Converting leads into sales is the single biggest challenge we encounter when mentoring clients who are running SME’s. It is fair to say that the majority of your leads won’t automatically convert into sales by simply being sent through your conversion funnel. It will often require additional help to produce the conversion. So here are our main tips to help your business convert more leads into sales the easy way.
- Entice the lead
We all like a freebie…. fact! Offering a free gift or providing a special time sensitive discount is a great way to push leads to convert as it creates a sense of urgency. The discount doesn’t have to be something outrageous and the free gift doesn’t have to have a high monetary value but it is all about creating a sense of urgency. The average consumer simply can’t pass up a free offer or a limited-time discount.
- Be brave and ask for the sale
It makes perfect sense to ask the lead if they are ready to purchase and watch how many reply “yes.” They became a lead because they were interested in what your business offers. Food for thought: if your business doesn’t ask for the sale your competitor will so don’t be behind in coming forward! And if the lead is taking too long to respond then implement no 1 above!
- Promote the potential ROI carrot
Does your product or service have the potential to increase your lead’s return on investment? If yes then don’t be shy in letting them know this. Reminding them that you are offering a solution that will help them make more money will often push them to convert.
- Develop a great FAQ page on your website
We all enjoy anonymously web browsing and gathering as much information as possible before we make that purchase…. Many leads won’t convert because they have questions that they need answered before they commit to the sale. Answer common questions that your leads might have and make it easy for them to find all the information they need on your website.
- Don’t waste your valuable time on dead leads
Set a “no communication” deadline to remove unresponsive leads from your marketing funnel. So for example: “We have not heard from you in 30 days. Even though this will be our final communication, please feel free to reach out to us in the future if you have any questions.” This will often cause a reaction and if it doesn’t then it prevents you from wasting valuable time and energy on a dead lead. Remember to file their details in your list of future follow ups in 6-9 months.
- Simple follow-up
A quick follow-up email or phone call asking your leads if they have any additional questions will often get them back into purchase mode. This is an effective way of quickly converting leads into sales before a lot of time passes. It is imperative that you immediately contact all of the leads that are generated through various platforms such as email, Facebook Messenger or your website and then follow-up with them a few days later, offering to answer any questions that they might have or simply email them the link to No.4 above. The simple follow-up will close a large percentage of leads for virtually every industry as it’s important to always strike while the iron is hot!
To end… remember the problem is that most leads (80% or more) are not ready to talk to you just yet about sales, when they first contact your company. However research shows that 90% of them will buy within the next 12 months. But most of them will end up buying from a different company for the simple reason that they were ignored. People buy from people so remember to keep engaging.