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Troubleshooting a Drop in Leads & Sales

YOU DID IT! It’s been five years and not only have you defied the statistics that said your business would fail, but instead your business is booming… well it was booming a few months ago. You were so busy taking care of the regular day-to-day business activities that you failed to notice that leads and sales slowed down. Now you are caught up with your workload and things are painfully slow. Now efforts shift to troubleshoot a drop in leads and sales.

What happened? Where did things change?

You used to get 20-30 new leads a month, but last month there was a grand total of six leads! Facing layoffs and losing some of your best people, you become ultra-determined to figure out what happened and desperately turn it around before things get much worse.

You start to troubleshoot, going through leads and sales, advertising and promotions, service requests and human resources. There aren’t any red flags but you know something changed! Your Facebook ads are running as usual and people are landing on your website, but that seems to be where things stop.

You call your web developer and ask if something changed on the website. Looking through their records, the developer mentions that the last change was three months ago. He mentioned that they changed a photo and created a new email address.

“Email address… email address…” you mutter to yourself, “That’s it!” you exclaim.

Three months ago you called the web company to request an email address be deleted and new one created. Your sales guy moved away with his new wife, no longer needed his email address. You remember that the contact forms on your website were forwarded to his [now deleted] email address!

NOOO!! Three months worth of leads, down the drain! Tens of thousands in lost revenue!

Your developer looks into the form submissions and is able to extract all the leads from the last three months. The problem is, you have leads that are now mostly dead. You spend the next two days contacting each lead without seeming desperate, while you can’t stop thinking about the mortgage payment that’s due in three days. Such a simple mistake that brought such a huge change.

Thankfully, after countless phone calls and lost sleep, you manage to close 30% of the leads and increase sales again. Another crisis mostly avoided. Congrats!

Being a web developer and marketer, I get to hear the success stories and the horror stories. This story, though it has different variations, has been inspired by true events [more than once].

All that to say, regularly check your contact form on your website. When you send a test, you should receive a response within a few minutes, if you don’t, check your spam folder. If the response doesn’t come through, contact your web developer to troubleshoot.

If you have never received much contact through your website from potential customers, you may consider improving things like SEO and calls-to-action to generate leads. Let us know if there’s anything we can do to help.

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