“Keep everything as simple as possible.” – Joe Ingram in today’s Tip 548
How will your prospect get engage with you?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Joe Ingram, the CEO of Ingram Interactive. I don’t think we’re related, but this is a pretty good idea. Give a listen:
Joe Ingram: In today’s business, lead submissions, right? Or website visits that convert into a contact me or an I’m interested, lead submission come in consistently. So if you’re advertising, the goal is what? To get the prospect to engage with you. One of the big things I always tell people is a confused mind will never click submit. So keep everything as simple as possible.
With that, I’m trying to get one place with my prospect. I need to be in one place. Now, ideally, I’d say, Oh, that’s face to face. But not all of us do actual brick and mortar businesses where we have to get in front of somebody. Where I want to get is right here. I need to get on their phone. I need to get to them. And 90 percent of all emails are read on a phone. OK, it’s only 17 percent of the people that an unknown number comes in will actually pick up the phone. OK. But ninety-three percent of all text messages are read within five minutes. OK. So how do I get him on the phone? If I get a lead submission, a form that comes in to me and there’s a phone number given, I will pick up my phone and I will text that individual right away. Seventy 78 percent of the sales go to the first responder. Now, I’m going to go ahead and say I’m going to go text that person, go. Hi, it’s Joe over at XYZ Company. And I want to know if it’s OK if we text today. So I’m sending out a yes or no question. Very short, very simple. Don’t send the novel too many times. We’re dumping in all of this extra information thinking I only got one shot. Well, they know they submitted an actual request.
So, again, throw it out there. Hi, it’s Joe over at XYZ Company. And I just wonder, know if we can text today and then I wait 60 seconds. I’ll wait 60 seconds, then I’ll pick up the same phone I texted from and I will dial their number. The number is already there when I dial it. One of the best things that’s helped us today is iOS from Apple. When you call somebody so they have an iPhone and you call them after you texted them. The system reads off to them instead of saying no, no, it says maybe Joe. Now they have to stop and think, which, Joe, is this that I’m ignoring. So you have a much better chance. So instead of a 17 percent answer rate, I have companies almost up to 50 percent answer rate because the person is trying to figure out who they are. And why does their phone know them and they don’t. So they answer the phone and that gets you the conversation and gets you talking to your prospects.
And then you do what you do. Hopefully, I’ll be back around to explain better ways to convert it once you get them on the phone. Thanks. I appreciate you.
Scott Ingram: To learn more about Joe, Ingram Interactive and his Sales Genius podcast. Just click over to DailySales.Tips/548 and we’ll have everything for you there.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!