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find those ready to buy now
get them to contact you…
The Problem
BIOLAP is a boutique consultancy providing and supporting specialist reporting software mainly to financial controllers and directors who need accurate, up to the minute data to help with decision making. Each new client is typically worth between £5K to £15K.
Following a complete overhaul of the BIOLAP website, director Theunis Viljoen approached Peter Lisney of IRUN Telford for help with generating more leads through organic search engine optimisation and pay per click advertising. However, during the initial fact find conducted by Peter it became apparent there was greater opportunity to increase profitability through improving lead conversion.
The Solution
As well as giving practical advice on how to improve positioning in search rankings and increase return on Google Adwords spend Peter helped Theunis to analyse, map and improve the whole sales process from initial enquiry through to receiving the first payment. By managing and educating each lead more closely there would be less chance of prospects going elsewhere or abandoning the concept. Peter also helped Theunis learn a questioning technique designed specifically for high value sales.
A flow diagram of this multi-stage sales process now included a timeframe and prompts for every different type of communication along the way while each event would be recorded on a customer relationship management tool.
The Result
Due to the high value of each client, and the ongoing relationship, BIOLAP usually brings in just 4 or 5 new clients per year; however, within just a week of working with Peter to improve the sales conversion rate, BIOLAP had closed a high value sale with a new prospect.
With Peter Lisney and IRUN’s help, BIOLAP have not only improved their website visibility but now have a robust sales conversion process that has added thousands of pounds of new business in just a few days.
BIOLAP
"“I just wanted to say thank you for the advice that you gave me last week. I am now approaching each call with ‘Forward Progression’ in mind. Yesterday I had a call with a prospect and the outcome was a firm order for a software license and 5 days consulting. This morning I was on a support call with an existing client, and at the end of the call I could see that he was still struggling and suggested that he books me for 2 days to come and work with him on the issue (another 2 days consultancy sold)!”"
Theunis Viljoen, Managing Director BIOLAP Ltd
www.biolap.co.uk
© IRUN 2008 - IRUN Business Intelligence – Internet Marketing Strategy & Business Website Design Specialists
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