Last week we talked about measuring the ROI for team members.  But there’s so much more to this topic.  Today, let’s answer a question we get all the time about where to spend money on your business.

“Where exactly should I spend my money to improve sales conversions? And, do I have to do it all myself?”

One place where you’ll often see great ROI is with nurture sequences.  These sequences educate potential clients about your services and also give you an opportunity to gauge their interest based on their behavior.

Using marketing automation software like Infusionsoft, you can gauge the interest level of each prospect by track things like email open rates, links clicked, and important pages viewed.  With this information, you can determine which leads are the most likely to convert, and spend your marketing dollars effectively by rolling out the red carpet for the best leads.

Get The Right Support

Nurture sequences are a great place to get team support – you’re probably not the best copywriter, sales person, tech expert, AND marketing manager all at the same time – so you may consider getting help in those areas that you aren’t your strong suit. You want to make a strong impression here for your new prospect so it is important to present your brand most effectively, even if that requires help.

Once you have the nurture sequence built, you then have to decide when you should reach out to them personally yourself or with team support.  The first natural place to reach out is after they have received the free content you offer on your site.  Free content is a great way to get people interested in your services and also provides a way to determine if they’re interested enough to actually digest the content.

Consider having a team member reach out with an email to schedule some time to talk with you.  You can even automate this process such that the email appears to be written personally from your assistant.  While it may necessary for you to have the initial sales conversation yourself, you don’t need to spend all of your precious time setting up the appointment details. With new technology like TimeTrade, you can even use an online calendar to automate some of the process!

Strike When The Iron is Hot

Another great place to reach out is just after any sales emails are sent.  The likelihood of converting a prospect into a sale definitely increases with the personal conversation.  That personal touch is so crucial because you can help guide them to the right program, the right product, and explain how your services will truly benefit them.

Even if they don’t sign on the dotted line during the conversation, you’ve planted the seed that can then be nurtured with any further follow-up sequences you have in place!  Remember, if you skip the follow-up process, you won’t convert nearly as many leads into sales.

Before you invest in team support, you need to map out your sales process so you know when these conversations SHOULD happen and the best tactics to convert the prospect into a customer.  Once you know the when and the how, you can teach your team how to help!