This post will teach you how to convert your leads.
Leads are the lifeblood of EVERY business. Without leads, you won’t get new sales or customers and you won’t be in business for long. While lead generation is an important skill to master, what’s more important is that you know how to convert your leads into paying customers. That is an artform, a skill anyone can learn.
As a new entrepreneur, you might have to make up in numbers what you lack in skills. You might have a low conversion rate, so you need to generate more leads than your competitors. That’s okay. Start where you start, but invest the time, money, and energy to improve your closing rates and skills.
How to Convert Your Leads: 10 Tips
In the paragraphs below, I am going to give you 10 tips on how to convert your leads. I suggest you find one or two strategies that appeal to you and master them until you find lead conversion methods that work for you in your situation.
Tip #1: A Free Gift Or Discount
Name one person who doesn’t like getting something for free… I bet you can’t!
If used properly, you can offer a discount or something for free in exchange for a sign up or customer purchase.
The only issue that can arise with this method is people just signing up for the freebie and we never hear from them again. This is why I suggest the discount method be used more than the free item.
The first freebie type is the lead magnet. The term “lead magnet” itself refers to a broad category of digital content that ranges from eBooks to checklists and beyond. For many people, this is what they think of when they think of a digital freebie.
Generally speaking, a lead magnet is any content that you give to your audience in exchange for their information. This information is usually their email address. Lead magnets are usually deliverables, like a PDF, but they can also be non-deliverables, like a streaming video or an online quiz. ~ Kajabi.com
Tip #2: Educate With High-Quality Content And Visual Material
Be it your blog or email marketing, you will get nowhere just telling people to join or buy. You need to be an educator. Teach them various things that show them by joining or using your product or service, they will gain in health, financial stability, time management, etc…
When we educate, the conversions come.
Educating others positions you an expert and it helps build up the like, know, and trust factor.
Most people are insecure when they are about to buy something. They don’t know what they are buying, they don’t know whether they are making a good decision, a good choice or not and they feel insecure. They are looking around for validation, they are looking around for people to educate them.
What you can do, if you are a savvy marketer is, you can start the education process early on and in-fact you can even use the education itself as the initial marketing. ~ The Vasilis
Tip #3: New Or Improved
Have you ever noticed how many marketers use the terms New or Improved. They may have added a piece of rubber to one little thing to give a softer touch and it is suddenly “improved.” Or, they may have added the minerals with the vitamins and they have a “new” product.
If your network marketing company has improved a product, make sure your leads know about it. If they have a new product, make sure they know that too!
Many people have a trigger that tells them to buy a new or improved item.
Tip #4: Score Your Leads
Depending on where you got the lead, the interest level and their engagement, you can score leads to create a system on following up with them.
Let’s say that you have one lead who engages in all your Facebook posts and you have another lead who typically comments positive words on 20% of your posts. Who would get the higher lead score?
I would say the commenter gets the score because it takes little time to push the like button, but it takes more time to leave a comment.
You will then develop follow-up plans according to the score levels. It could be plans according to the three stages:
- and Decision
Lead scoring is the process of assigning values, often in the form of numerical “points,” to each lead you generate for the business. You can score your leads based on multiple attributes, including the professional information they’ve submitted to you and how they’ve engaged with your website and brand across the internet. This process helps sales and marketing teams prioritize leads, respond to them appropriately, and increase the rate at which those leads become customers. ~ Blog.Hubspot
Tip #5: Be Touchable
Sometimes we get to “big for our britches.” We become untouchable and many leads fall away because of this.
You need to answer the questions and comments on your social media sites. It needs to be you calling the person back instead of an assistant.
Just being touchable can make the difference between lead conversion and lead loss.
Tip #6: Use Technology Wisely
When you get a question, comment, or contact, it is imperative that you answer as quickly as possible.
In today’s world, patience is going into extinction. People want what they want when they want it, so you need to be technologically wise.
To deal with these short attention spans and keep a lead “hot,” I suggest you use auto-responders, chatbots, and virtual assistants. These can all keep that lead in your corner until you are able to contact them personally.
Tip #7: Mobile Friendly
We now live in a mobile world. Your website/blog needs to be mobile friendly or your leads will find a competitor who is.
Tip #8: Be Consistent
Blog posts need to be consistent. Newsletters need to be consistent. Your follow-ups need to be consistent.
You need to be consistent… Leads expect it and if you are not consistent, they will not convert. You see, people assume that if you are not consistent in those areas, how will you be consistent in the business?
The average prospect needs minimum seven to twenty follow-ups, over a period of several months before they make a buying decision (in most cases). If you don’t stay in touch, you will leave a lot of money on the table.
Tip #9: Ask For The Sale
Here is where so many entrepreneurs fail!
You must ask for the sale EVERY time you talk with a prospect. You will miss 100% of the sales you do not ask for.
Most people will put off making a decision on their own. That’s why you need to look them in the eyes, ask them to take out their credit card, and make a purchase.
You don’t need to use hype or pressure, nor should you, but you must ask for the sale.
One common cause of closing fear is a perception issue. Salespeople are afraid of being seen as pushy, greedy, or otherwise unlikeable. Many salespeople don’t like being closed themselves and fear that their prospects will have a similar attitude. Yes, you will run into the occasional prospect (usually someone who has been in sales himself or knows the standard sales approaches) who will pull back if you ask for the sale. But these prospects are extremely rare, and if they’re familiar with the sales process, they will know perfectly well that you’re just doing your job.
It’s really not necessary to be pushy or aggressive to close someone. If you’ve done a good job in the rest of the presentation, the close will follow naturally and will seem like the next logical step. Ideally, by the time your presentation is done, you’ll have piqued the prospect’s interest and responded to any objections she has. If the prospect is already convinced, asking for the sale can be as simple as saying, “Great, let’s start filling out the paperwork.” ~ The Balances
Tip #10: Tell Stories
“A few years back, I was just starting in this business and I met a retired gentleman with a cool dog. As we were talking about the opportunity and the products, I had set my samples down. When I went to give the man a sample energy bar, I looked in horror as the dog had gotten into my case and eaten all 25 of them. We laughed and that gentleman has been one of my best recruits.”
Yes, stories… true stories.
People love stories and many leads are converted by just telling stories.
Using stories in sales will help you: You can use stories at every stage of the sales process: explaining product features, handling objections, answering questions, and negotiating. Depending on your prospect’s situation, you’ll want to use one or a combination of the following: company, product, customer or personal story. ~ Blog.Close
I hope these tips on how to convert your leads helped you. Please leave a comment below to tell me how you convert your leads in your business. I’d love to know your secrets. If you have any questions, you can post them here too. I wish you great tidings in your business.