Chris Smith - The Conversion Code

2 Chapter 2 Figure 2.1 Baby.com Eye-Tracking Test Figure 2.2 Our Eyes Follow the Babies' Eyes Figure 2.3 Impact of Reviews on Website Conversions Figure 2.4 Adding Required Fields Decreases Conversion Rate

3 Chapter 3 Figure 3.1 How a Video's Length Affects Completion Rate

4 Chapter 4 Figure 4.1 Bloggers Who Research Keywords Get Better Results Figure 4.2 Blog Posts with More Pictures Get Better Results Figure 4.3 Increase in Average Online Views per Press Release by Included El... Figure 4.4 Average Word Count for Top 10 Google Results Figure 4.5 Turn Long Form Content into Micro Content

5 Chapter 5Figure 5.1 Impact of Number of Landing Pages on Lead GenerationFigure 5.2 Impact of the Tactic Used on the Quantity and Quality of Leads

6 Chapter 6Figure 6.1 Which Platform Does Your Company See the Most ROI From?Figure 6.2 The Best Times and Days to Post on Social MediaFigure 6.3 Minimum Viable FunnelFigure 6.4 Breakdown of Tactics Based on Size of Budget

7 Chapter 8Figure 8.1 Conversion Rate Based on the Type of Pop-Up in a VideoFigure 8.2 Conversion Rate Based on Timing of CTA in a VideoFigure 8.3 Percentage Who Will Watch a Video Based on Length (in Minutes)

8 Chapter 9Figure 9.1 The 30-Second Window on Twitter

9 Chapter 10Figure 10.1 Most Organic Reach per Post by Platform

10 Chapter 11Figure 11.1 Positive Effects of Full-Screen Vertical Videos

11 Chapter 15Figure 15.1 The Impact of Retargeting within Four Weeks of ExposureFigure 15.2 Impact of Frequency and Spacing on Retargeting Ads

12 Chapter 17Figure 17.1 The Pros and Cons of Lead Follow-Up OptionsFigure 17.2 Do You Prefer a Chatbot or a Person When You Need Something from...

13 Chapter 18Figure 18.1 Impact of Response Time on Lead Conversion RatesFigure 18.2 Every Minute MattersFigure 18.3 Best Days and Times to Call Inbound LeadsFigure 18.4 Impact of Properly Timing Your Follow-Up CallsFigure 18.5 Contact Rate Based on Number of Attempts

14 Chapter 19Figure 19.1 The Consumer's Experience When Texting a Business

15 Chapter 21Figure 21.1 Email Opens by Time of DayFigure 21.2 Impact on Email Performance based on FrequencyFigure 21.3 How the Type of Email Sent Affects PerformanceFigure 21.4 Click-Through Rate Based on the Number of ImagesFigure 21.5 Emails with More Links Get More ClicksFigure 21.6 The Impact of Segmenting Your Email ListFigure 21.7 Average Email Results by List Size

16 Chapter 23Figure 23.1 The Science of SalesFigure 23.2 Enthusiasm = I Am Sold MyselfFigure 23.3 Top Performers Discuss Price Later in the CallFigure 23.4 How Humans Elicit Emotions

17 Chapter 26Figure 26.1 Average Length of a Successful versus an Unsuccessful Sales Call...Figure 26.2 Great Salespeople Listen MoreFigure 26.3 How Cursing Affects Closing

18 Chapter 28Figure 28.1 Secure the Spouse

19 Chapter 30Figure 30.1 How the Length of a Sales Pitch Affects the Close Rate

20 Chapter 33Figure 33.1 Length of Silence after an ObjectionFigure 33.2 Words per Minute after an Objection

21 Chapter 34Figure 34.1 How Long Does It Take Leads to Convert?

22 Chapter 35Figure 35.1 Impact of Reminders on Percentage of Missed Appointments

1 Cover Page

2 Title Page NATIONAL BESTSELLER THE CONVERSION CODE 2ND EDITION COMPLE TELY REVISED AND UPDATED STOP CHASING LEADS AND START ATTRACTING CLIENTS CHRIS SMITH

3 Copyright

4 Dedication

5 Preface: The Global Impact of The Conversion Code and What's New in the Second Edition

6 Introduction: How I Created The Conversion Code

7 Disclaimer: How to Read The Conversion Code

8 Table of Contents

9 Begin Reading

10 About the Author

11 Index

12 End User License Agreement

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2ND EDITIONCOMPLE TELY REVISED AND UPDATED

STOP CHASING LEADS AND START ATTRACTING CLIENTS

CHRIS SMITH

Copyright © 2022 by John Wiley & Sons, Inc. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 750-4470, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permission.