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Converting Leads to Sales: 3 Simple Steps to have Prospects Knocking Down Your Door

Welcome you Marketing Guru, you!

So now that you know what to write or blog about and how to blog without being too "salesy". It's time to take a deep breath and work on converting your new leads into customers, you know, those people that pay your bills.

Today I'm going to let you in on 3 simple techniques to have your prospects knocking down your door to do business with them.

Be Positive

The power of positivity should never be underestimated! Make sure you are positive in all your dealings with your leads.

Always open conversations with a positive comment. Never complain about the weather or traffic and NEVER, EVER how busy you are. That last one is tough, especially after only getting 5 hours sleep, waking to find coffee machine broken and an inbox of crises to deal with!

If you are complaining about how busy you are, your leads start wondering if you have the time to really help them out or if they are empathetic, they may subconsciously not want to burden you further - an absolute deal killer.

Do NOT criticise or badmouth competitors. If you start using phrases like - cheap, unreliable, bad service in the same conversation as talking about your service or products, thanks to a quirk in psychology, your potential customer will associate those terms with you and your business.  If you are asked about a competitor, turn it around to highlight the things you do differently that are positives for your customers.

Finally, use genuine, positive labels. Labelling Theory demonstrates how individuals try to live up to labels placed on them. So use this in your favour by assigning positive labels to your prospects. For example "You're such a pleasure to work with" or "You are so focused on improving your business, it's really admirable". In doing so, you will make your lead try to be "a pleasure to work with" or "focused on improving their business".

These comments need to be heartfelt, authentic, genuine and spontaneous. If they are rehearsed or hollow, you will sound fake and "salesy".


Join the dots

Help your customer draw a line between their problem and your solution. This provides your lead with ownership of the decision-making process. It also helps them reinforce, in their own mind, that they found the solution not that it has been sold to them.

By the time you have converted a person from a stranger to a lead, they are probably quite familiar with your products and services, done their research and do not need to hear the sales spiel over and over again. Let them decide to become your latest customer by leading them through the decision-making process with some guided questions. For example:

  • What is the exact problem you are trying to solve?
  • How is this affecting their business?
  • What are the impacts of not acting to solve this problem?
  • How does your life change if the problem is solved?
  • What is the timeframe for solving the problem? If you can implement a solution sooner, does that help?

By having them think about the problem, how it is impacting them and what their business or life will be like after the problem is solved, you are helping them to understand the benefits very clearly. Having envisaged how wonderful their life is having solved their problem, inaction becomes counterintuitive.


Create a sense of urgency

Make your leads feel like they will miss out if they wait - this is particularly relevant for online and email marketing. Creating a sense urgency in person can often be seen as pushy, so tread lightly.

If your online offering is conveyed in a manner where it is seen to be always available, you are allowing the prospect to walk away without taking action and possibly talk themselves out of the deal.

Some great ways to create urgency in your emails and online posts include:

  • Making offers available for a limited time or a limited number of people
  • Offering a discount for early sign-up
  • Using clear and direct calls to action. Rather than "Click here to Contact Us" try "Get me started NOW"

FOMO - Fear Of Missing Out is very real and can make people act more quickly.

And that's it! You have three strategies to use in your business right now to increase your sales conversions. What are you waiting for? Get to it!

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All the best
T'Anne

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