If you provide a service, and you’ve been told, “just get more leads” this is for you.
Many marketers say, “Oh, just get more leads.”
“Your business just needs more leads.”
“You’re gonna be able to hit multi six and seven figures if you just get more leads.”
This is bad advice since not every business has a lead problem.
In fact, many businesses have more than enough leads, but they have a shitty sales process.
Or, they have a shitty delivery process.
Once those two processes are out of sync, it doesn’t matter how many leads you get.
If your sales process is sloppy, or ineffective, then it’s going to be very difficult to close that sale.
If this is you, then getting more leads isn’t going to solve the problem.
Where You’re Probably Getting Stuck
Dial in your sales process before you chase leads.
If you only accept PayPal, you are leaving money on the table because there are a lot of clients out there who do not want to pay with PayPal.
Conversely, if you’re only accepting credit cards, you’re leaving money on the table. There are a lot of people who only want to pay with PayPal for whatever reason.
Everybody has their own reasons for why they prefer one method over another.
If you’re only offering one option, if makes it very difficult for customers to give you money. I have seen this time and time again.
There is one client that I worked with where we had people paying with multiple processors.
For many reasons that are too lengthy to get into right now, the client found it tedious to keep up on who paid with what processor.
“This sale came in over here on PayPal.”
“Did the customer actually receive their products in the mail?” Or “Did they not get them at all?” Etc.
Whenever an issue was coming up with a customer order, we had to look in different places in order to find the data.
In the end, my client removed PayPal, so their clients could only check out for products using a credit card.
This made it a lot easier on the backend for their staff internally to go deal with problems with customer orders, but it caused a decrease in sales.
(Related: Discover why people purchase products.)
This is one of the things that you need to consider when you’re looking at building out different processes and systems in your business.
Do people have multiple ways of paying you?
If your sales process only allows for one option, you’re probably leaving money on the table. Fix that before you spend money, and hire someone to get you more leads. This is one of many examples.
Another common issue is when customers don’t receive the product they’re supposed to receive, or it’s late, or it’s not what they expected.
When something goes wrong with your delivery process, you’re going to have issues with customers in the long-run.
Then you’re going to have to embark on something that we call in the food service industry (where I do a lot of consulting) customer recovery.
It is a lot easier, and it’s better for your business to make sure that you don’t ever have to do customer recovery.
That your delivery process works every single time exactly the way it needs to.
Go through your process and ensure the experience is a good one. Make sure people are getting what they pay for when they pay for it.
Make sure customers are receiving what they are supposed to be receiving, and it’s seamless.