Lead the customer to the ‘sale’…
Is this something you have googled? Has it crossed your mind during those fleeting moments before sleep, or has it kept you awake at night?
Converting leads into sales is not hard. It is not a question that doesn’t have a solution, in fact, it has a very simple solution – it’s all in the steps.
Step 1: With pen in hand and paper at the ready, let’s go, because your first step is to map your sales strategy. What steps do you take from the moment you get the lead to the closing of the sale? You need to define and record these steps so you can follow your map every time a new lead joins your inbox.
Step 2: Identify your market. Who are you selling to? What do they want and how are they most likely to buy it? Where are they getting it now and how can you prove you are different? This is the step where you work out who you are selling to and the pitch that is right for them.
Step 3: Go for most likely! Keep it real. Once you have identified a market ask yourself seriously, “Can this person/market afford me?”. If not, stop wasting your breath. Approach a new person/market. It is easier to secure a sale when the value is perceived in the product/service, not in the value of how much money someone is parting with. Look at who is most likely to buy…and go there.
Step 4: Now you know what/who your buyer looks like, perfect your pitch. Communicate your uniqueness and give the buyer a clear explanation of what it is you are selling. This may be by diagram or text – either way, make it snappy – you have their attention for a very short period of time. Remember, all leads come to you, which means, there was a moment when your product/service triggered an “I need this” reaction. Provide the information they need to understand your difference.
Step 5: Now that you have established why you are different from your competitors, you need to dazzle them with interest. Provide more than what they asked for. Nurture them through the process. Create interest about your product/service. Provide information and answer questions – this may be a good time to add an FAQ page to your website, if you don’t have one already.
Step 6: If you don’t get an immediate sale, always follow up! This can be a simple, “How are you. Do you have any questions.” Keep your statement open by asking a question, this is more likely to get you a response. Again, show care for your customer.
Step 7: Your final step of your map – the one you started creating from step 1 onwards – should be to decide on the follow-up amount. This means, how many times will you hit the follow up button before giving up. Remember Step 3? If you aren’t getting a response, maybe the customer mistakenly passed through the ‘most likely to buy’ check point. You may decide to implement 5 follow ups, with your final follow up politely telling the customer to contact you at anytime in the future should they have any questions. You then leave that lead alone.
Your time is valuable. Have your map ready to go and tick your boxes off one by one. Not only will you have a set procedure for turning leads into sales, you will be creating a diagram as to how your sales pitch is going and where it can be improved.
Happy business building,