Question

Topic: Customer Behavior

Final Step To Prospect Conversion

Posted by mgredu on 9/1/2011 at 8:08 AM ET 500 Points

What could be wrong?

I have hundreds of people downloading my order forms, but no actual sales are coming through. You would think this is as close as one could get to completing the prospect-to-sales conversion cycle, but no cigar. What's keeping them from purchasing my products?
To continue reading this question and the solution, sign up ... it's free!
SUBSCRIBE
Or, SIGN IN

RESPONSES

  • Posted by marina.takejame on 9/1/2011 at 9:29 AM Member
    first we would need to check the form itself to make sure there isn't anything there that will drive people away.
  • Posted by mgredu on 9/1/2011 at 10:01 AM Author
    Sure! Here is the link https://www.creditedu.org/landing/FR_11-12_CCP_Enrollment.htm

    Thanks
  • Posted by Jay Hamilton-Roth on 9/1/2011 at 4:37 PM Member
    Prior to downloading the form, were people aware of the information required/pricing?
    Can you convert the form to an online form to better measure where abandonment happens?
    Do you have contact information for people before they download the form to follow up in case they don't follow through?
  • Posted by mgredu on 9/1/2011 at 4:52 PM Author
    Hi Jay,

    For the audience that I''m testing, I did not give them the pricing info, but enough details of the product to move them through the next step of downloading my order form. I''m hesitant to require prospects to provide their contact info before allowing them to download the form. I''ve tried that with other products and got a lot less downloads.

    Thanks

  • Posted by mvaede on 9/1/2011 at 5:54 PM Accepted
    Getting more downloads, but no sales is not better than less downloads but some sales.

    Maybe taking people through 2-3 screens, asking for some basic information, providing with your value proposition and giving some price / benefit ratio gains - so that those who actually download your form are ready to sign up.

    Volume isn't always better

    Mikael
    B2B Marketing
  • Posted by Gary Bloomer on 9/1/2011 at 8:15 PM Member
    Does everyone downloading your form speak French?
  • Posted by mgredu on 9/2/2011 at 8:02 AM Author
    I appreciate your comments and suggestions, so far. They are quite valuable. For a better measurement of my campaign, you''ve suggested that I highlight my value proposition, provide price / benefit ratio gains and collect contact info for follow up.

    @ Gary - everyone downloading my form speaks french and is pre-qualified.

    Any other areas not mentioned that I should look into?

    Thanks
  • Posted by Paul Linnell on 9/5/2011 at 3:10 AM Accepted
    Hi Nawshad
    I would suggest that the large number of customers downloading the form are simply trying to find out what the price is.
    In other words, the downloading of the form isn't an indication of "being ready to buy" - it is an indication of an "interest in the price".
    I hope that helps
    Paul
BACK TO TOP

Post a Comment

Related Discussions

Community Info

Top 25 Experts
(Customer Behavior)