It’s likely to feel frustrated when you fail converting leads into sales and eventually into loyal customers. When you learn how to convert leads into sales, your creative marketing skill set is to be defined as great. You should always be prepared when going after new customer leads if you don’t want to suffer from insufficient sales.
You need to know how and when to take the necessary actions. New contacts will hold value only when they have a chance to turn into paying customers, so it is crucial to make the right decisions in terms of your marketing and sales process.
Whether you are working alone or have a sales team, marketing leads need to be taken care of fast to minimize the rate of lost customers. In order to avoid asking yourself “where did I do wrong? You should understand the most important facts of sales conversion.
Converting Leads into Sales: What Factors Affect Your Success
We can give you four main reasons to why you might be failing to convert leads online.
It doesn’t make sense to expect people to trust you immediately; they don’t even trust themselves from time to time. First impression of your business is crucial. Your website traffic could be considerably high, but tricky part is to show those visitors that your business is trustworthy and they have nothing to worry about.
The origin of distrust may come from different reasons such as lack of proof on what you offer.
So it is always a good idea to double check whether or not what you claim has enough proof to back it up.
You need to clearly show yourself in terms of what you are doing in your sector. It may be difficult to find customers who will trust your quality content if you fail to establish yourself as the authority in your sector.
You should never overcharge or undercharge your products as it may cause people think there is something off. Understand the total value of your product and come up with a price that will fit in your market without raising suspicion.
Every product has its own time when it shines the brightest. If you try to sell a product out of its season, people tend to avoid buying it.
Converting Leads into Sales: Useful Strategies
Now that you’ve acknowledged the facts that might be harming you, it’s time we show you tips that will help you greatly when it comes to converting leads into sales.
1. Leads Don’t Wait
Like we’ve mentioned above, acting fast is the key. Leads won’t last even a single day, they are a fresh commodity. The first hour after the initial contact is considered the most valuable.
After that, the level of interest the visitor holds will start to decrease gradually until it completely vanishes. Your competitors are like sharks in the deep ocean; they will smell your customers’ lost interests and engage with them. So you better have an organized routine to handle those leads before it’s too late.
Now, email is a potential way to solve this problem by directing leads to your personal mailbox. However, there is a high chance you will miss dozens of emails in a crowded mailbox filled with unread mails. Easy solution to that would be using company mail rather than your own personal mail so that mails can be seen from not only by you but other employers of the company as well.
Customers are in need of attention. Following up with your customers via email is a convenient way to keep their minds fresh. You should send strategic emails that include information about your business, products or services. It’s more likely to get sales if you keep feeding them with information. Of course you should have a targeted customers list to make those mails more unique.
2. Focus on Quality Leads
It’s important to distinguish the difference between good and bad leads. But don’t get us wrong, every lead has its own value because they all can be turned into sales. What you need to do is to qualify the lead first. Sales team can handle this process as well as an assigned coordinator.
If you approach to a lead that is at the consideration phase of the cycle, you may blow it because they won’t be ready to buy from you. Do your research on the lead to decide whether or not the time is ready to engage. You’ll be wasting your valuable time trying to close a deal with a lead that doesn’t exist anymore.
3. Develop Trust with Social Proof
You already know by now that trust is among the four main reasons that may be dragging you back when it comes to converting leads into sales. It needs to be injected directly into the core values of your brand. Now, building trust is relatively easy using reviews of your previous customers as social proof.
It will not only reveal your intentions but also show that you are actively interacting with your customers. These reviews and testimonials should be displayed in an easy to catch area of your website for new visitors to see.
Next, you need to give a reason to your customers to write reviews on your products. Not every one of them will voluntarily do that for you without something to have in return. Awarding small amount of discounts per 5 reviews or something similar could increase your review pool. In addition, you can showcase reviews from Social Media like Facebook. It’s all up to you.
4. Manage Your Sales Team
Your sales team should operate under two main goals, having a steady relationship with existing customers while converting new leads into sales. To reduce the workload and increase efficiency, you can consider dividing your sale team into two groups which both of them will have their own responsibilities. This may help with response times of the team for new leads and increase their ability to focus on quality leads.
Change is not always a good idea. It’s crucial to keep the salesman, who first contacted a lead, same through the entire customer lifecyle to maintain a proper and intimate relationship. You will look more professional in terms of your work and seem more trustworthy as a business.
So, now you have sub-groups in your sales team to take care of different goals. If you want to take this a step further, you can do so by also separating them based on industries. That way they will be monitoring only specific industries to increase efficiency. However, having too many sub-groups can result in hard to track data if not implemented correctly. Our suggestion is to make sure that you are performing well with the first set of groups before advancing with additional ones. If you feel confident with your result, there is no need for hesitation though.
5. Pay attention to Your Customers’ Needs
Having a solid relationship with your customers depends on how eager you are when it comes to listening to their demands and problems.
We are not talking about plain listening; you genuinely need to get to the core of their perspectives to be able to take the necessary actions.
The opportunities you can get by listening to your customers may lead you to discovering the hidden problems of your products.
The earlier you find out about them, the quicker you will start working on solutions. On the other hand, the problem may not be the product itself but rather an obstacle they can’t seem to pass through.
Therefore, it would be logical to claim that your personnel need to be educated on this manner and know exactly what to do in circumstances such as these.
6. Well-Written FAQ Page
So, you can get rid of the obstacles by contacting customers, but many will choose the quit on you without you even knowing about it. The best way to eliminate this problem is by having a well-written FAQ page that will allow customers to solve their problems on their own. Create a list of possible common questions they might ask and come up with easy to understand answers.
Get together with your sales team and customer service to speed up the process. Analyze the past data to pinpoint the areas where users are having the most problem with.
List all the frequently asked questions you’ve found and try to add the ones that might be asked in the future. You can always search for FAQs on the internet if you are having problem with the layout.
7. Understand the Psychology of the Consumers
It’s always a profitable idea to focus on human psychology and the way it affects our decisions. Customers are in a wild battle with their minds for choosing a product among thousands of alternatives. Once what makes customers tick, you can begin to alter their buying decision process for your own benefit.
Find the desire that leads all of us into buying things that we don’t actually need, like upgrading your iPhone as soon as a new one is released. Read related books, do some digging on the internet, and run your own small experiments to get the hang of different kind of methods. Once you discover the capabilities of these methods, you will thank yourself for every minute you’ve put into this field.
Conclusion of Converting Leads into Sales
Converting leads into sales is as important as standing out among thousands of different online businesses out there who pursuit similar goals. Delivering personal touch to the customers may help you get ahead of your competitors. Have a detailed oriented mind while focusing on your problem skills.
Success is not a talent and we’ve tried to explain how science can aid you with your targets. Your sales people and yourself don’t have to be born gifted, all of you can learn with enough knowledge and practice.
Those who end up achieving everything that they’ve hoped for are the ones who work in a structured and organized manner. If you take the same principle and apply it to your strategies for converting leads into sales, you can make significant improvements with enough time.
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