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The Conversion Code
Stop Chasing Leads and Start Attracting Clients

Chris Smith (Author)

9781119875802, Wiley

Hardback, published 18 April 2022

288 pages
23.1 x 16 x 3.3 cm, 0.476 kg

The new edition of the bestselling book for real estate agents, loan officers, SaaS and small businesses.

In this revision, The Conversion Code: A Step-by-Step Guide to Marketing and Sales that Will Grow Your Business Faster, Second Edition, digital marketing and lead conversion expert Chris Smith delivers the ultimate exploration of the marketing and advertising tactics that are successfully generating higher quality leads that are easier for salespeople to convert. Smith researches and tests the latest and most popular platforms, including TikTok, YouTube and Instagram, while also studying the most effective sales techniques, tools, and scripts.

In this book, you'll learn to:

  • Increase your lead conversion rate, reduce your cost per lead and improve your overall ROI from marketing and sales
  • Generate an endless supply of high-quality leads from social media that are easy to convert into closed sales
  • Stop chasing leads and start attracting clients with amazing marketing and clever ads
  • Adapt to the consumer privacy changes that have made targeting ads and getting leads to answer the phone harder than ever
  • Differentiate your brand in a way that positions you as the authority and gets people contacting you who are already sold

An invaluable reference and easy to follow guide for real estate agents, loan officers, SaaS and small businessescompeting in the hyper-competitive online environment. The Conversion Code, Second Edition, is also a fantastic resource for sales leaders, marketing managers, business owners and anyone else with a team who is responsible for growing revenue.

Figures List

Preface: The Global Impact of The Conversion Code and What’s New in the 2nd Edition

Introduction: How I created The Conversion Code

Disclaimer: How to Read The Conversion Code

Section One: How To Do Marketing That Attracts High-Quality Leads

Chapter 1: The Biggest Challenges Facing Marketing and Sales (plus what happens when you crack The Conversion Code)

Chapter 2: How To Use Your Website To Attract High-Quality Leads

Chapter 3: How To Build Landing Pages That Capture High-Quality Leads

Chapter 4: Blogging For Business (how to write blogs posts that generate high-quality leads)

Chapter 5: How To Optimize Your Content for Lead Generation, Social Media, and Search Engines

Chapter 6: Advanced Facebook Marketing and Advertising Techniques that Generate High-Quality Leads

Chapter 7: Using Google PPC (Adwords) To Capture High-Quality Leads

Chapter 8: How To Use Videos (and YouTube) To Attract and Convert Leads

Chapter 9: How To Get The Most Out Of Twitter

Chapter 10: How To Use Instagram To Attract High-Quality Leads (and raving fans)

Chapter 11: It’s TikTok Time

Chapter 12: How To Use LinkedIn For Maximum Impact (in minimal time)

Chapter 13: Audio Is Everywhere (how to take advantage of it) 

Chapter 14: Influencer Marketing

Chapter 15: Get The Most Out Of Your Marketing and Convert More Leads Using Retargeting

Section Two: How To Find And Follow-Up With The Highest-Quality Leads That Are The Most Likely To Convert

Chapter 16: Amazing Sales Tools That Will Increase Your Lead Conversion Rate

Chapter 17: Should You Use an ISA or an A.I. Chatbot to Follow-Up with Leads?

Chapter 18: How To Achieve The Highest Lead Conversion Rate Possible

Chapter 19: How To Convert Leads Using Text Messages

Chapter 20: How To Use Automated Email Campaigns To Convert Leads

Chapter 21: Expert Email Marketing Tips That Build Your Brand and Convert Leads

Chapter 22: How To Find and Convert The Hottest Leads Using User Tracking and Triggered Messages

Section Three: The Billion Dollar Sales Script

Chapter 23: Welcome to the Boiler Room

Chapter 24: The Pre-Call Stalk

Chapter 25: How to Have a Perfect First Minute on a Sales Call with a Lead

Chapter 26: The Digging Deep Technique

Chapter 27: How to Quickly Get a Lead to Trust You

Chapter 28: Proactively Uncovering Objections

Chapter 29: How to Start Closing Using the Five Yeses

Chapter 30: The Perfect Sales Pitch

Chapter 31: Exactly What to Say When You Transition from Pitching to Closing

Chapter 32: How To Close

Chapter 33: How To Overcome Objections

Chapter 34: Preferred Additional Outcomes (what to do when you can’t close someone)

Chapter 35: What To Say After They Say Yes

Chapter 36: How To Get the People You Close to Send You High-Quality Referral Leads

Bonus Chapter: Analytics - How To Track The Metrics That Matter (and what to do based on the data)

Notes

About the Author

Index

Subject Areas: Business & management [KJ]
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