I thought for today I would talk a problem every business owner has… how to turn old leads into customers.
For the record – I really dislike the word ‘lead’ . But I put it in the title to help draw your attention. Devilish I know.
Anyway – people are not leads – they are real human beings with real problems that have come to you to help them reach their goals – so please see every person that contacts you as unique and be honoured that they thought enough of your business to reach out in the first instance.
Anyway, I digress. So we have all been there. You have someone that gets in contact with you and you talk with them about the benefits of your product, you educate them about your business, you speak candidly about who you are and what you stand for, but after trying to make the sale you hear the dreaded ‘I’ll get back to you’ and then you never hear from them again.
It’s annoying – sure, but never blame that person. Always take responsibility for your actions and what happens to you in life (deep I know).
There can be numerous reasons why people say the infamous “I want to think about it” but for me, I think it always comes down to trust. Trust of you and trust of your company.
Not only does your business have to be the best thing since sliced bread, but you really need to emphasise that should you do business together, your relationship will not be a ‘hit it and quit it’ transaction You need to get across that you are in it for the long haul and that you want to help them reach their goals.
By the way if you don’ truly believe your company can help that person get to where they want to go, you should probably should change direction of your business as the first sales should always be you.
Anyway – so onto some practical tips you can use in your business today to help get customers across the line.
A great example is by the company Flight Fox.
Flight Fox is a new company that helps people find the best value for flights. All you have to do is pay $50 and then outsourcers try and find you the best flight. A simple but great concept.
So if someone only signs up for their service, but doesn’t actually pay, there is an automatic email that is sent within 24 hours.
This email is both personal and is laden with testimonials about happy customers and there is also satisfaction guarantee in there as well. More information can be found about what specifically the emailed said can be found here.
So in your own business, if you find someone has made contact with you, but you are waiting for that coveted purchase order, just send them a quick email with a few testimonials and reassure them that you and your company are here to stay and it would be awesome to do business together. A little trust goes a long way.
Have an awesome day every one.