The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales (Chris Smith, 2016)

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Review: Clearly segregated on leads generation and closing techniques, not too updated but maybe it was sufficient at the time of publication. Concise fundamental to kickstart beginners. Rated: 8.5/10

  • Enthus[iasm]: I am sold myself
  • Communication: 55% body language, 38% tone of voice, 7% words
  • Trustworthy website
    • One column
    • Social proof
    • More contrast
    • Fewer form fields
    • Keep focus
    • Larger targets
    • Design for edge cases: be found
  • Leads capture
    • “Alert” box
    • Live chat
    • Full-screen pop-up
    • Contact information on header & footer
    • Dedicated contact page
    • Alternative call to action
  • Speed + tenacity + script = highest conversion rate possible
  • Phone contact within 5 mins yields more response than 30 mins
  • 6 attempts of call before initial contact
  • Best time to qualify leads: 0800-1000, 1600-1800
  • Best days to qualify leads: Wed & Thur
  • 3 simple bucket: educational, entertaining, conversational
  • ARP: acknowledge, respond, pivot
  • Building trust
    • Co-branding: align with familiar & trusted brand
    • Statistic: convey numerically
  • Proactively uncovering objections (PUO): dig deep
  • 5 yes techniques: yes, yes, yes, yes, finally
  • Feature, benefit, Tie-down technique: does this sound like something that would help your business?
  • Trial close: “Great, so here’s what happens next…”
  • Slot close: “So, how do you intend to pay for this?”
  • ARC: acknowledge, respond, close


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