Bait Part 2

You see, the first step is capturing the lead. You can only learn how to capture the lead by doing testing, researching your client, and understanding what bait works with the prospect. The secret is testing, research, and eventually you will build what is called a “control” offer. The control piece consistently performs at a certain rate. For example, about a year ago I built a landing page on a website and used 3 different versions of an offer. Ultimately, I received a 20% conversion on one offer and only a 3% conversion on the other offers! So, by testing and using a good offer, I was able to capture one out of five visitor emails!

When I consult with a client, my company will research your business to find out what bait might make your prospects move forward. During this stage, we’ll also discuss where your “bait” might be placed. For example, perhaps you might have a business where customers come in, or they might only go to your website.

OK Bob, so how will this work to grow my sales? I hear your question ringing in my ears! Here is an example… Let’s suppose, right now you are generating 10 new leads per week. Imagine if we tested, reworked, and found additional places for your bait. You would see an increase in leads. What if you generated 20 leads per week because of these changes? The truth is, most businesses could see increased sales without adding marketing if they would just say the right things with the prospects they have right now.

It is really easy to do! On a website project I worked on last year, a client added offers to his main site and received only a 2% opt in. However that was enough to generate 20 new deals per month! Another client added offers to 20 mini websites or micro sites. They ended up making dozens more websites because they found that for every website they had they would generate even more leads.

Again, step one is finding what works and what makes people raise their hands and say, “I’m new and I’m interested in buying”! It could be a free book, free report, free CD, or free consultation. The key is having an offer that is good bait! Once you get some bait, you can start using it to capture leads. You can use it in your call center, website, and showroom! The key is you must have something.

So what is your bait? What do you give people when they come into your showroom or doors to give up their information? If you don’t have a FREE offer, gift, or something, then you’re missing it. I know, you’re saying it is unprofessional to offer something!

WRONG! Imagine that every client who called in as a prospect to ask about a price, you ask them if you can send them over Report all about the secrets of your product and a 100% free gift voucher? My guess is 50% of them would say yes, and you would then have a bait offer! You have to think outside the box! If you think tracking is hard, then you need to keep reading. All your sales people have to do is open up a web page and add the client details to a simple form and push enter! POOF! The lead is taken care of and all the marketing is scheduled!


Hi, I'm Robert (Bob) McCombie founder and CEO of McCombie Marketing Solutions. I am passionate about family, veterans, business and marketing.


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