Lead conversion can highly benefit businesses in many ways. It can decrease cost per customer acquisition, increase ROI, and cut back on advertising costs. But to obtain those customers to buy into your service, your lead conversion skills must be on point. Here are a few key tips for improved lead conversion.
Research. Information about your prospective client is crucial. You should vital information about your next lead’s wants and needs. Knowing about your potential client’s profile can be a powerful lead conversion tool. When speaking to a new client, you should portray that you are knowledgeable about the service you are selling. People are much more likely to continue doing business with you. Being able to anticipate the client’s needs is also a vital part of the research. Through communication and research, it is important to be able to identify what the customer desires before they even ask.
Communication. Listening to your client’s needs is essential. After you acquire your research on your prospective client, identifying and asking the right questions is important. Every person or potential new customer will have different profiles. Sticking to a written script will not apply to everyone in the same way. To lock down the sale, it is important to communicate and ask the proper questions that apply to that person.
Using Real People
Using live agents to convert leads and discuss possible business is vital for many reasons. One is that the client is more likely to feel more comfortable speaking with a live person than a bot. Potential clients are more likely to not end the call if they are speaking to a live person.
Additionally, using real people to perform lead conversion is faster. Live agents should relay the information needed quickly. Customers can get their questions asked and answered in a matter of a few minutes in a phone call. According to a survey, 58% of consumers more likely to buy when brands answer the phone in under a minute.
Customers tend to retract when they feel pressure from a sales call/pitch. Being personable and making a connection with your potential client is very important. It is vital to know the difference between a lead and a cold call. When you make the difference clear, the customer will see it and not withdraw. Be yourself and remember that you and the client are both humans. People respond well when they feel like they are just having a regular conversation that could possibly benefit them. You should still be on the task with the subject of the call with all the information on hand. But also remembering to keep a natural flow of conversation without being too pushy with the service you are selling.
Staying in Touch
Following up with current or potential leads is a key factor in maintaining successful lead conversion. It is important to utilize all forms of contact regarding following up. This includes periodic email, texting, and phone calls to those clients as a follow-up sequence. According to sales stats from Propeller, 80% of sales require five follow-ups after the first contact. But, 44% of salespeople give up after one rejection. It is important to keep track of current leads and to log who you have talked to and how many times you’ve spoken to them.
Problem Solving Skills
In modern-day lead conversion, clients are now more informed and resistant to sales, especially over the phone, than ever before. Because of the internet, for most people to get all their vital information there. Also, people have resistance to phone sales because of fraud. Because of this, lead conversion has been more challenging. It is important to shift your lead conversion focus from selling to problem-solving. Research shows that about 70% of purchasing decisions are made to solve a specific problem. Assessing a customer’s needs and providing them solutions at their convenience gives one a higher opportunity of closing a sale.
Every minute counts when you are trying to convert leads into sales. Having tenacity and staying on top of your leads is critical in lead conversion. Fast responses and diligence get the sale. According to The Conversion Code, “Time destroys all things. Your ability to convert an Internet lead will be directly impacted by your ability to contact them fast”. Studies have shown you have about a 100x better chance of converting a lead into a sale in the first 5 minutes. Because everyone has access to the internet in the palm of their hand, your potential leads are becoming more impatient. To increase conversion rates, one must be time-sensitive in assessing client’s information, provide helpful solutions, following up and closing the sale.