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Converting Visitors on a Professional Service Site

Discussion in 'Making Money' started by Cnotey, Sep 18, 2012.

  1. Cnotey

    Cnotey Power Member

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    I know that some of us BHatters found BHW because we were researching how to improve our brick and mortar businesses and make them more profitable. This is how I found BHW. I was looking for a way to bring in more customers to my project management consulting business.

    I do many other things as far as marketing is concerned, but my consulting business still brings in waaay more money than anything else. I don't mind working for a living, it gives me something to do with my time. So my website is the #1 result for my consulting niche. I am getting approximately 600 visits a month, which is pretty good for the consulting niche that I am in. A single converted visitor can pay my salary for an entire year.

    My issue is that I am having trouble actually converting these damn people. My business requires me to actually converse with a client and sign a contract with them, so it's not something that can be bought via paypal or credit card. Additionally, a lot of the time I am dealing with a government entity and there are certain steps I must go through to get the business.

    The best I could come up with is I wrote a book outlining some of the basic principles of project management in my niche, showing them how complex and how much knowledge it takes to do it properly. In exchange for this book, they have to opt-in to my email form. However, for some reason this isn't doing the trick.

    Does anyone have any other good tricks to convert visitors in this type of industry? The only other thing I could think of it is to start an affiliate program and give the affiliates a percentage of my profit upon signing a contract.

    Any help is appreciated.
     
  2. ReALeST

    ReALeST Power Member

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    u could try skype consultation;)
     
  3. Cnotey

    Cnotey Power Member

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    Just to get them on the hook, or should I try and charge them by the minute? I could do this for private sector clients, but a lot of the stuff I do is through government entities, and they wouldn't have approval to pay for something like that.
     
  4. xpesos

    xpesos Regular Member

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    Yes skype could be really better for you...
    Charge them per minute..
    Build an eye catching landing page and ask you previous happy customers to leave in video testimonials. this will increase you conversion a lot..
    there is so spam in internet world and building confidence in your customer is the main art for high conversions..
     
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  5. james406

    james406 Junior Member

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    For something this valuable, I struggle to believe you wouldn't just have a "have a quick chat about it / free consultation" form - with name, phone number and zip or something, in a very very prominent place on your homepage. Collect their details and just give them a call!
     
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  6. ego_whore

    ego_whore Junior Member

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    There are many VOIP Api's that allow quick implementation of a SIP soft on your web site. This basically gives your visitors a free way to get a hold of you. Let's say that you introduce the aforementioned eBook, and perhaps add a call of action (free consultation or answer of questions via SIP), which would tend to stimulate the interested folk into trying out your service.
     
  7. IamNRE

    IamNRE Jr. VIP Jr. VIP Premium Member

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    Well if you can get 1 whole years worth of earnings from one client then I would suggest making the skype call free for the first 20min.

    Its a small investment to make that only costs you your time.
     
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  8. therage

    therage Senior Member

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    Stupidity Makes Me Puke!
    You know why they are buying from you? Go give them incentives to buy from you. Understand your audience then go through the list of erasing doubts, building authority, herd effect, packaging and presentation, pricing, etc. There are huge factors at play that you are clearly missing that you could use to boost your sales. Clearly clients aren't being cleared of doubt of buying from you. If you erased their doubts with solid factual evidence, and the benefits that buying from you gives them, they would buy.

    Instead you get nothing in return. Everyone is weak to psychological factors in marketing and advertising. Study your opponents (the buyers) and defeat them on the Heavy Ground. Foot in the door commitment with a free consultation and maybe even some bonuses on how to effectively do blah blah blah. You get it by now, now go do it!
     
  9. Cnotey

    Cnotey Power Member

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    I do offer a free consultation, but nearly 90% of my visitors go to my ebook (I hate to call it an e-book because there is high level information in mine) instead of filling out the contact form to get ahold of me. Maybe I should require a phone number in order for them to download the book?

    I also wonder what my conversion rate would be if I forced them to skype me before I gave them the book. As I said, maybe 50% of the people I am dealing with are government entities, so Skype would kill a lot of business.
     
  10. ego_whore

    ego_whore Junior Member

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    Get a Twilio client (http://www.twilio.com) - You'll be able to make and receive calls in a browser, and so will your visitors. It's less hassle, because you could place the app right next to the eBook, and generate information about potential customers by handling calls from them.