3 Simple Ways For Time-Poor Business Owners To Get More Leads
Lead generation is a crucial aspect of any business, but so often it gets forgotten by business owners that have more pressing matters on their mind, such as cashflow. The old adage is that the main job of the CEO is to ‘keep the lights on’. For a business to survive, its often said that 70% of a CEO’s time must be spent on generating sales (unless of course the CEO is technical or lucky enough to be focused on non-sales activities).
Are you spending that much time on generating sales?
Why Most Companies Need To Generate More Leads
Small businesses are the backbone of the Australian economy, but they face unique challenges that make it difficult to survive and thrive. According to a report by the Australian Small Business and Family Enterprise Ombudsman, the failure rate of small businesses in Australia is high, with around 20% of small businesses failing in their first year, and 34% failing in their first five years. One of the main reasons for their failure is the inability to generate enough leads to sustain their operations.
As a small business owner in Australia, you’re likely to be time-poor, wearing multiple hats and juggling various responsibilities. You may feel like there aren’t enough hours in the day to focus on lead generation, but it’s crucial for the survival and growth of your business. Without leads, you won’t have a steady stream of potential customers to convert into paying customers.
To make matters worse, the Australian market is highly competitive, with over 2.4 million actively trading businesses in the country. It’s crucial to have effective lead generation tactics in place to stand out from the crowd and attract potential customers to your business.
In summary, small businesses in Australia need leads to survive and thrive in a competitive market. As a time-poor business owner, you may feel overwhelmed by the prospect of lead generation, but it’s essential to dedicate time and resources to this crucial aspect of your business.
Tip #1: Answer your phone!
This may seem like a no-brainer, but many small businesses fail to answer their phones promptly, and sometimes not at all. When a potential customer calls your business, they expect someone to answer. If their call goes unanswered, they may move on to your competitor. This is why it’s crucial for small business owners in Australia to answer their phone promptly and professionally.
According to a report by Salesforce, 80% of customers say that the experience a company provides is as important as its products or services. By answering your phone promptly, you show your customers that you value their time and business.
If you find yourself unable to answer calls from time to time, consider getting a call answering service (we’ve seen rates as low as $19 a month in Australia), or recording a very professional voicemail, that shows a lot of empathy. Perhaps a script like this might work: ‘Hi, you’ve come through to [business name]. I’m sorry we missed your call. I know voicemails are a pain, but we have a 100% respond policy to missed calls. If you leave your name, number, email and reason for your call then I guarantee we will respond promptly. Thank you and have an amazing day’.
Tip #2: Have a clear call to action on your website
Your website is often the first point of contact that potential customers have with your business. It’s essential to make a great first impression and provide a positive user experience to encourage visitors to take action and become leads. According to a survey by BrightLocal, 68% of consumers said they would stop using a local business if they had a bad user experience on their website. To avoid losing potential customers, make sure your website has a clear call to action (CTA).
A CTA is a specific action you want visitors to take on your website, such as filling out a contact form, subscribing to a newsletter, or making a purchase. Your CTA should be prominently displayed on your website, so visitors can easily find it. Additionally, make sure your CTA is clear and straightforward, so visitors understand what action they need to take.
To further improve the user experience on your website, make sure it’s mobile-friendly. According to a report by Sensis, 42% of small businesses in Australia don’t have a mobile-friendly website, which can lead to a poor user experience and lower search engine rankings.
Tip #3: Email is overflowing, try sending letters
Email marketing is a popular tactic for generating leads, but it can be challenging to stand out in a crowded inbox. One way to differentiate yourself from the competition is to send physical letters to potential customers. This may seem old-fashioned, but it’s a great way to grab someone’s attention and make a lasting impression. Try making the letter witty, and ideally handwrite the customer’s name and address on the envelope and put a regular stamp on it.
It’s such a rarity to receive a letter with a stamp on it! People are inclined to open letters like that. So make the letter short, to the point, with a little bit of wit and offer value to the customer – a discount, a special offer, a free assessment or something similar. Highlight the call to action – your phone number or an email address, or a short web address they can visit.
Go get those leads
Generating leads is essential for small businesses in Australia. By answering your phone, having a clear call to action on your website, and sending physical letters to potential customers, you can increase your chances of converting leads into paying customers. Keep in mind that lead generation is an ongoing process, and it’s essential to continually evaluate and adjust your tactics to ensure you’re getting the best results possible. With these tips, you can start generating leads and growing your small business today.