What to do when you have leads but no sales
Hi,
I’m building a product which helps people improve their skills and learn databases.
I have a piece of free product on my website which I give away for an email. That piece of free training is fairly simple but it’s made in a certain way people would need to spend 10-15 mins on the website to achieve a profit. And they do go till the end.
Now I have all those leads who trade an email for a first free course but I can’t convert them to customers for a 25$ course.
What would be my next step to change this situation? How to make people pay if they kinda liked a free product and spent about 10-15 mins using it?
Sounds like the course is good but the product is not. Make the product better.
One way is to ask the people that completed the course for feedback on the non-converting portion.
You could also try and use something like hotjar to provide a heatmap and give some insight as to where people are spending their time/dropping off.
Hi,
Thanks for a response. I am tracking users via something which is similar to hotjar. Those who are qualified as leads just leave the purchase page after they get a free portion of a course.
In this case you either:
have unqualified leads, meaning the people signing up for your free offer are not those you should be pursuing.
your conversion funnel is not good enough, I am curious to know how you're nurturing a relationship with the leads you got and how you're presenting the paid offer.
your product is not good enough as Reflect said. In this case, you need to have a few leads on the phone/zoom and ask them questions about what they want. And once you have a better idea of the changes you should operate on your product send a survey with 3 simple questions: are you interested in this? would you pay for this? how much would you pay for this? We did this recently and we got an insane amount of value from it.
Hope this helps!