This presentation is from Affiliate Summit East 2014 (August 10-12, 2014 New York City). Session Description: Most affiliates and advertisers are leaking leads because of simple mistakes. By fixing common mistakes affiliates and advertisers can boost their ROI and increase revenue without increasing spend.

1. Stop Leaking Leads
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2. Sales Funnel
• Do you know every step in your sales funnel?
• Not all leads go through the entire funnel
• Leads that drop off from the sales funnel are
considered leaked leads

3. Where are you Leaking Leads?
• What is the journey that consumer makes to
become your customer?
• Have you outlined your sales funnel?
• Where does the consumers journey start and
end?

4. 3 Parts of Consumer Journey
1. How Consumers Discover your business
2. Converting visitors to leads
3. Signing up a customer

5. Discovering your Business
• Advertise on major search engines Google,
Bing, Yahoo
• Bid on your business name
• Is your PPC campaign optimized to include
all relevant keywords?

6. Discovering your Business Part 2
• Rank organically on search engines
• Claim your Google+ Local profile
• Manage your business listings on local
directories and review sites

7. Discovering your Business Part 3
• Ask happy customers to leave positive reviews
for your business
• Use remarketing banners to reach past website
visitors

8. Discovering your Business Part 4
• Set up and manage social media profiles on Facebook,
Twitter, etc.
• Respond to questions and comments on social media
pages
• Include phone number and website link on offline
marketing materials

9. Converting Visitors to Leads
• Reduce bounce rate on your website
• Inform consumers about fees and your products on
the website
• Add phone number on top of your website
• Create landing pages for specific marketing
campaigns

10. Converting Visitors to Leads Part 2
• Is your website mobile optimized?
• Can consumers call you from your mobile
website?
• Offer different contact methods like email, live
chat, SMS, web forms

11. Converting Visitors to Leads Part 3
• Answer the phone when consumers call.
• What is the cost of unanswered calls?
• Call back hot leads in less than 1 hour
• Reply to emails and online leads in less than 1
hour

12. Converting Visitors to Leads Part 4
• Do you listen to voicemail?
• Do you follow up with voicemails?
• Do you keep track of missed calls and call them
back?

13. Signing up a Customer
• When you follow up with leads make a good
impression
• Gather contact information from callers
• Listen to calls to improve your call center
operations

14. Signing up a Customer Part 2
• Some leads are not ready to close yet, but they
will close eventually
• Follow up with fresh leads first
• Analyze your customers behaviors throughout
the sales funnel and improve.

15. KPIs Part 1
• Leads Per Action
• Example: from an email blast or print ad
• Qualified Leads Per Action
• Sales Opportunity

16. KPIs Part 2
• Cost Per Sales Opportunity
• Won Deal
• Cost Per Won Deal
• Lifetime Value Of The Customer
• Return On Marketing Investment

17. Questions?
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