Getting new customers isn’t as easy as those outside of the industry would think. There’s a lot of hard work involved in finding the interested parties, nurturing their interests, tailoring the right package for them, and finally sealing the deal. All while fending off your competitors who are almost surely romancing the same leads. You might have the better product, but if you put a foot wrong along the sales journey, that isn’t going to help you. So, let’s take a walk down the sales road from beginning to end, and see what you can do along the way to secure those much-needed sales.
Getting high-quality leads is really important, as you don’t want to be wasting your time chasing people who only had a passing interest in your product. This is why investing in tools such as a shorter lead generation form can really make the difference. Unlike other contact forms, it only needs your lead to enter their email address and then Lusha’s data-enriched forms will autofill the rest. By reducing the contact form to just an email address it is likely more people will complete the form as they are not spending a long time filling in details such as names, addresses and DOB etc. For B2B customers who are probably entering their information many times over, this will be a welcome change and will be the first step to helping you stand out as a company that really thinks about the needs of its clients.
Once you’ve got your leads, you need to identify which are serious contenders. A good CRM system can help evaluate and sort the leads, and you can start working on those prospects right away. Follow up dialogue is key to getting your prospects to engage with the sales process. You will probably need multiple strategies in place, including emails, phone calls and video calls, with emails being the first point of contact. But in the world of marketing, not all emails are created equal, and you need to tailor communications to encourage your prospect to engage.
Asking questions, rather than just setting out a procedure, will encourage a reply. A unique – but still professional – tone will help them stand out from competitors. Maybe even include trivia and information about the business so that they feel they are getting to know you and developing a relationship. However, the most important email you send will be the final one: if you’ve got leads which are non-responsive, sending a ‘we haven’t heard from you’ message can have two purposes. Firstly, it might jog them into engaging, and secondly, you know that if you don’t hear anything, you can stop wasting your time on that lead.
Personalised Communications Such As Direct E-Mails Are Useful In Helping To Convert A Prospect Into A Customer.
Once you’ve built up a relationship with your prospect, you are ready to turn them into a customer. Don’t just show them your product but show them how it will work for them, find a problem and make your product be the solution. Be specific; if you are able to illustrate for them exactly how investing in your product will increase their revenue, they’ll have a hard time saying no. After all, what business doesn’t want to make more money? A great way to do this is to offer a free trial period where they get full use of your product. Free gifts and introductory offers are also great incentives; people can’t resist getting something for nothing!
Another great way to encourage people to buy a product is to show them that they are missing out. Testimonials and reviews on your website and social media will show potential customers that this product works for other businesses in the same market. Social media has become a great tool for modern businesses because satisfied clients will use it to recommend products, often without being asked. Seeing reviews outside of your own website makes them more believable and gives customers a chance to see the kind of things their competitors are using.
Positive Reviews On Social Media Can Help Attract More Potential Prospects Through Word Of Mouth Marketing.
Every lead has the potential to become a customer if you use the right approach. Investment in sales tools and sales staff is really important, to get the most out of the process. While some sales are going to be harder than others, if you follow a good conversion strategy and pay attention to their requirements, there’s no reason why your conversion rate shouldn’t start to improve.