Conversation to Conversion
a and t.
It is those two little letters that make the
difference between an interested prospect and a paying client.
At some
point, every business is in the business of sales, right? Is your list full of
prospects but you haven’t converted them into paying customers yet? Or maybe
you have several customers but you’re fresh out of new leads?
Wherever you
are in the sales cycle, I want to share a few things that I have learned about
getting more from your new leads, prospects, and customers. No matter how big
or small, one thing remains consistent in every business: You must convert.
Think about
it: You work diligently to maintain your social media presence, keep your
websites updated with fresh content (you are doing this, right?). You might
even take time to attend a few networking events all so you can build a rapport
with people who either will do business with you or support you in business.
So here’s the
critical question: Are you actually
making money from these encounters? You should be.
Of course not
everyone with a pulse is your customer, and certainly not your ideal customer.
But when you have a purpose and a plan to have conversations with people and
get to know them, you will learn to identify whether your products or services
match up with their needs.
The key to
this is Relationships. Even
if you find that a prospect is not a customer for you, it is important they
don’t feel like a number. By establishing and maintaining an open relationship,
you can still provide value through free content, complimentary samples or
simply by asking for a referral of someone they think might be a good fit. If
they like and trust you, they will feel comfortable recommending you to someone
who your products and services will serve.
But if your
goal is simply to meet new people and get out of the office, then you’ll
certainly meet it. There’s nothing wrong with making new friends who have
nothing to do with your business. Either way, you’ll likely succeed at
conversion when you take the time to understand what you want to happen each
time you meet a business contact.
Do you have a
system in place for tracking leads?
A way to keep
in touch with warm leads and nurture them in a way that makes them feel
comfortable?
This is how
you keep your business above water – you must have clear and consistent systems
and strategies so when it comes time for execution, you know what to expect.
Use the tips here
to shorten your sales cycle and get better results, faster.
That is all –
David
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