I’ve just finished a phone call with a prospective client. The conversation went well, he explained his research requirements, and I gave a bit of background to myself and my business. He then took my email address and I now have a proposal to submit.
The phone conversation could have ended right there. But after we’d gone past the introductions and the purpose of the call, I asked that all important question.
“So how did you find out about Intelligent Insight?”
From this one simple question I discovered:
- He’d looked online for a research agency
- He’d used Google
- He used the keywords ‘market research agency, Northamptonshire’
- My website performed well in the listings
He thought my website looked far more professional than any of my local competitors Not a bad amount of useful info from one little question, don’t you think?
The thing is, this is something that we should all do as standard, particularly if you are running any kind of marketing campaign. If you don’t ask where the enquiry came from, how can you possibly work out whether your marketing spend has provided a good return on investment?
So, why not start asking that one little question today. Make a note of the responses you get, the value of the business the enquiry generated, and the quality of the lead. Then tot them up over the course of a month. You may well be surprised at where your business really is coming from (especially as more often than not its not from the expensive marketing campaigns!)Share....