How do I Convert Leads to Prospects?
Sadly the number of leads that become qualified prospects and eventually customers is painfully low in most organizations. You spend a lot of marketing dollars on branding and educating the public on your products and services with little to show in the way of leads, let alone prospects.
- Are your salespeople crying about leads or prospects?
- Do they impress you with activity?
- Did they come back from the last conference with 100s of business cards?
- Did you pay an arm and a leg so they could scan attendee pages?
How Many “Sales Leads” Turn Into Sales?
Another sad fact is they probably can’t tell you, but they will email all of them within the next few weeks, showing a lot of activity. At the next sales meeting, they will tell you they reached out to all of them and are waiting for replies. Have you defined what a “qualified” lead is, or what makes the lead a prospect?
Chances are very few of the badge scans were actual qualified leads or could every be prospects. It is a numbers game, but it makes more sense to have a few qualified leads or “suspects” than 100s of names that aren’t qualified. Just because they attended the conference doesn’t mean they are qualified prospects.
How Do You Identify Leads as Qualified Prospects?
If you have five salespeople, you will get five different answers on what even constitutes a qualified prospect. Most salespeople aren’t involved in customer service and might not even know what an ideal customer is. To be a qualified prospect, they need to look at your perfect customer. Why waste your time and money searching elsewhere? Your salespeople probably are consuming both.
How Can We Help You Identify the Right Prospects?
Working with both yourself, customer service, marketing, and sales, we will help you define the idea lead and qualified prospect. It is also essential to know where your marketing and sales team will find these prospects and capture their information as qualified leads.
You probably won’t be surprised to know that most decision-makers like yourself don’t take time to attend conferences. They send their salespeople or worker bees to learn more about the business and capture lead information from other worker bees. Not decision-makers!
We will learn where the decision-makers or economic buyers hang out online or at industry meetings. These are the people marketing needs to reach.
We can also help with marketing strategies to reach these decision-makers. Our focus is on digital marketing because it is less expensive and more effective than traditional marketing.
How Do You Turn Prospects Into Customers?
Existing customers will help to decide the best way to turn prospects into customers. How did that ideal customer go from being a prospect to a customer?
- Why did they pick your product or services?
- What was the benefit they received by working with you?
- Are they a repeat customer? Why?
- What brought them back for more?
- Do you have case studies on customer successes?
- How did your team qualify them?
- How did they find your product or service?
Who are Your Competitors and How do They get Prospects?
If you are the owner of the business, there is a good chance you know your competitors, or do you? What are the competitors you know doing online to attract leads and prospects? Business owners and executives are often surprised at who they are competing with for eyeballs online. Is your marketing team using the right keywords that attract the right prospects? How would you know unless someone analyzes what is happening online and how you compare to the competition. And if you are competing with the right companies or wasting time and money fighting for the wrong eyeballs.
Find the Prospects and Convert Them to Customers.
Easy to do, right? Not if your team doesn’t understand why they are currently losing prospects to your competition. If we can show you why you are losing business to the competitors, we can also show you how to beat the competitors to qualified prospects. Once we help you get the right prospects, the same research will help us coach your sales team to convert those prospects to customers.
Unfortunately, even when sales reps learn the features, functions, and benefits of your products and services, most aren’t trained to convert prospects to customers. Most focus on features and functions and expound on the benefits of each. Few have the patience to know what benefits the potential customer really needs. We coach the sales team on how to find out what problems your products and services provide that have value to each prospect.
What is the Benefit to Me, The Business Owner?
When your sales team knows who to speak to and how to evaluate their needs or identify their pain, they will have more success and higher conversion rates. We will help you determine the current conversion rates. Not activity rates, but how many times prospects convert to customers.
Double your company’s current conversion rate and estimate the new sales with the same marketing spend and sales costs. Would that help your business? We guarantee our analysis, training, and coaching will get you to double your current conversion rates. If you prefer, we will refund any costs that are more than the first 12 months of additional revenue.
Let us help you finetune the sales process and help your team turn warm leads to qualified prospects or potential customers into revenue for your company.