You may have fallen into the trap of focusing on lead generation when what you really need to focus on is your ability in converting leads into paying, happy and satisfied clients.
Too many people are afraid of being “salesy” – and their lack of sales knowledge gets in the way of actually selling and generating any profit.
People who do this are fearful of being too pushy. They lack a formula for selling and they likely fall into the trap of telling instead of selling.
Telling isn’t selling.
We all love to buy, but rarely do we appreciate the feeling of being sold to.
That’s why it’s important you have a strategy that helps your clients make buying decisions with ease.Too many people are afraid of being salesy - and their lack of sales knowledge gets in the way of actually selling and generating any profit. #ConvertingLeads Click To Tweet
Here are my top three strategies for converting leads into sales and clients who’ll keep coming back:
1. Create A Process For Selling
Selling is a skill and if you want to get better at converting leads, you’ve got to learn how to sell.
Now, before you start to rationalize selling, being too pushy, and not wanting to be like a 1980’s used-car salesman, let me ask you something: have you ever had a great buying experience?
If you have, chances are the person who sold to you is skilled at selling. AKA: They know the art of converting leads into clients.
If you own a business, your success depends on your ability to sell. And thus, it’s the most important skill you can possess.If you own a business, your success depends on your ability to sell, and thus, it’s the most important skill you can possess. #ConvertingLeads Click To Tweet
Even if people sent you referrals and endorsed your work every day but Sunday, you’ll still need to know how to act and treat the person who’s interested in buying. So, go learn how to sell.
Here’s a video I did back in 2013 on mastering the art of selling if you’d like to start now.
2. Inquire And Listen Carefully
This might sound like a funny sales strategy, but it’s likely the number one attribute of a great salesperson.
As a business owner, you need to be able to ask really good questions to understand what your client’s needs are. And, you need to listen carefully so you can ask clarifying questions and summarize or paraphrase what they are telling you they need.
The majority of the work in converting leads into clients is done by how well you ask questions and listen.
If you really embody “helping” someone make a buying decision, there is no greater way to do this than to listen closely to what they need, demonstrate understanding and then provide them with a way to get what it is they need and want. If you’re too busy listening to the voices in your head instead of to the potential customer in front of you, you won’t be able to convert the sale.If you really embody 'helping' someone make a buying decision, there is no greater way to do this than to listen closely to what they need, demonstrate understanding and then provide them with a way to get what it is they need and want.… Click To Tweet
3. Give Them A “Which Close”
Once you really know and understand what your client wants, you can give then a which close. This is the final step in converting leads into clients.
A “which close” is essentially where you give your client two choices and ask them which they prefer. This strategy works exceptionally well in retail, and I’ve found it works just as easily when it comes to selling services too.
Think about it, can you imagine going to a restaurant and you only had one choice on the menu? If you didn’t like that one choice, you wouldn’t eat there. Restaurants are pros at giving you choices and converting leads into clients.
So, start offering choices to your clients too, but don’t go overboard.
In my experience, you want to give two – or three max – choices to a potential client. If they ask you what your opinion is, don’t be afraid to tell them which one you recommend they take, and why.
A business exists for two main reasons: to solve a problem for its customers, and to generate a profit.
If your business isn’t doing both of these things, it isn’t too late for you to turn it around and create the business you really want. However, you may need to get comfortable with the discomfort you feel around selling.
Learn The Art Of Converting Leads With These 3 Action Steps:
- Attend Money, Mindset and Marketing this November where this year’s focus is all about making more money in your business. At the time of writing this post, I’ve returned from almost six weeks in Europe (more on that next week). And let me tell you: there’s nothing better than a business that makes money, and profits while you rest.
- Do this one thing to increase sales.
- Learn about the impact of quality versus quantity in your business.
Tell me below – which of these three action steps will you learn from – today?
Founder and CEO of the Lisa Larter Group, master strategist, author, speaker, podcast host, social media expert, consultant, and business coach. Lisa inspires entrepreneurs and business owners to see the possibilities for their organizations when it comes to strategy. She uncomplicates modern marketing and creates (and implements) strategies for businesses that are guaranteed to increase visibility, inbound leads, and revenue.