The Small Business Sales and Marketing Scorecard

Looking for a great way to figure out how well you’re attracting leads to your company website? Well, Infusionsoft recently rolled out a brand new free service called the Small Business Sales & Marketing Scorecard. It’s extremely simple to use; all you need to do is enter your website’s URL and your email address, and Infusionsoft takes care of the rest.

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See how your small business measures up against the 3 stages of Lifecycle Marketing, and discover new ways to attract qualified leads, sell your brand and wow your customers

Once you’ve submitted your website, you get an overall grade, as well as grades for lead capturing and social media. We submitted our website just to see how it came out, and were given an overall grade of a B. Here’s a more detailed look, with a couple excerpts of the results.

Attract Traffic Category:

• OVERALL – B. “It appears that you’re doing a great job with the most important areas of your website. That’s fantastic! To increase traffic to your website, consider linking to your social media page and including a form for visitors to leave their contact information. Those are fairly easy steps that will really boost your success!”

• LEAD CAPTURE – A. “Looks like you already have a method for collecting contact information from your website visitors. That’s great! There are lots of ways to get even more people to opt-in to your email list. Think of ways you can optimize your lead collection efforts through valuable offers that they won’t be able to resist. And be sure to change your strategy if you’re not getting the results you’re looking for.”

• SOCIAL MEDIA – A. “You know that social media is a key component to the success of your sales and marketing process. Social media can help you increase traffic to your site, generate leads, develop a loyal fan base and more. The key is to maximize the value of the investment that you’ve made. Continue to engage your audience by mixing up your strategies a bit. Consider holding a contest, adding some humor, or sharing a unique solution to a problem in the form of a case study.”

Convert or Sell Category:

• FOLLOWUP – A. “Nice work! It’s great that you are doing some sort of follow-up. There are many ways to follow up with leads, and a comprehensive approach is usually best. But, did you know that 57% of businesses state that email marketing is the most effective way to nurture their leads? Using email is a cost efficient way to stay in front of your prospects until they’re ready to become customers.”
• CONTACT MANAGEMENT – A. “You’re on the right track with your customer relationship management strategies. Studies show that a fully-utilized CRM can increase your sales by 29%. That’s huge boost for your bottom-line success. The next step is to get the most out of your CRM system through marketing best practices like segmentation and targeting.”
• EMAIL MARKETING – A. “You are already way ahead of the curve in terms of follow-up marketing! But there are always things we can do to improve. Optimizing your communications can significantly increase your chances of closing a sale, so it’s time to take your emails to a new level and see how you can make your message shine even brighter.”

Wowing Your Customers:

• CUSTOMER DELIGHT – A. “To win lifelong customers, you need to create happy customers. Not only does this lead to repeat business, it creates a network of advocates for your brand, driving referrals from friends, colleagues and social networks. It looks like you have a plan to follow up with and wow your customers, which is great! Take this opportunity to see how you can do even more to create happy customers who will bring you more business.”
• CUSTOMER LOYALTY – A. ” You already know that a significant percent of sales comes from existing customers and it’s great that you’re focused on retaining them. The next step would be to automate the process. Think of the time you’d save if you had a process in place to automate communications to customers via emails, direct mail, phone calls, texts and other methods.”
• CUSTOMER REFERRALS – B. “71% of small businesses rely on customer referrals to generate additional leads. And it’s a good way to find the right customers, since people are more likely to do business with someone when they’re introduced by a mutual friend. Nice job asking for referrals…keep it up! One thing you might consider is leveraging affiliates and partners to help you sell even more.”

After these initial introductions to each section, Infusionsoft’s scorecard goes on to give some more advice about how you can improve your website in that area based on the grade you received. It’s a really nifty feature that takes seconds to use, and you get a great idea of how you’re doing in all the major areas.

We at Viral Solutions have long touted the excellent services provided by Infusionsoft, and this latest Small Business Sales and Marketing Scorecard is no exception. We encourage all business owners to use this scorecard to measure their success in some key business areas. It’s quick, it’s free and it’s way too important to ignore.

See how your small business measures up against the 3 stages of Lifecycle Marketing, and discover new ways to attract qualified leads, sell your brand and wow your customers

Thomas von Ahn | Chief Elephant Slayer | Viral Solutions LLC