By Julia Littlechild via Iris.xyz
Question. What percentage of prospects, who take the time to meet with you, become clients?
I’m going to go out on a limb and guess that it’s high. And while ‘high’ is a good thing, the question masks a real problem. There’s a more important (and potentially uncomfortable) question I need to ask.
What percentage of the prospects, who stopped by your site, took the time to meet with you?
Let’s face it, it’s easy to get a little self-congratulatory if we focus only on our conversion rates from prospect meeting to client. However, if you’re only meeting a small percentage of the potential clients who pay you a ‘virtual visit’, you could be missing out on a much bigger opportunity. Like the water that seeps through holes in a bucket, too often we let prospects slip through the cracks without ever knowing they were there.
Prospects hear about you from their friends and from their other professional advisors.
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