Providing The Proof: Ensuring Lead Delivery To Your Client

Last week, I had a message from one of my clients complaining about their lead delivery. He almost did not want to re-order.

By looking at the client’s reports, I was able to see that their team was still processing the leads.

They were actually having one of their best months in a long time.

If I didn’t prepare and have access to my client’s data, I would have never been able to spot this issue and could have potentially lost the client.

It is so important to know your data and as much of the clients as you can: the more information, the better. You will then be able to provide proof when the fault is not your own.

Try and get your client to send a short daily or weekly report. This could even be automated, making the process easy for them.

Video Transcript

Hey everyone, it's Dan Wardrope here from Flexxable.

I hope you're all well.

Today's video is really about pushing your clients for more data, okay?

The reason I'm bringing this up is, today we had an email from one of our biggest clients asking how the lead generation's going.

They were a bit concerned about their cost per client, I guess.

And what they do is they, we've got them to actually send a daily report to us, and we can kind of look at the progress of the leads as they're going through.

And we can see, you know, how far along the progression of a sale that these leads are, okay?

And one thing that we kind of noticed is that there was a very high proportion of leads that were kind of at the last 10% or last 20% of the process of converting into a sale.

And, unfortunately, when management looks at some of these reports, they won't notice that, and they'll just look at the front page and they won't see that there's actually a big pipeline just coming through in the very near future.

And unless you're able to get that data, and you're able to kind of dissect it yourself within your agency, or if you're doing this by yourself as a freelancer or whatever, then you're going to lose clients because they just don't understand the big picture. So the first thing is to make sure that you get as much data and as much reports as you can, as many reports as you can from your client, and also make sure that they're very thorough with the way that they're filling out the details of the, you know, of how far the potential client is, sorry, the potential prospect is along the lines of becoming a sold lead or a closed client, okay?

I hope that makes sense because sometimes it makes all the difference.

And if clients are gonna switch off or they're thinking about turning off their leads with you, or they're thinking about, if you're running a retainer based model or whatever, then they're gonna do that unless you can kind of stick up for yourself and use the numbers to prove that your stuff is really, really, actually quite good.

And what happened is I wrote an email back and said, "

Yeah, like, things are looking a bit slow this month, but have a look at these 17 leads that are just about to tip over, you're actually on the way to one of your best months in a very long time."

And the reply back was literally, "Boom."

and referenced the guy that looks after the report and said,

"Is this true?

If so, we need to ramp up."

Okay?

It was a really good kind of learning curve for me.

And really, I thought it was a good idea to share this procedure with you and, and how I dissected into the report.

And it didn't take me long at all.

I mean, I don't, I'm off the tools a lot, but I had a quick look because the email was quite negative.

I hope that helps guys, if you want more tips, then hit subscribe, and I guess I'll catch you next time, bye-bye.