what to expect price wise when they're ready to make a decision.

Also, I know personally that when I "request a quote" online, I want an automated system.

If I want an indepth quote, I always call and talk to someone. Are you providing that outlet for serious buyers? If you are, then you can assume that those requesting the quote via e-mail are mostly just browsing.

Anyway.. fill us in, and we'll see if we can't point you in the right direction.

Cheers,
-Adrian

Yes, your right, the form is quite short. It simply says 'fill out the form to get a quick quote' and only has name, email, website, message.

I would say that these people are just learning about the service, came by search engine specifically looking for my service.

When they contact me they usually ask for either:
1. more info
2. a quote.

If they ask for more info on specific aspect of my service, then i usually just give them the info and answer the questions, then i'll end with something like 'can you give me more info on xyz so we can give you a quote'

If they ask for a quote, then i will respond with the messages above..

What do you mean by automated system? Sometimes in the email i receive i get a phone number.. these people are usually from America, so i say hey I'm Australia, so we can arrange a time to skype.. then i just don't hear back from them.. frustrating!

hmm... you're right, it does seem like they are just 'browsing,' so i'm guessing a better question to ask is 'how do you turn browsers into buyers' lol

btw, if you are interested in looking at my website, just send me a pm and i'll send you a link so you can have a closer look

What I mean by an automated system would be something like...

https://www.belairdirect.com/indexonen.htm

If you go to that website, you'll be given the opportunity to "Get a quote". The quote is auto-generated by filling out a long form with all of the basic criteria. The quote is then calculated for the prospect after they've filled it all out. They never have to talk to anyone and can browse away without eating up company time.

That's for car insurance though, so I can appreciate that your service quotes may involve more complex variables than that.


With regards to browsers, you'll need to show them that you have the answers they're looking for. The best way to sell someone what you want to sell them, is to first sell them what they want to be sold.

That's fairly important if you ask me so once more, for good measure.

The best way to sell someone something that YOU want to sell them, is to first sell them what THEY want to be sold. Once you've given them what they want, they'll be much more likely to listen to your offer.


For instance, when I was still a consultant in financial planning, prospects I would work with all had a reason for wanting to even sit down with me in the first place. It was always much easier to show them how to feel like they have a safety net, than it was to sell them the full-on package right off the bat.

Perhaps some of the problem is precisely that for you - you're selling them on the whole thing, instead of letting them have a taste to make sure that's what they really want.

Also, I guess another point I'm making with this is don't try to smother the prospect. If they haven't done business with you yet, they'll need to be eased into working with you - not mauled by offers.. haha


With regards to the "more info" requesters...

Why not give it to them on the site? Especially if you're getting the same requests over and over. You might be able to turn some of those "more info" requests into "give me a quote" requests instead.


That's probably plenty for now.

I'll take you up on that PM offer, though.

Cheers,
-Adrian

Thanks Adrian, got your pm, but i cant reply till i got 50 posts haha thats ok though! Thanks for tips, i'll get started straight away!

If any one else has any other tips on converting browsers -> buyers via email.. please share!

I'm guessing you are from across the pond from your spelling? This may sound silly, and it may not be your problem, but if you are using the word enquiring, most Americans are going to think you are misspelling inquiring. It's just not as obvious as colour vs. color and the average Yankee won't understand that you are correct in your spelling.

Sometimes the littlest things can kill a person's confidence in a vendor.

I only suggest that if your target audience is largely American they might see a word that looks completely misspelled, to them, and think it is reflective of your professionalism/skills.

Again, I do not know who your target audience is, but if it is largely American try a more familiar spelling to them so they don't assume you to be careless.

Just a thought and may not have anything to do with your issues, but figured I would throw it out there anyway.

EDIT: I just read your follow up posts and see you are from way across the pond and down under a bit and you are dealing with Americans. Something to consider ...