Research has shown that customers choose to work with someone who responds quickly and who listens to their inquiry without going straight into the hard sales pitch. How are you capturing that customer lead and listening for your lead conversion process?
Here are 3 Easy Steps you can start taking today to convert leads into customers.
One reason why many sales staff members perform poorly with lead management is they fail to understand the goal of lead management. The goal is this: get the face-to-face appointments for relationship selling to create an experience that the customer won’t get from the online global business. Nothing more, nothing less.
Stay focused on listening more than talking and you will begin to see a difference in your lead conversion ratio.
Lead Nurturing is a process of automating a series of email messages to shift a lead down the sales funnel and convert a lead into a buying customer. This is key for increasing a lead to customer conversion rate.
How does this process work? Consider a website “lead” that downloaded an article, whitepaper or video on your site or registered for a webinar. Before that lead becomes a real customer, they will likely go through some or all of these steps:
Each of the above steps is a very good sign because it channels the lead for getting closer and closer to becoming a buying customer. Lead nurturing is critical for the reasons set out below:
This is where the sale either happens or it doesn’t. To get business from a new customer, you must craft a powerful experience for all the types of leads that come to you. An experience that makes them say, “Wow, that’s amazing!”
Create that experience by determining what your customers want, then give them that and more! What would make them truly want to do business with you?
Develop a plan on how to make leads say “Wow” for the different ways they come to you. For phone calls from an ad, decide how they’ll be handled. The same goes for referrals from a past client, an e-mail lead from your Web site, a networking event, etc.
Craft something special!