We have a motto here⦠Would you ever try and drive a racecar with a blindfold? Obviously the answer is NO! But, we see
5 STEPS TO
INCREASING
SALES FROM DIGITAL MARKETING
Here at Digital Eagles we believe that proven systems and processes are one of the biggest factors of increasing revenue. Over many years we have developed a simple, yet extremely effective way to grow revenue from digital marketing. If you follow these 5 steps your business will see massive growth. This e-book has been written to provide real value to business owners, so if you are experiencing any of the following challenges, this is for you: 1. 2. 3. 4. 5.
Lack of digital strategy Not enough leads or sales from online channels No marketing automation A proven sales process You don’t know where your best leads/sales are coming from
We have worked with thousands of businesses and we know that digital marketing is a real challenge for businesses and it’s not getting any easier. You regularly face many challenges. Some challenges are quite unique to the individual business, and others are pretty much a universal struggle for all business owners. You are responsible for hiring the best talent and training them. You must work at increasing sales, meeting payroll, filing taxes, and handling the customer service issues – all with a smile. You know you need to market yourself. But there always seems to be something more urgent or more attention-grabbing for you. Getting down to the marketing tasks will continue to stay just out of your reach, until one thing happens: You realise that sales are dependent on creating more visibility and demand for your product or services. Then there’s marketing! So what do you do about it? You need to create a digital marketing strategy and conversion process…
Here is the 5 step process that will help you build a strategy That, not only works, but will
explode your sales 1
Be Found
2
Be Chosen
3
Be Contacted
4
Conversion
5
Tracking & Measurement
STEP ONE
Be Found
STEP #1 BE FOUND If your business is not being found by the right customers, then you or your sales team will be cold calling, relying on referrals and word of mouth. The biggest 2 problems with this, is that a cold lead converts 15 times less than an inbound lead. And, referrals and word of mouth is not scalable.
So, how do you get found by your customers? 1. Search Engines 2. Social Media (mainly Facebook & Instagram) 3. Partnerships / Affiliations 4. Directories and Industry websites 5. AdWords and Paid Media
EXPERT TIP Claim your Google My Business listing and generate some reviews. This will ensure that you are being found in more local searches.
STEP TWO
Be Chosen
STEP #2 BE CHOSEN This is where you need to understand what your customers are really looking for. What problems you solve, your unique selling points and points of difference. When you are creating content or online listings you have to think like your customers. Everyone is going to say that they provide good service or great value, so what else can you use to help your customers “choose” your ad.
Here’s some simple things that you could start doing today to stand out from the crowd: 1. 2.
3. 4.
Get more online reviews on Google, Facebook, Yellow Pages & Industry Sites. Talk about the problems that you solve in your marketing. Example, at Digital Eagles we talk about increasing revenue and profit, not traffic and impressions. Provide guarantees. If you guarantee quality and service this will increase the confidence in your prospective customers. Talk about your experience and proven track record.
EXPERT TIP Go to Google and start searching for your product or service in your local area and see how your competitors are appearing and what they are saying. Also take notice of how your business is ranking and what your listings are saying about your business.
STEP THREE
Be Contacted
STEP #3 BE CONTACTED So now you know how to increase the amount of customers that are finding your business and how to get them to click through to your website, social media platform or landing pages. Next you need to understand how to drive action.
Your website is the digital version of you. Here’s how to do a basic website audit:
1.
Speed: is your website load time 3 second or less? You can check using https://www.pingdom.com/ If the load time is high your customers will bounce (leave your website and go back to Google to find someone else).
2.
Is your website more than 3 years old? Design and technology changes quickly. If your website is a little tired it can have a big impact on enquiries.
3.
Navigation: is your website easy to navigate? Your customers should be able to know enough about your product or service within 2-3 minutes to make an enquiry. Sometimes simple is best.
4.
Do you have enough “Call to Actions”? These are the buttons on your website that will direct your customers on what to do next, such as fill out an enquiry form or make a purchase.
5.
Images and Video: You’ve heard that an image says 1,000 words… Then video must be a million words. Video content is 1,200% more engaging than images!
STEP FOUR
Conversion
STEP #4 CONVERSION Having the systems and processes to convert leads to sales is a critical step. A lot of our clients think they just need more leads. The fact is, if they increased their conversion rate with the leads they have, they could increase their revenue significantly. The key to conversion is understanding the lead source and where your customer is at, in their buying cycle. This is obviously different depending on industry. If you’re an emergency plumber, then your customer has an urgent problem for you to solve. But, if you’re selling a bigger ticket item like a house or a car, your customers might have a larger lead time. Research shows that the lead sources that generate your leads should have a different conversion rate.
Your website is the digital version of you. Here’s how to do a basic website audit:
LEAD HEALTH CHART A referral or word of mouth: customer that calls or emails you will be your hottest of all leads. They have been recommended by someone they trust and are looking for someone to solve their problem.
SEO lead: a customer that has gone to a search engine with a need is instantly qualified. They have taken the time to sit down at their computer or phone and search for a solution. This shows they are already motivated and qualified. What’s the difference between this and an AdWords lead? Sometimes people don’t trust ads. 75% - 85% of users will scroll past the ads, or believe they are not as relevant or trustworthy as the organic results.
AdWords: is still a really great way to drive leads for your business. You can instantly start to appear in the search results. The challenge with Adwords is that you are paying for every click. It’s also challenging for business owners to setup their own high performing Adwords campaign. There’s a lot to consider and test. Your ad copy, conversion rate, landing pages, negative keywords, etc. I would recommend using an expert for this.
Facebook and Instagram: are one of the cheapest ways to drive lead volume and a cost that can scale very well. However, we find the leads that come through from social media might require some nurturing. If you have something of value that you can send to your customers before calling them it will help to build confidence in the customer before they hear from you.
STEP FIVE
Tracking & Measurement
STEP #5 TRACKING & MEASUREMENT We have a motto here… Would you ever try and drive a racecar with a blindfold? Obviously the answer is NO! But, we see customers everyday try and run marketing campaigns without measuring their ROI.
There’s a lot of different ways to measure advertising effectiveness: Google Analytics, Phone Call Tracking, Feedback Forms, Surveys, Facebook Analytics and the list goes on. The first thing you need to do is work out is, what a lead is worth to the business and work backwards.
Example how to work out ROI: Sale Value: $1,000 Leads generated per month = 100 Conversion rate = 5% Sales Made = 5 x $1,000 Revenue Generated = $5,000 Marketing Investment = $1,000
ROI = 5 to 1
No Obligation Analysis If you would like to book a no obligation digital marketing analysis with one of our experts we would be more than happy to run a full 5 step process audit on your business with you. Thanks for reading Team DE
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