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E-Myth – “Why most small businesses don’t work & what to do about it”

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Outsourced Accounting Services | What To Do With Leads When They Come In

Business owners should consider all leads that come into their business as a new opportunity to increase their revenue says outsourced accounting services. The problem is, 42% of all businesses that fail, were not able to generate enough leads in their business to find customers. Failure to find customers is the number one reason for Canadian businesses to fail. Therefore, all businesses should consider this as one of their most important tasks, in order to stay in business.

However, while generating leads is one scale, what to do once they have come into a business is another one entirely. Therefore, business owners not only have to get good at generating leads for their business. But they also have to know how to handle those leads, to get as many of them as possible to become purchasing customers.

One of the biggest problems that businesses have, is when they get leads that come into their business, they fail to follow up on them correctly. Outsourced accounting services says that people should not make the assumption that just because a lead has contacted the business, that they are automatically a sale. In fact, a business owner still needs to do considerable amount of work to ensure that that lead is inspired to buy their product or service.

The first problem that business owners have, is that they are not following up on leads either at all, or in a timely enough fashion. It is very important that a business owner contacts those leads, ideally within the same day that they have come in. By finding out what they are looking for, what their problems are, and how the business owner can solve those problems, they start to understand how to get that customer to be inspired to purchase their product or service.

After they have had that conversation with their lead, they need to send them a proposal, get a quote, or let them know what the businesses offer is. They need to deliver that proposal or offer well, with good communication. The process needs to leave the lead with an idea of how good that product is, and how it is going to solve their problem. If that does not get communicated to the lead effectively, they likely will not buy the product or service.

Another mistake that business owners make according to outsourced accounting services. Is that once they have delivered that offer or proposal, the business owner needs to continue following up with that customer. Failure to follow-up is a reason why business owners fail to capture a sale. By setting aside time in their calendar every single week to follow-up with every single lead that has been given a proposal, can help a business owner capture those sales. Whether it is done by the business owner themselves, or their staff, it does not matter that follow-up is of paramount importance to the process. When they are able to do this consistently, they will be able to convert far more leads into customers than they ever have before.

Outsourced Accounting Services | What To Do With Leads When They Come In

Business owners often spend a lot of time and money generating leads in their business says outsourced accounting services. However, business owners need to realize that generating those leads does not mean anything if they do not know how to convert those leads into likely buyers. they should be the businesses number one concern after developing their product or service. Therefore, business owners need to understand what that looks like for their business, and communicate it to every single one of their staff members on how to do it well so that they can capture as many leads as possible and turn them into customers.

Business owners often miss the point of why they would have a website says outsourced accounting services. In fact, many business owners think that it is simply important to have a website, without giving thoughts as to the purpose. However, business owners need to understand that their website is merely a vehicle to help them generate leads from the people visiting their website. Ideally, a business owner will spend their online advertising dollars getting people to click on their Google ads. Once they have clicked on those ads, is going to take them to the business owners website. That website needs to convince that lead in the shortest amount of time possible that it is going to solve their problems buying the product or service from the business owner. If the website does not communicate that concisely enough, they miss the point of having a website.

In fact, business owners need to understand that even more important than a website, is advertising on Google. The very first thing that a business owner should do for marketing as soon as they open their business, is get a Google my business or Google places listing. Not only is that completely free. But it is essentially the equivalent of the Yellow Pages was thirty years ago if business owners are not represented on Google, they might as well not exist at all says outsourced accounting services. Therefore, business owners need to ensure that they have a presence on Google. And as soon they are able to start advertising on Google, they should. They should be able to turn enough leads into customers just by doing this, even before they have a website at all.

Once a business owner understands how that they have to generate those leads, they need to ensure that they are treating those leads well, by a proven sales process. They need to ensure that their product is quality, and priced within reason. Ideally, it should not be more expensive than their competitors, but it should not be cheaper either. By selling a good quality product in the midrange of the prices, business owners can capture the majority of the market, and sell most of the leads that come into their business. By selling to most of the leads, business owners will be able to impact their revenue.