One of the hardest things about being in the sales profession is converting your leads into actual buying customers. We learn about selling techniques and strategies and try out many of these tactics and sometimes we are left with less than stellar results. Have you found yourself in this position? Do you find yourself pushing harder and harder for a sale the longer you go without a closing? If this is the case, you need to sit back, relax and re-evaluate your methods. Converting leads into sales takes time, practice and energy. Here are a few things that will assist you.
Form A Relationship
If your mind is centered only on making the sale, you are missing out on the big picture. While closing the sale is a goal, it is only part of the goal. Your goal should be to form a long lasting relationship with your customers. Getting that first sale is great but forming a rapport that leads into repeat business and referrals is much better.
Don’t be afraid to be you. We all have different personality types and it is important to remember that you are not going to be the perfect fit for every lead that you have. You need to have open communication and see if your product truly is the ideal fit for your potential customer. Your customer will appreciate your upfront honesty and authenticity more than you pushing your product down their throat. In many cases, if a lead isn’t the right fit to be a buying customer, they will have friends or family members that are. When you are authentic, you almost guarantee a positive referral.
Give Them Value
In order to form a great relationship with your customer in today’s market, you must provide value. Social media provides great platforms where you can offer your potential customers information. You can also use these platforms to engage and interact with your current and potential customers. Give your potential customers a reason to trust and like you by providing a stead stream of great content that helps them.
The core of turning leads into buying customers is all a matter of numbers. Get leads wherever you can, the more the better. If you are only working with a list of 100, you may end up with 10 buying customers. If you are working with a list of 1000, your odds increase to a potential 100 buying customers or more. A large part of sales is a numbers game. The more leads you have, the more no’s you can plow through to get to those yes’.
One of the most challenging and frustrating part of the sales profession can be turning your list of leads into actual sales. Take the time to implement the above strategies and you will be pleased with the results.
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