The majority of businesses are missing out on 97% – 99% of the potential sales leads they could be generating from their current marketing and advertising.

In this podcast you’ll discover a simple way of maximizing your marketing and advertising dollars by generating more sales leads from what it is your doing right now without having to increase your marketing budget by a cent.

By making a few small changes you’ll generate more sales and get maximum value from the marketing dollars you’re already spending.

Who is this for?

If your advertising ROI is running in the red, isn’t generating the leads you think it should be or if you’re not really sure if your advertising is producing a positive revenue for you, listen to this podcast. David Hawke will share exactly what they do to maximize leads for their clients and how you can do it too.

In this podcast:

  • What’s working and what isn’t
  • The two things you should be striving for
  • What to tell a prospect to get the sale or a lead
  • Where should your contact information be?
  • What you can do to get prospects to interact with you
  • How to get future buyers in your pipeline
  • How to market to your prospects nearly free

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View the complete transcript:

00:00 Speaker 1: Hey there, welcome back to the Marketing Velocity podcast. I David Hawke, your host. I really appreciate you spending these few minutes with me today and I’m going to make them as valuable as I possibly can for you. Today, what I want to talk about is maximizing your leads. And when I tell people we maximize leads I always get, “Well, how do you do that?” So there’s one tool in particular that we use to really maximize leads, and that’s the website. And if your website isn’t generating leads for you, it’s probably not set up correctly. And it’s not rocket science, there’s no magic to it. And I want to share with you today exactly what we do to a website to make it a lead maximizing website as opposed to just a static kind of business card thing sitting out there on the internet that nobody does anything with.

00:52 S1: So, there’s a couple of things. First of all, you really need to hook up analytics to your website. Because you need to know who’s coming to your website. How they got there, how long they stayed, what they did when they got there and all that kind of thing. And the great thing about analytics is you can see, if you’re running a radio ad, you can watch and see when that radio ad ran, if the traffic on your website spikes. So you’ll know, did people hear that radio ad and come to the website. You can see all that in analytics. So, that is an awesome thing for you as a business, because now you can track and see what’s working and what’s not. And if that commercial you ran, at 2:00 o’clock in the afternoon didn’t work, but the same commercial ran at 7:00 o’clock at night and it did work, you can quit spending the money at 2:00 o’clock, and just spend it at 7:00 o’clock.

01:49 S1: Start getting that kind of information for your business, and you can maximize your marketing to send the most leads, and then when they get to your website, what do they do? You want to maximize those leads. Pull those people in. Get them there, and you either get the sale or you get the lead. That’s the two things that we try and do with websites. Some people are ready to buy now, but it’s probably only 1% to 3% of the market that hears your message that’s ready to buy now. Probably closer to 1% than 3% actually. But, anyway, if your saying, “Call me now”, and that’s the only option you give em, you’re only only getting that 1%. You’ve got to continue to spend the big money, marketing on that radio ad, or the whatever it is. If it’s a magazine, billboard, TV, whatever, you’ve got to spend big money doing it. You know that’s expensive. So why not maximize the leads you’re getting.

02:49 S1: When that person comes to your website, are you telling them all about your business and how long you’ve been in business and that kind of thing, that doesn’t sell. And it doesn’t get a lead. What people are looking for when they come to your website, is answers to their questions. So if you’re selling a sun room, are you telling them all the answers to the questions that they may have about buying a sun room. “Is it dangerous if my kid falls into the glass.” “Is the glass gonna break and shatter and kill them.” I mean, those kinds of questions. I mean that’s a drastic one, but, those kind of questions are the things people are looking for. So that’s what you’ve got to tell them.

03:34 S1: Not that you’ve been in business for 47 years or 4,000 years, or all that other stuff. They don’t care about that, and unfortunately, they don’t care about your business. And they don’t care about you. And I know that’s harsh, and sorry if it hurts your feelings, but it’s the absolute truth. They don’t. They care what you can do for them. So that’s what you need to be telling them. And the way to do that, you need a call now or a way that they can contact you easily. So your phone number should be on every page of your website. It should be visible, at the top somewhere, on every page so people can see it immediately, and it’s clear, how to contact you, because there’s nothing worse, than somebody wanting to buy your product, and then they can’t figure out how to get in touch with you to actually buy it.

04:26 S1: So give the phone number clearly on every page. Also, give them an easy way to contact you, so if they’ve got questions, let them ask you questions. And those can be emailed to you, you can email them back. It just makes it easy. People, I’m telling you. People, when they’re on your website, have questions and you’ve got to answer those. And if they can’t find the answer to their question, give them an easy clear way to contact you, from the website so that they can not spend a whole bunch of time searching because they’re not going to do that. If they’ve got to search a whole lot, they’re going to click out, they’re going to go to your competitor.

05:08 S1: The other thing you wanna do, is I told you, only 1% to 3% are ‘buy now people’, so that means that 97% to 99% of your prospects are actually not in the market to buy today. But they’re going to buy sometime in the future. So to get those people, you give them something to download. Give them a, again, let’s use the sun room example. Give them a guide to buying sun rooms. Or the guide to buying sun rooms. The guide to putting the best sun room possible on your house. They’re going to have an interest in that, because most people don’t know a whole heck of a lot about sun rooms. So they need you, the expert to tell them what it is that they should know about buying sun rooms.

06:00 S1: Now, the cool thing is, is when they download that, you get their email address. So now you can continue to market to them, nearly for free. And we have done this, we’ve created lists for people and they work like crazy. We have a customer that I won’t give… Well, I’m not gonna tell you their name. But we have a customer that on average their website sees somewhere between 18 to 27 people clicking on it per day. And when we send that email, we do have all these things that we’re talking about set up on that website. But when we send an email to the list of the people that have signed up, the website traffic spikes up to between 88, and I think the highest I’ve seen it at this point has been 137.

06:52 S1: So it’s quadrupling plus the website traffic for that day. And that’s just by sending that one email. So if you want your customers engaged with you and you want to maximize those leads that you’re getting from your advertising… Like I said, advertising is expensive. Why not grab that person’s contact information and be able to send them an email now and again, or even a full address if you want. Then you can continue to market to them a lot cheaper and actually start to make a positive ROI on your marketing.

07:27 S1: So that’s today’s podcast. If you have any questions on this, there’s a comment section right below this podcast. If you’re listening to this on iTunes, you can go to, click into the podcast, you’ll find this one. Just go, click into that episode. Down on the bottom there is a place for comments. So leave me a comment, send me an email. You’ll find that it’s easy to email me from my website, if you have questions. Imagine that.

07:58 S1: I just wanna thank you again for joining me for the podcast. I’ve enjoyed giving this information to you today. Hopefully you can go out, use this to better your business. And if you by chance need a website set up for you to actually maximize your leads, let me know. I’ll be glad to set that up for you. We do this everyday, pretty much all day long. That’s what we’re doing, is working on getting the maximum leads that you can get from you existing advertising.

08:32 S1: So great talking with you today. I’ll talk to you in the next episode. Thanks. Bye.