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How do you deal with unresponsive leads ?

by Hamza
12 replies
Hi guys

I'm writing this thread out of confusion hopefully you guys experienced this before and have an answer for me.

I offer a service, and to get more customers I decided to setup a lead generation page and drive traffic to it using paid traffic sources that I'm good at using.

The squeeze page is working fine, and I'm getting a decent amount of leads for my ad spent, but the problem is that 70% of the leads don't get back to me :confused:

they fill in the form with all the required details, phone, email, name and website but when I reach out to them to ask them questions or to offer them advice they don't get back to me (most of them)

These are not cold leads, these are people who watched my sales video and took the time to fill in a form knowing that the purpose of the form is to get in touch with me.

I'm wondering why would anyone wast his time with fill in a form if they are not planning to communicate with me anyway ???

I email them multiple times, sometimes up to 5, and I call them as well with little to no luck.

is this normal or am I doing something wrong ?
- Hamza
#deal #leads #unresponsive
  • Profile picture of the author artflair
    I'd clearly state in the first email after the sign up that if someone is not interested in the messages and value that you are providing, they can Unsubscribe!
    I'd also add it in the end of each email that goes out after this!
    When people unsubscribe from your list it is actually a good thing - you are dropping 'dead' leads and saving money, since your list will not be as big...
    Hope that helps mate!
    Art
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    • Profile picture of the author Hamza
      Originally Posted by artflair View Post

      I'd clearly state in the first email after the sign up that if someone is not interested in the messages and value that you are providing, they can Unsubscribe!
      I'd also add it in the end of each email that goes out after this!
      When people unsubscribe from your list it is actually a good thing - you are dropping 'dead' leads and saving money, since your list will not be as big...
      Hope that helps mate!
      Art
      Thank you for you reply man, but I'm afraid you didn't get my point.

      My purpose is not building a list, in my lead generation page I offer a free consultation where I'll help people improve their video marketing based on their industry.

      So it's like they are signing up for a coaching session, but once I email them and ask for details about their business so I can provide accurate and customized advice they don't reply back.
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      • Profile picture of the author artflair
        Originally Posted by Hamza View Post

        Thank you for you reply man, but I'm afraid you didn't get my point.

        My purpose is not building a list, in my lead generation page I offer a free consultation where I'll help people improve their video marketing based on their industry.

        So it's like they are signing up for a coaching session, but once I email them and ask for details about their business so I can provide accurate and customized advice they don't reply back.
        OK, got it now
        Well, I know that in the coaching industry it works like this:
        - the person leaves their email, phone number, fills out a quick questionaire about the problem they have and set up a date for the coach to give them a call and the free coaching session
        - before the actuall coaching call, the person will get a quick call confirming their interest in the free session
        - they will get 3-5 emails reminding them about their free session that they've set up (the last one a few hours before the session)
        - they get a call from the coach
        - if they didn't answer the call they get an email saying that the deal is off unless they will take action now
        - if they don't they are being removed from the list
        Hope this time it helps
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        • Profile picture of the author Hamza
          Originally Posted by artflair View Post

          OK, got it now
          Well, I know that in the coaching industry it works like this:
          - the person leaves their email, phone number, fills out a quick questionaire about the problem they have and set up a date for the coach to give them a call and the free coaching session
          - before the actuall coaching call, the person will get a quick call confirming their interest in the free session
          - they will get 3-5 emails reminding them about their free session that they've set up (the last one a few hours before the session)
          - they get a call from the coach
          - if they didn't answer the call they get an email saying that the deal is off unless they will take action now
          - if they don't they are being removed from the list
          Hope this time it helps
          that was super helpful man

          Honestly I'm not that organized, I just keep calling and emailing my leads randomly, but you just gave me a very good idea now all I have to do is to tweak it and make it work for my goals.

          Thanks a lot!
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    • Profile picture of the author Gary336
      Hi,
      Unfortunately I think it is rather common for people to sign up for things and then not actually follow through when you send them the first email.

      I think this is because a lot of people do something in the spare of the moment and that probably means that your sales letter or sales page is doing its job.

      However once they've had time to wait for you to get in touch many people will either forget that they've signed up in the first place, have a change of mind or decided to go with someone who's offering them a response immediately.

      Perhaps, once they sign up, you could redirect them to a page which asks them to check that they have the right email address and other details entered and remind them that you are planning to get in touch to discuss your offer further.

      Maybe you could also include the elements of a contest or competition; so you can say that the 10th person that you are able to contact, will receive a small prize, for example.

      Hope that helps
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      • Profile picture of the author Hamza
        Originally Posted by Gary336 View Post

        Hi,
        Unfortunately I think it is rather common for people to sign up for things and then not actually follow through when you send them the first email.

        I think this is because a lot of people do something in the spare of the moment and that probably means that your sales letter or sales page is doing its job.

        However once they've had time to wait for you to get in touch many people will either forget that they've signed up in the first place, have a change of mind or decided to go with someone who's offering them a response immediately.

        Perhaps, once they sign up, you could redirect them to a page which asks them to check that they have the right email address and other details entered and remind them that you are planning to get in touch to discuss your offer further.

        Maybe you could also include the elements of a contest or competition; so you can say that the 10th person that you are able to contact, will receive a small prize, for example.

        Hope that helps
        Thanks man

        I guess you just gave me a great idea, instead of having a simple thank you page after I capture the lead I'll add a questionnaire with all the questions that I usually email to them.

        a plain & boring thank you page is a very big mistake.
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  • Profile picture of the author Jacob Caris
    Agree with the above recommendation to set out in your initial correspondence, and sub text in future correspondence, that subscribers can opt out if they are no longer interested in what you are offering.

    Keep your list clean and full of only the people you WANT to market too!

    Also like Gary's suggestion above of a contest, very creative idea.
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  • Profile picture of the author Jtraits
    the conversion rate of leads to paying customers is always very low... if you get 1 out of 20 to become a paid member, then you are on a "good" way ... keep them up to date, make the emails you send them more personal, act fast etc are the keys to make it happen
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  • Profile picture of the author deannabalestra
    It might have something to do with what you're e-mailing them or calling them with (your scripts and dialog we call them in my industry). Maybe try tweaking it until it gets better results. Also if you are giving away a free offer or not stating prices up front people might be signing up just to get the free offer or just in hopes of seeing the price, so expect some not not be as serious just for that reason even though it's a great way to get leads. Good luck!
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    • Profile picture of the author Steve B
      Hamza,

      Of course I don't know everything you're doing, but given what you've said I would look at three things:

      1- Is your traffic laser targeted? You want people coming to your site that are already looking for exactly what you offer. So for example, if you offer coaching to business owners on setting up an import/export business, you don't want to advertise to business owners in general. You should be dealing with those that want this exact kind of business help.

      2- Is your site trusted? You are asking strangers to divulge their business information to you, to open up and share what they're doing. How do they know you can be trusted? One of the best things you could do would be to put glowing testimonials in front of your prospects before you ask them to divulge any information. Social proof that what you're doing will help a lot. There are also trust services, seals, and other things that can help. People hold back when they're not confident about working 1-on-1 with somebody.

      3- How compelling is your offer? People have so many choices these days with all the businesses online that they tend to ignore offers that aren't readily apparent as the very best available, hands down. Competition is extreme and people are in the middle of a challenging economy. Your offer needs to be "over the top" compelling. Remember to very clearly get across to your prospects why they should do business with you. As we often say . . . "what's in it for me?"

      I hope maybe something I've said is helpful.

      The very best to you.

      Steve
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  • Profile picture of the author taxpayment1
    Thats a really good question you asked there my friend. I would say You should have a few day cycle, If they do not answer the first time on email or phone, I would recommend calling back In a few days. A three strike policy I would happen to say works the best for me.
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  • Profile picture of the author Not So New
    Yes .. Very common unfortunately.

    I would suggest to hire a phone person to make the follow up calls to book appointments with you.

    This way you only talk to people that are serious and your caller deals with all of the no answers and no responses.

    Hope this helps

    -Shawn
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