Increase Your Web Leads Without Spending A Penny

Brandon Welch 0:00
Your job is to anticipate the question that is in their mind and answer it before they have to look for it. Yes, we’ve increased just with literal words. Website leads by 400% just by changing one statement from schedule a consultation to get a price.

Welcome to the Maven Marketing Podcast. Today is Maven Monday. I’m your host, Brandon Welch and I am joined again in holy micro money with my co host, Caleb Agee. It has been like three weeks since we’ve been on the mic together. You guys didn’t know that because we pre recorded episodes.

Caleb Agee 0:35
We plan we plan ahead. I’ve

Brandon Welch 0:36
traveled like 10,000 miles in the last three weeks, and I am feeling it. So I’m so glad to be back. Yes, this is the place where we answer your real life marketing questions so you can grow your business, eliminate waste and advertising and achieve the big dream. And every big dream these days is probably tied some way, somehow, to how much business you are getting off your website. Yes. So there are you saw the title we have promised Big Five Ways to Increase your website leads without spending a penny. Yeah, that’s that’s a strong claim. It’s a strong claim. But if you have a website, this is the episode for you. Yeah, I don’t care if you’re selling doodads or whatchamacallits or, you know, services of any kind, we’re gonna give you some tactics to improve the efficiency of what you’re getting. Because really, there are two ways globally to increase traffic and leads, and one is to buy more traffic, pay more money, or do more with the traffic you already have. Yes. Which one sounds better? Spend more money. I

Caleb Agee 1:38
don’t like spending more money. Yeah. So I like doing more with less. So

Brandon Welch 1:42
hey, we’re eliminating waste and advertising today. We are on mission. That is it. So we’re gonna jump Caitlin’s gonna jump right in five tactics, and maybe a bonus tactic, if you stay to the end, yeah, I

Caleb Agee 1:51
think before we get in, quote Brandon. To quote Brandon Welch, I’ve heard this guy talk before. Once or twice, a lead is a person with a need. A lead is a person with a need. And I think it’s really easy to dig into this and start talking about how to get more leads on your website. We can get, as marketers, if we can be honest, we can get really cold, because we start looking at numbers and and start articulating just really quick, logical processes, but we forget, if we’re not careful, the people,

Brandon Welch 2:26
most people, most business owners, have this idea of like, when it comes to web people, these nerds that come in with, like, superpowers and coding and, you know, tweak this line of code, tweak that line of code, do something, press a magic button that I didn’t go to college for, So I don’t know how to do it. And that’s really all we’re talking about as human beings. Yep, and so thank you for saying that, because that’s something we’ve said over the years. It’s like, when people call and say, I need more leads, it’s like, no what you really need to do is connect with more people and offer them a better life. That’s it. And everything we’re to talk about today, while there’s some technical stuff interlooped in it, it the principle is that it’s about being more empathy. Matter of fact, the thing I wrote down is, you can get more traffic or you can get more empathy. Empathy is cheap. Traffic is expensive,

Caleb Agee 3:08
so let’s go, Yeah, all right. So how are we gonna do it? Tip number one, use you instead of we. So Roy H Williams said, bad advertising is about you and your product. Good advertising is about your customer and their life. And when you’re trying to sell something, it’s really easy to start. You almost want to brag about your product, yes, like you almost like you’re trying to convince yourself that it’s worth buying, right? Well,

Brandon Welch 3:33
what happens is, I think this moment goes out the window in just a quick vapor, yeah, because it’s like, am I going to build a website? Yes, I’ve got the money to build a website. Yes. And the website builder says, Cool. Mr. Business Owner, Mr. Business Owner, what would you like it to say? And you don’t it did nobody. It’s nobody’s job in that room to say, what does the human being think? Yes. Now you, as the business owner or the salesperson or the leader or the visionary, you know to your core who that customer is and what they feel. And if they were in the room with you, you would never, in a million years use the words that are probably on your website right now. Yes, you would never use those. The

Caleb Agee 4:06
first question, I think that though the web guy or gal usually asks is, tell me about your product, yeah. Or even, even in any marketing scenario, that’s the first question they ask, tell me about your product. Tell me about your service. And that’s the wrong question. It’s Tell me about your customer, yes. And then how does your product satisfy them?

Brandon Welch 4:24
So what is the most? It’s Valentine’s Day on the day of recording. Yeah. So let’s just talk about the most I wore my pinkish the most seductive word you could possibly use in English language, English language, and the English yes language you got it is you, you, y, o, u. So how do we do this technically? Yeah, so

Caleb Agee 4:43
I put some terrible examples. We build the most well engineered, blah, blah, blah. We have three convenient locations. We have a combined experience. This one we always make fun of. We have a combined experience of 392 years, right? You hear that and you’re like, wow, that law firm is. Either has one really old dude or a lot of you know, and you’re like, why does that? Or

Brandon Welch 5:06
82 employees with four years with four Yeah. So

Caleb Agee 5:10
we just, we, we, so those,

Brandon Welch 5:13
those, those claims are probably weak as is yes, but they’re probably on your website right now, like everybody has yes stuff like that on the website. Let’s, let’s, let’s just shift those. Let’s just take even average copy and make it better by only switching you to we. So we build the most well engineered things becomes because you deserve better. But it’s not feel more empowering, yes, because you deserve the best. Yes, you deserve details. We get amused in alliteration, all I did was switch about us to them, three convenient locations. Becomes around the corner from you,

Caleb Agee 5:49
from wherever you are, right? You don’t have to drive far.

Brandon Welch 5:51
We’re just around the corner from you. Yeah? 300 and sorry. We have a combined experience of 392 years. We say put experience on your side. Yeah, right, yes. So these are just hypotheticals. I don’t think we actually saw these on websites, but right before we turned the mics on, I just, I pulled up a site that I just did some copy for not too long ago, and and I just literally Googled, like, the best example of this category in a big city. So, like, you know, Chicago, yeah, and the category is estate planning attorneys. Like, we have a wonderful estate planning attorney that we’ve done a lot of stuff before. She’s going to be on the podcast coming up. Bring it on. She went from one to nine locations. And I’m not taking credit for all of her hard work, but I’m saying that a lot of her messaging is using exactly what we’re talking about, exactly, hundreds of leads a week that we get for her. So here is what an average website would say. I’m not even going to say the Neil Gerber blah, blah, blah law firm is the go to law firm for estate planning needs for individuals and family groups in Chicago and throughout the US, our nationally recognized lawyers combined a unique blend of business finance and tax counsel with legendary client service. Ooh, and it goes on for four or five more paragraphs with us, us, us, us, hour, hour, hour. And yes. Neil Gerber, if you’re listening, I love you. I don’t have anything bad to say about you,

Caleb Agee 7:17
but call us about your website. We

Brandon Welch 7:19
try we try this? Yes. Neil, so instead of all that, how about we say Wills, trusts and Medicaid strategies that keep your family in control? Can I unscrew this mic and drop it? Yeah, right. Just drop it. It’s not glorifying the copywriter here, which may or may not have been me, that’s just saying a you statement is so much more powerful. So go through your website anytime you’re going, we are, we are, we are. There’s a, there’s a there’s a small time and place to do this. Yes, that’s like our story. When people are actually in the mode and they’ve clicked the button that says about us or our story, or our origin, or where we came from, or our promise or something like that, and when you’ve indicated it’s your time to talk about you, and it’s really more about the heritage and the values and the vows you give your customers. Fine, say, tell your story. In 1958 blah, blah, blah, had this vision, and he saw this happen, happen here and so but when it’s on your website, when you’re meeting somebody, you have, well, we’re going to talk about this in a second. You have very, very little time. It’s

Caleb Agee 8:24
five seconds. Five seconds, less than five seconds, people decide whether or not yes, they have, you have what they’re looking for. That’s

Brandon Welch 8:31
according to a Forbes article. Yeah, Forbes, that’s, that’s top brass. Yeah, Forbes said it. You can count it. You can take it to the bank. So imagine somebody Googled this service, and they get to your website, and now you all, all you do is start talking about you. It’s just a it’s just bad form, and you would never do that in a room, no. And even the most arrogant people would not do that in a room. They’re smarter than that, so be smarter than that in your website copy.

Caleb Agee 8:52
That is, use you instead of we. Tip number two

Brandon Welch 8:58
is answer, the five things your customers are asking the receptionist about. I got this idea from Tim miles a number of years ago. I think it’s even in his book, good company. So it’s called, yeah, you should read that book. If you haven’t read it, every small business owner should read that book. Yes, he has a number of books that have been written since that but this one’s really good, and matter of fact, if you ask a question between now and next Monday, I’ll send you a free copy of it. Boom, cool. I love it. But the advice is this, okay, every day people are calling your company, or sometimes they might be reaching out with email, but take a two or three week period, and just write down the questions you start hearing. And every time the question gets repeated, put a little tally mark next to it. And at the end of this exercise, you’re gonna go and say, Okay, what are the top five things that we get asked the most. It’s gonna come down to price timeline. Do you carry this brand? Other big ones that pop. When we do this for people are, will you service, my location, things about warranties, there’ll be some industry specific things that pop up for you, but it’s going to be related to those, yep, but, and then your goal is to make those questions get answered on the front page of your website. Yeah, the higher up, the better. Yep,

Caleb Agee 10:19
yeah. And we found that in that same Forbes article we just referenced, they said 61% of website visitors say they if they don’t find what they’re looking for, within about five seconds, they go to another site. So yeah, let’s call that two thirds ish, right? That means if 10 people call you, there are 20 others who just hit the back button, went back to the Google search and went to your competitors website instead. Let’s,

Brandon Welch 10:44
let’s take this even further. Let’s do some math on this. Let’s say the average person is paying $5,000 a month for website traffic. You’re

Caleb Agee 10:52
gonna make it hurt and you didn’t do this.

Brandon Welch 10:54
You put 60% of that. You just spent $3,000 to advertise for your competitors. Wow, you only kept $2,000 that doesn’t that awful? Yeah, so you are, I guarantee, like, the first thing we do at Frank and Maven is not like, let’s turn up the ad budgets. It’s like, how can we do more with what you’re already doing? Yes, very often, for the first year, we don’t make any increases at all. We just say it in budget. We just say, cut that out. Do this better. Use words more wisely. Words are free. Yes.

Caleb Agee 11:29
Words are free, yeah. And a really quick way to look at this, that’s where we get into numbers. But if your ads are getting the clicks at a reasonable rate, and we we talk about that even with with Ryan, and there’s some benchmarks you can look up, but then you notice that your website isn’t converting at the rate you want it to. That’s where you get to look click through. Rate. That’s your ad. Yeah? Conversion Rate, that’s your website for most

Brandon Welch 11:53
local products and services. If you are less than a 10% conversion rate on your website, you could be doing a better job with words. Yeah. I’m not saying everyone will get a 10 easily, but the difference between five and 10 is words probably more than it is doodads and tactics. It could be some formatting in like, order of language, but like, we’re

Caleb Agee 12:14
assuming you have like, a reasonably open, reasonably Yeah,

Brandon Welch 12:18
most people that come to our front door have in the two to 3% ranges, and we pretty quickly get them to that six to 10 range. I have some, I have some. We’ve done this for so well that they’re in the 30s. Yeah, 1/3 of every visitor from search is turning into a customer opportunity. And it’s just, that’s just bananas. So yeah, that’s different for every industry. We’ll do an episode on that sometime. But to get out of nerd mode and just to tell you, like, what you could probably do on your own, or with a pretty quick email to your web guy or gal, to say, Hey, could you make answers to these top five questions? Just validate the question is, so if it’s, I’m thinking of a roofer we did this for who had the very typical, you know, schedule, a consultation language, and literally, like, 28 years in business, and, you know, American products, and we are we, are we? And all, all we did is we figured out that, like, one out of four or five times somebody calls their office, it’s about, will you take my insurance? Will you work with my insurance company? Yes. And so the very first thing we put on this website is, we cover, we work with all insurance. Yeah, yep, you know, click here and we’ll set up a consultation or a set up a appointment with your adjuster, like you even took that validation out of it, and there’s no other website doing that. Yeah, so if you’re a roofer, for advice, right? Yes, there it is. Another thing we did was we figured out a lot of them were had different needs for roofs. So one of them was, I just hate the look of my roof, and I’m about to sell my house, and I know it needs to be done. So it’s like, that was probably pretty literal, like replacement. But the other one was like, Is your roof leaking? And so people that had a random roof leak or a storm link or whatever. Yeah, that created that language. They

Caleb Agee 14:02
don’t want to think that they need a whole new roof. It got a little leak. And so we’re going to talk about that in a second. You’re jumping ahead, but that’s okay. Let’s go to tip number three real quick. Show frequent, updated social proof. And what we’re looking for here is your Google rating, your Yelp rating Facebook, any if you’re in an industry board that’s got, you know, star ratings on it, or reviews, or whatever, what we want to do better business bureau, all of those. We want to have your scores high on the page. Yes, the the little widgets, or you can even make an image graphic, as long as it if your score changes dramatically, you make sure you keep those up to date, but you can there are little widgets you can get to keep them live that they’re reflecting exactly what your Google score is right now. And those whether people realize it or not, when they see little Google Yelp Facebook, there’s such a subconscious validation, and then they see those stars next to it, yeah. Man, that is, we’re these

Brandon Welch 15:01
are things they already trust, right? So we call this a Trojan horse. Yeah, you’re putting your thing that is unknown and untrusted inside the bigger thing that is already known untrusted, and it goes straight through the gates of skepticism, and your brand gets inside the trust mode.

Caleb Agee 15:16
Yes, yeah. And so it’s so powerful. And then, and then, I what you can do beyond that is also include review widgets, little scrollers with with reviews flipping through. You can make those live. Technically speaking, those are not all that hard to do anymore, and your developer should be able to pull that off. Be

Brandon Welch 15:33
Yeah, be specific. And I would, I would do the NASCAR method. I would just splash all the logos where you have a good reputation, yeah. And that just, yeah, that demonstrates instant trust.

Caleb Agee 15:43
Yeah. The other thing I’d say is there’s no reason you couldn’t, you couldn’t do that on your internal pages as well. A lot of times we think about the homepage being the main thing, but you don’t know where somebody’s landing, so you may have a service page for our estate planning, you know, attorney, they may be landing on the estate planning page instead of the homepage. Well, if we don’t have those reviews, that social credibility, and they land on the estate planning page, we’ve missed them with that credibility. So there’s no problem putting those on every page, you know, generally speaking. So I think that’s really horrible. And then

Brandon Welch 16:19
do take that a little further. The pictures that you have of your customers, if you can have them standing, you know, in their everyday, you know, appearance in front of their house with you thumbs up, or something that just like, smile on their face and shows the completed project. Or work like realtors, I think, do a really good job of this. They do the pictures of the closing I bought my home with, yep. But if you’re an attorney or if you’re a doctor or whatever, you know, when the moments appropriate, go out front, stand in front of your building and take a picture and just be like, you know, I’ll make it a make it a fun happy thing. Yeah, if

Caleb Agee 16:54
you’re in business to business, you could do case studies or examples of how, if you’re saving somebody money, or something like that, you could do a case study and show we saved this company this much money by switching to our service, or we helped save them this much time or and so if you can get real examples of those kinds of things, get real reviews from credible companies, especially if you’re local in a local area, and they See that logo of, oh, I helped Frank and Maven. And people know Frank and Maven, and you’re associating yourself with them and giving good energy all the way through really powerful, yeah, and

Brandon Welch 17:30
don’t put them on there and coach them on what to say if you’re doing a video, like, just let them tell their story. So cool. That’s a good one social proof is, I mean, I’ve seen two or three percentage employees, percentage point increases happen just by doing that. Honestly, they didn’t have it for sure, and there’s research out there probably says it’s a lot better than that. So tip number four, shall we have multiple conversion points on every page? It’s a big miss on a lot of websites. Yeah, so we talked about the five having your top five questions you can answer. Those could be conversion points and just taking people to a form, or they can just be like, be as helpful as possible. But this is more like the green eggs and ham method. Would you like them with a box? Would you like them with a fox and then they scroll down a little more? Would you like them in a train? Would you like him on a plane or in the rain, whatever he says? Yeah. And Sam, I am asked for that sale like, 13 times before finally gets the sale. Yeah? And it’s like you, you make the statement you’re making, your outline, you’re going, okay, yeah. We need to talk about this. We need to validate this, this and this. But at the end of every, like, little neat paragraph, you go, get started. Now, schedule an appointment. Now talk to a team member now. Yes, give us a call now. Yeah, text over hours or after hours right now, you know. And so I think the format we found to work work the best just this could be, there could be nuances, but have a form that’s easily accessible on the homepage to where, if the people who are like who searched it and they’re ready to go. Now. They get to that quickly. But then also these buttons that take the people who are not so sure through their uncertainties and their objections and their validations as you get down the page. Have that button take them back to that form. Yes,

Caleb Agee 19:13
yeah. And I think what just going back to the maybe the roofer example. We had also use different language, because you don’t know what mode that customers in when they’re searching, they’re scrolling down the website. So you want to walk them through, yes, somebody might be in. I need a price mode they might also be in. I have questions mode they might also be in. I have a leak. You know, I don’t need a full replacement. I need, I need just somebody to come look at my house. And so if we can think about the different ways that people might, you know, engage with us, we want to. That’s the headline above each of those different form points or buttons or whatever, however we’re leading them there. Your job

Brandon Welch 19:51
is to anticipate the question that is in their mind and answer it before they have to look for it. Yes, I have increased website traffic by or sorry, website. Leads, we’ve increased just with literal words, website leads by 400% just by changing one statement from schedule a consultation to get a price. Yep, that language, in and of itself, was the question that the person actually was thinking. And instead, most people are thinking, what? What’s in it for them, like the business owners, like, yeah, I wanted to schedule a consultation, and we didn’t change anything after that, yeah. All we did was change the language of the form that says what you’re going to do is get a price, and we promised a different thing, instead of a big scary meeting, the end result was the same. They still got the big scary meeting, but we said, get a price instead of schedule an estimate, 400% more leads for the same exact money. Yeah.

Caleb Agee 20:39
So multiple

Brandon Welch 20:43
conversion points, try different languages, and look over time, yeah, try something for a month, and then go back and say, did that work for me and

Caleb Agee 20:49
I, I think it goes without saying, but I’m gonna go ahead and say it. If you have the lonely form just sitting on some other page, you’re on your Contact Us page, and that’s your only form, or your schedule an estimate page, and that’s the only form on your site, and somebody has to click to get there. You’re, you’re creating friction that does not need to be there. Load times the they’re just, that’s an extra step. And you are, you are allowing people to fall off that could have converted. And you’re just, you took two seconds too long for them to click that button and go over there. But if you put that form on the page, form on the page very often, you’re going to have a higher conversion rate. So this is a pro This

Brandon Welch 21:27
is a pro pro tip. Instead of number four, I’m just going to say this because it just popped in my head, yeah, instead of saying name, phone, number, email, which everybody thinks, oh gosh, somebody’s either going to call him, pester the heck out of me, or I’m going to go to some random inbox. I’m not going to get called at all. Put in that form ask three or four questions about the project. Start there, yes. So if it’s, if it’s Windows, you’re going, how many windows would you like to replace? What trim color would you like? And the person’s answering these questions in their mind before they ever get the threatening name, phone or name, phone number, email. Oh, yeah, those are the end, yeah,

Caleb Agee 21:57
yeah. That’s great, yeah. Which that leads us perfectly into the next the next part of the next tip, the next tip we’ve got, number five, is clarify your process. So one of the biggest hesitations I think people have is when they fill out, when I fill out this form, when I give you a call, what’s going to happen to me? Yep, and here’s a news flash. I’m going to assume the worst of your company, because I just don’t know, you know, I’m going to assume that you are going to blow up my phone. You’re going to blow up my emails. I don’t, I don’t really know. My email to al Qaeda. You’re going to somehow force me to, you know, let you in my in my house. You’re going to sell me something that I don’t want, you know, that’s I we just create all these fear based emotions, and that’s what holds us back in in probably half a second, right? All that, all that rushes through. And if you would stop and clarify your process right next to that form, like, what will happen to me, customer, you will get me, you’ll give me this validation, this expectation that I know you’ve already thought about what’s going to happen to me, and you’re telling me clearly, it’s empathy. I don’t I’m not afraid of it anymore, because I know what’s going to happen, even if it’s exactly what, even if you are going to call me, even if you are going to text me, I actually don’t mind, because you told me you’re going to here’s

Brandon Welch 23:15
the crazy thing. We do this in real life. We don’t just say, Caleb, follow me. Let’s go. I say, Hey, here’s what I’m thinking. We go here, yeah, we’re gonna grab it, and then we’re gonna do this. Come back. We do this in real life. Okay, cool. That sounds good to me, right? And we don’t just don’t forget to be human on your website. And so this clarifying the process is just yeah it, but don’t make it a nine step process for heaven’s sake. No, like three is best. Five. Yeah, yeah. I pulled up one that we have three steps like it’s actually, in reality, there’s a lot more micro steps in these. But you take the micro steps and you put them in big folders, simple, yeah. So there’s a here’s a client. We have a really high converting website for one, get your easy price. Two, we meet and measure for your project. Three, stress free, mess free, install, that’s a home improvement contractor, right? Perfect. So, and, yeah, and something we did there is we, we promised them what they actually want was the price first, even though they’re gonna have to have a conversation to do that, that’s just what we promised. So, yeah,

Caleb Agee 24:21
yeah, just verify. Be really clear about that. Go, look at your website and you it’s really hard to do, but as marketers and business people, we have to look at this objectively, and close your eyes for a second and say, I’m looking for a whatever you sell. Yes. Open your eyes again. Look at that website and start, start turn on your BS meter, start asking all these questions, and scroll down your site, and you will, you will realize objections and questions and all of these things. And it’s really, really powerful. Leslie

Brandon Welch 24:51
just did a site for a, actually a really tough type of business, because it’s just a really customized. Consulting type business. It’s, I’ll just tell you who it is. It’s drive leadership group, yeah? So they can they consult business owners who don’t probably know they need consulted? Yeah, yeah. And, but the she did such a great job in this. She made three steps, learn the truth, create a plan, improve results. How valid, how every business owner goes? I’d like to know the truth. Yes, everybody likes a plan. You’re just gonna be charging me money for nothing and then improve results. Yeah, that’s why I’m here, right? Yes. So you can probably look up some websites that do that really well. If you need ideas or ask a question at maybe Monday at frankon maven.com Send us a quick you know what? I will do a free website review in the next couple of episodes. For anybody who wants to send us our website and say, Hey, make this better. Yeah, that’d be awesome.

Caleb Agee 25:46
Yeah, be so help fix my website. And we’re gonna need to get, like, a monitor here. So we will, we can cast it on it. Made the camera, guys, he’s

Brandon Welch 25:53
already on it. You

Caleb Agee 25:54
got this? Yeah? Order a projector for us, and we could get VR we could be in the website, looking around. Yeah, I’m just kidding, I

Brandon Welch 26:02
don’t know. Yes, order two Apple vision pros. Right now we need, yeah, we

Caleb Agee 26:06
need it. Okay,

Brandon Welch 26:08
do you have a bonus tip for the we we

Caleb Agee 26:10
have one bonus tip. We said five, but there’s really five plus. So tip you want,

Brandon Welch 26:16
but you know what? Right now, if you want the bonus tip, we need you to go ahead and click like and subscribe. Oh, on the podcast. Yes, we’ll wait. So glad you did that.

Caleb Agee 26:28
Wow. Thank you so much, and

Brandon Welch 26:32
because you did that as our thanks to you. Caleb has a bonus tip, yeah,

Caleb Agee 26:35
the bonus tip is automate the follow up so you’ve got the lead. What you do next with them is extremely important, the speed of your response and the warmth of your response, all of these things we they will dictate whether or not you lead that lead toward a sale some critical moment actually helps them.

Brandon Welch 26:59
You’ve already paid for the click. You’ve already actually, you’ve already paid for the confidence of the customer. They’re already counting on you. And so this is your it’s yours to screw up at this point. And there is, like, a 300% greater chance. It’s actually been higher than that. I want to say it’s 391 the latest study I talked about 301% greater chance of closing the sale if you call and contact them within five minutes. Wow, yeah.

Caleb Agee 27:29
The reality on the flip side is you’re, if you’re relying on your people or yourself, business owner, if you’re, you’re a one man show. You might be on a on a job site when you get that lead, and you can’t just stop, drop, pick up the phone. You may not even know your phone buzzed right? Yes, and so we recommend automating that follow up. Yes. There are tools out there that will help you respond to this lead quicker than you ever could. And by the way, you’re closed in the evenings also, so your office staff might not be there, and

Brandon Welch 28:02
most, most time people are browsing and thinking about this as a family decision. Yeah, after work, after hours, yep. So a perfect thing to do there, and what Caleb was talking about is the second somebody fills out a form on your website, you can make triggers that just fire emails that one thing you could do is just simply say thank you. What would be even better is if you if you know the form that they filled out, let’s just say it was a get a price form. Thank you so much for requesting a price info. We received this, and you can tell the email program to say we know you’re looking for 11 windows or whatever, and our remodeling specialist is looking at that right now. We’ll be in touch with you within, you know, one day, one day, one, right? Whatever you can say so that so you’re You’re not just saying thanks, we got it. You’re saying, Yes, we are doing what you just asked us to do. We’re following up, right? That seems so simple, but, man, so many website experiences do not do that. Yeah, and so that

Caleb Agee 29:01
you can also revalidate the process again, yes, in that email you can say, here’s what’s going to happen next. Jimmy is going to give you a call and he’s going to ask you some questions about your house, then he’ll give you a price on the phone. You know, I’m saying, if you if you can literally spell that out again, you’re just trying to retain their confidence. They gave you enough to give you their email, but you have to hold it. Guess

Brandon Welch 29:23
what else we can do? Yeah, so in the meantime, your reception is going to do all this stuff, call out or call back and talk to the customer, get that process started. But what if we said, Okay, now, automation program in 24 hours after they submitted this, or at 9am the next morning after they submitted this, send an email with project ideas, projects we’re proud of. Here’s three recent jobs we did, and we just thought you might like to see them for inspiration on what you’re thinking about. Yes. Okay, we do it again in another 24 hours, or 18 hours, or whatever. And. Uh, we we do. The subject of the email is, I just never knew how easy this could be. And you’re then you show a testimonial from a client talking about, man they came in, they were they did exactly what they said they were going to do. It was cheaper than I thought. Like, you just find some awesome testimonial, yep, and you’re adding value in this. Like a lot of our clients, we have 10, 1215, I can think of one. We actually have, like, an entire year’s worth of automation, and all they had to do was ask one question. And we’re not, we’re not annoying them. We’re not saying bye, bye, bye. We’re adding value. Yes, about colors, you should think about educating them, educating how to you know what you’re going to do after you get the product. Yes, and, and just sometimes it’s just community related stuff. It’s just feel good, help them out on a human being level, stuff. And here’s here’s the effect of that most people in long term buying cycle products. Once they get to the finish line, they take about two to four weeks before they’ve talked to all the providers and they made their decision, if you were the one that had three points of extra contact for your competitor before they talk to them? Yeah. Do you think you’re going to have better chance of winning? So much better. How about if you had 12 points of contact in the next two weeks before they make their final decision? Do you think that’s going to reiterate so you’re the unlucky guy, and you get to be first out, and they’re calling two others, yes. And you get 12 more points of contact, and then, oh, by the way, we maybe do something fancy on Facebook, and we’re following around with cool installation videos you’ve done. Close not just, not just lead rates, but close rates go up, and then after that, what do you think their review experience is going to be like? Gonna be strong. It’s gonna strengthen your brand in so many ways. And most of this stuff while you’re gonna have to probably hire a nerd to do it for you, it’s kind of like once you do it and make the investment, it pays dividends for a long time, and

Caleb Agee 31:48
it runs, it runs for a very long time. So a couple tools, a few tools we use, Wu sender is powerful. Hatch has been a big one. Email softwares like MailChimp, Klaviyo, Constant Contact, all of those can do a lot of the things we’re talking about. They do they do it in different ways. So some of them are texting, some of them are emails, but I would encourage you to look into those. A lot of them can start off self serve, or they have a like a launch team that’ll come and help, help onboard you and write it out, and you just need to make it sound like you. That’s the only thing I would I would warn is they’ll give you some cold default emails, texts, whatever. Those sound like. Don’t sound like a robot. Don’t sound like a robot. So yeah,

Brandon Welch 32:26
those plug right into your, probably your existing website, and you’ll be off to the races with automation. So Oh yeah, that was a heck of a bonus tip. Yes, all right, so what we’re going to do is we’re going to use you instead of we. We’re going to answer the top five things your customers are asking on the home page, we’re going to show frequent and updated social proof from all of the Google’s yelps and review sites. We’re going to have multiple conversion points on every page using different language for people in different points of the process. And we’re going to clarify our process into three to five steps so that people feel less threatened to take the next step. Yes. And then, if you’ve done all that, you’re going to automate your follow up, you have a wonderful experience, high impression count with your customers and reviews, reviews, reviews, strong brand, right?

Caleb Agee 33:13
Yes. Build it up. Did we do it? I think we made it happen. Nate,

Brandon Welch 33:17
this feels like a nine out of 10 episode, 10 out of 10 out of 10. Oh, 10 out of 10. He says, it two thumbs up from eighth camera guy. Thanks so much for listening. If you enjoyed this, please hit the subscribe button. Please forward this to another business owner. We’re on a mission. We’re nearing in on 10,000 subscribers now, and it’s so cool. Yeah, we’re on a mission to help, just as we say, we start help you eliminate waste and advertise and grow your business and grow your business and achieve the big dream. We are super serious about that, like that is why we’re doing this. Yeah, so reviews help. Please do that. We’re not just we just want to be the one of those guys asking for no good reason. It’s for a mission you will be helping business owners like you across the nation and the world, send in any questions to Maven Monday at frankon. Maven.com we have an awesome spring, coming up with some cool interviews, but in between, man, you’re gonna love some of these people we’re interviewing. They’re gonna rock your world. In between, we want to be tactically helping you make progress on whatever’s challenging you in marketing. So with that, we’ll be back here every Monday answering your real life marketing advertising questions, because marketers who can’t teach you why are

Caleb Agee 34:20
just a fancy lie? Have a great week