Leads are important for most companies, but they are crucial for a sales organization to produce results. Simply put, the more leads a business has, the more sales will close. In some instances, there are businesses that are seeing a great number of leads that are not converting to sales. This disaster scenario forces the company to take a look at their sales processes to fix the issue.
To find the root cause of the problem, key questions must be asked. Are the salespeople not performing? Are most of the leads not qualified? Is the messaging wrong? More often than not, communication between the business and the lead is the main culprit.
Our company, Prolifik Marketing, works with our clients to reach as many potential customers as possible. Our main role should be to find and provide new sales leads for our clients. The responsibility then falls on that business to take the leads we give them and close the deal. When we are asked how to close more sales, our answer is almost always, “How are you communicating with your leads?” Here are 5 tips to turning a lead into a sale:
- Contact Your Lead Through Their Preferred Method – Most people in the coveted 18-49 age group hardly ever contact each other by voice call, rather via text, social media messages, and sometimes email. The form the lead fills out on your landing page should contain a “best way to contact” tab. Use the option your lead chooses to make initial contact.
- Don’t Rush It! - Each sales lead is unique, and your offerings are not one-size-fits-all. Take the time to get to know what your lead is looking for. Ask probing questions to find out their needs. Your initial call should never contain a proposal or be about you. IF YOU LEAD WITH PRICE, YOU WILL LOSE THE LEAD!!!!!!
- On Your Proposal Call, Verify You Are on the Same Page – Before diving into your plan for their business and what it will cost, revisit the previous call and what was discussed. Only then should you deliver your proposal and the cost.
- Get an Agreement BEFORE the Price is Discussed - After you have discussed your proposal with the lead, ask, “If cost were not an issue, are we in agreement that our proposal will deliver results for your business?” If the lead agrees, move on to pricing.
- When Pricing for a Lead, Value Yourself – Your company adds value to your lead, and you shouldn’t work for free. This is business after all. Build pricing that makes sense for both you and your lead. Pricing is the last thing discussed because you are building up your value to the lead in your proposal. Your price should be a reflection of that. Your proposal should make it seem like your lead must have your services to survive, no matter the cost.
Cullen Gossett is the Agency Manager for Prolifik Marketing, an award-winning digital and video marketing firm based in Athens, GA. To inquire about their marketing services, please click here.