Blog

Making the Sale
Sophie Zollmann
September 11, 2020

Leads are great- but if you aren’t converting those leads into clients, you’re missing the most important step!

If you’re not making as many sales as you’d like, it might be time to take a look at your process to see if there are areas where you are leaking leads. Making small fixes here and there can lead to major improvements in your conversion rate.

There are 3 major components to converting leads into customers:

Marketing

The journey from lead to client starts with your marketing. You need a marketing strategy that speaks to their pain. What problems are they facing? What do they need? Once you’ve identified the pain, it’s time to bring the pleasure- your product or service is the solution to all their problems!!!

It’s not enough to tell potential clients that you can solve their problems- you want to show them how. Your marketing should demonstrate how you’ll take them from where they are now to where they want to be in the shortest amount of time.

Make your solution as simple as possible. Potential clients want easy fixes, so play up the simplicity of your strategies. Think “6 Steps to Make More Money” or “One Week to a Better Business”.

Connecting

All leads are not equal. Look at it this way- you have a potential client that visits your website, one that signed up for your free offer, and one that scheduled a call. Which one is most likely to buy?

Qualifying your leads helps you focus your efforts on the leads that are the most promising. When you’ve got a great lead on the line, you have to move fast. If you make them wait, they might lose interest and you might lose a sale. Contact them as soon as possible!

That first conversation might not lead to a sale, but don’t write off potential clients! Follow up a few days later to see if they have any question. That subsequent conversation could be the one that makes the sale.

Listening

When you’re trying to improve your conversion rate, it’s important to listen closely to two sources- your clients and your data.

Conversations with potential clients should be more than a sales pitch. It’s an opportunity to learn more about what they need and use that information to tailor your services to better fit those needs. If you truly listen to your clients, you’ll be better prepared to show them exactly how your business can solve their problems.

You also need to listen to what your data is telling you. It can show you where your customers are entering your CRM system at every stage of your sales cycle, and how many of them are converting into sales. This shows you the strengths of your marketing plan, and also identifies areas that are leaking leads.

Making a sale is always your end goal, so focus on it from the beginning. Every step of your sales process should be designed to get your customers to say “yes!” The marketing experts at SophieZo are masters of sales strategy- book a call today and learn how to make your conversion rates soar!

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