SELLING IN A MINUTE

 HOW TO EASILY CONVERT A LEAD TO A SALE

1. Communicate value first

Focus on bringing value into the life of your customers. People dislike those who only care about getting a sale out of them. Aim to improve your customer’s life and focus on addressing your customers’ needs.

People don’t care about your solution, it’s all about their relief. Act as a mentor with great expertise in your field of operation. If you are the point of contact for potential customers, they will also trust your judgment and solutions to their problems.

2. Identify Their Problem

You need to identify the problem that the lead is experiencing. Have a different approach every time you ask a question, as it gets a conversation started. This is a good way to open up a dialogue and to uncover questions or concerns the prospect might have.

3. Make it a Conversation

It’s obvious that your prospect will be much more responsive if you encourage a two-way conversation. Dialogue keeps prospects engaged, allowing you an opportunity to learn more about their needs in a casual setting. You can figure out precisely how your product or service will work out for them.
Don't make it sound like a monologue, it stands outs like a traditional sales pitch and they’ll see right through it.

4. Keep them warm

Even if you call a prospect within ten minutes of signing up, he or she may still not be ready to move forward in the sales process. However, they have expressed interest in your product or service, so don’t lose the opportunity to keep them warm while jumping on a phone call. A general rule of thumb suggests that a prospect sees or hears your message at least seven times before they take action and buy from you.

This is called Customer Care and it starts long before any sale is made. Keep them informed and show them that you care and they’re sure to come back to you when they have questions or are ready to move on to the next step.

5. Ask for the sale

Simply asking for a sale is nothing new or innovative, but it’s a crucial part of the conversion process. It seems like common sense, yet a surprising amount of people don't do it. Ask your prospects if they are ready to get started and watch how many say “yes.” They wouldn’t have gotten this far if they didn’t have initial interest in becoming a customer. If you don’t ask for the sale, your competition will.

6. Follow-up

Keep your leads in purchase-mode by following up via email or phone calls.
This is a great way to quickly convert them into a customer before too much time passes. All of the leads you generate should be contacted immediately and followed up with a couple of days later. You want to make sure they are as successful as possible with the product and all their questions are answered.

7. Don’t make them wait

Leads are a fresh commodity and aren’t meant to wait until the next day. Make your first contact as soon as possible, because levels of interest drops dramatically after just one hour. Don’t give your lead the opportunity to lose interest in your product or to move on to a competitor. It’s crucial to set up internal routines for following up leads.

8. Gain their trust

People buy the person first, and then the product. Therefore, always be genuine and friendly. Speaking the truth makes it easier to gain people’s trust, so have a real and honest dialog with them. Every meeting should be a conversation, not a sales pitch. Spend at least half of every meeting listening to your customer. Make the conversation about real business issues, so that the customer views you as an expert.

9. Remember them

Smart entrepreneurs know that it’s necessary to spend time with your customers. This might seem folly, but that’s not really the case. Several studies have shown that leads are more likely to convert into customers when they don’t feel rushed. It’s your task to make every lead feel individually remembered and respected.

PREPARED BY:

YOUTUBE/ TWITTER/ FACEBOOK: JAMES PLOTI

CELL: +254 708 459 336