How to Grow Profits with Internet Marketing – Part 4: Close the sale

How to Get More Sales on Your Website

Over the course of the last month, we have been discussing the steps that small business must take online in order to grow their profits. After building a great website, attracting new leads with a strong social media presence and strategic SEO on and off page, converting leads by offering a clear call-to-action and valuable content in return, it is time to focus on closing that sale and turning leads into paying customers. Unfortunately, many businesses have a difficult time using their internet marketing to close the sale. This week, we will discuss strategies to help you make the most of your internet marketing and use online and in-person tactics to convert more of your leads to loyal customers and how to get more sales on your website.

Online Tools to Close More Sales

One of the biggest struggles of small businesses is the inability to respond to calls and emails at all hours of the day. For businesses without a central office that provide services at their client’s home, such as contractors, landscapers, repairmen, etc., it can be difficult to answer every phone call from a lead, especially if the business only has a few employees. Even businesses that have a storefront may have difficulty keeping up with each phone call or email. For these businesses, your website can be an invaluable tool for you and your leads.




Email Auto Response: When a website visitor completes your contact form, they should get a professional and informative email that confirms their submission and reassures them that you will answer their email as soon as possible. In turn, you should respond to the email within one hour (during business hours), though the longer you wait before answering it, the colder your lead becomes. An easy way to make sure you get your leads quickly is to set up your email to send an alert to your phone whenever you receive a lead. This allows you to see leads even if you are away from your computer. By making sure that the lead feels like you are responsive, you will have a much easier time completing the sale.

Live Chat: Many consumers look for immediate answers online and do not want to call a business or wait for an email response before making their purchasing decision. A study called “Making Proactive Chat Work” that was conducted by Forrester Research found the following:

“Many online consumers want help from a live person while they are shopping online; in fact, 44% of online consumers say that having questions answered by a live person while in the middle of an online purchase is one of the most important features a Web site can offer.”

By utilizing a live chat service, you can immediately answer a customer’s questions and put them in a position of knowledge so they can decide to make the purchase. If you are not available all of the time to host live chat, there are services that can do it for you to answer frequently asked questions, deliver messages to the business owner and more.

Translation Services: If your business is in a largely multicultural area, it is worth it to install a translation management system that integrates with your website. This could open your business up to a whole new market.

Use a CRM (customer relationship management) System: A CRM System manages your company’s interactions with its clients. It often involves using technology to organize, automate and synchronize sales, marketing, customer service, and technical support. Think of it like a project management system or a personal assistant.

What to do When You Get a Lead from Your Website

Don’t get too discouraged if your website traffic is up after implanting steps one through three in our How to Grow Profits with Internet Marketing series. Recent studies show that 50% of website visitors are qualified, but are not ready to buy yet.

When a lead fills out a contact form, it is your duty to get back to them as soon as possible if you wish to close the sale. Every minute that it takes for you to respond via phone or email, the staler your lead becomes. A study by researchers at Sungkyunkwan University found that:

Companies that try to contact potential customers within an hour of receiving queries are nearly 7 times as likely to have meaningful conversations with key decision makers as firms that try to contact prospects even an hour after receiving the inquiry. Yet only 7% of companies respond to queries within an hour.

For best results, send your prospect the information they requested via email, and then call a few minutes later to ensure that they received the email. This lets the customer know that you are listening to their needs. Remember, if you rely on simply emailing the customer, it will take longer to schedule an actual appointment to make the sale. During the time that is being waster, your competition may have already called your lead, successfully made an appointment on the spot, and gained their business.

After you turn leads into customers, it is important to continue to nurture your growth by providing satisfaction surveys on your website to gain valuable feedback from your customers. Listen to the feedback to improve your business. Invest in the idea of email marketing. If you don’t have time to manage contact lists, create emails, write engaging newsletters and put your latest offer into words, outsource to an internet marketing company that can, such as CyberMark International. If you prefer to manage your own email newsletters and campaigns, we can set up your database and train you on how to use our easy email platform and even send emails using our templates. By staying in touch in a tasteful manner, you can help keep your brand name relevant in the customer’s mind and gain even more repeat business, especially if you maintain active engagement with your social platforms and lead response times.

Are you looking to boost your online presence with internet marketing? CyberMark International can help you! Please call 623-889-3380 today, or fill out our contact form and we will get in touch with you as soon as possible.

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