Questions

I run an app company in U.K. And Was wondering if anyone knows where to get leads from?

I'm having trouble getting good quality leads. Most of my leads just asking for price and not coming back to get a sale

4answers

I would be able to advise you better if I saw your website or knew what your niche was but there are two broad principles you should follow:

1) Optimize what you are already doing
You are already getting leads. So, it's not a traffic problem as much as it is a conversion problem.

Keeping this in mind here are some of the things you can do to improve lead quality:

a) Improve the copy on your website. Your positioning and your USP should be such that the right people are attracted and more importantly, the wrong people are turned off. Focus on what your ideal clients look like, and then write the copy around their pain points.

b) Nurture your leads better
Do you have a lead nurturing system in place? If the lead asks for a price, do you ask them to submit a form where you attempt to get more context and insight into their business challenges? Do you run an autoresponder campaign where you highlight the issues your potential customers might face if they dawdle over the transaction?

Sometimes, people might have the budget but they might not have the talking points to sell you to their bosses. It's your job to give them that ammo.

2) Once you have optimized your current processes, you will need to find out new ways to get leads.

You can target a number of channels depending on how much your customer acquisition costs are and the projected customer life time value is.

I would be glad to work out a lead acquisition strategy for you and help you execute it if you can give me some more details.


Answered 6 years ago

Hey there,

Without knowing your industry, it is impossible to tell you where to go to "get leads", if they were just at the "Lead Store", our job would be so much easier, right?!

Don't forget, a lead asking for a price is still a lead.

Since we don't have a "lead store", we have to do a little more work.

In my 15+ years of experience, leads who are asking about price first often are not educated in what they *should* be asking, they default to an element that they understand -- without understanding what they need.

I liken this to buying a car. If someone were to ask, "How much does a car cost?" The resounding answer would be: "It depends!"

Do you want a car that runs? Do you want a fancy car? Do you want a van/truck/sedan? Do you want it to be fast? Do you want leather seat covers? Power windows? New? Old?

If a client comes to you asking about the price for an app, it is easy to fall into the trap of giving them a number.

Instead, take a consultative approach. Ask them what they want the app to do for them? For example, "What are you wanting this app to do for you?"

By exploring what they are *really* seeking (probably more leads themselves, or to reduce customer service costs, or to gamify their services in order to increase average sales -- or decrease customer acquisition costs) -- you can help them realize that an *app* is not their solution, it is a tool. Instead, their solution is reducing costs/increasing sales/leads/etc. Then, by working backwards, you can help them see the value of such an tool, "Based on your goals, you want an increase of 500 customers per year, at your stated retention rate, and average customer value, that equates to $50,000 per year. To realize this requires a tool (the app), which is an investment of $10,000."

Now, they are thinking in context of a $10,000 investment nets them $50,000 per year.

Again, by helping to frame what the prospect is looking for, you can have a conversation about value rather than shocking them with a $10,000 price tag "for an app".

I'm happy to help more, just reach out or book a call here.
-Shaun


Answered 6 years ago

App company means you are app development company or it means you have your app (product) and leads are asking for the price of the product?

In both options I will reply with detailed answer since I have 30 person agency and I build products!


Answered 6 years ago

Some of those "low quality" leads simply lack the budget to hire you. But many of them COULD hire you ... provided you persuade them.

Really, you have a fourfold challenge:

(1) Improve your own conversion rate. Transform a few of those "low quality" leads into clients. On your own terms, without compromising. That means revisiting your sales pitch and honing your interaction habits.

(2) Improve efficiency by eliminating repetitive explanations. Put it in writing, and give prospects a chance to read a bit about you before they ask questions. That should screen out leads that probably won't convert, and it will save time.

(3) Boost lead volume. Get more leads of the same sort you're already getting. Even if only 1% of leads become customers, you can still double your clientele by doubling those leads.

(4) Improve lead quality. Attract a different kind of customer – with a bigger budget and enough experience to value what you're offering. Look for some feathers to stick in your cap. Then go where these target clients spend there time so you can strut around like a peacock.

Your question is focused on #4. But let's not forget about #1, #2, and #3.


Answered 6 years ago

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