Converting Warm Leads into Sales
When it comes to online marketing, warm leads are extremely valuable.
Whether it be through a referral, a new follower on social media, or a subscriber on your weekly newsletter, someone expressing interest in your business is an extraordinary feat. However, generating a warm lead is only half the battle.
Now that you’ve gained their attention, how do you make the sale?
According to a study by Harvard Business Review, “Companies that try to contact potential customers within an hour of receiving a query are nearly seven times as likely to qualify the lead as those that tried to contact the customer even an hour later—and more than 60 times as likely as companies that wait 24 hours or longer.” Showing a sense of urgency towards your potential client will send the message that you value not only their prospective business, but also their time. Time is ticking!
Qualify your leads.
It is not only important to understand the specific needs of a warm lead, it’s also necessary to determine how your business can deliver and fulfill those needs in a meaningful way. Do some research to learn more about the person or company that your lead is working for. Take some time to prepare open-ended questions to ask potential clients and remember to listen to their answers both attentively and intently. With this useful information about your leads at hand, you can lay the foundation for an overall more effective sales experience.
Utilize your positive testimonials from happy customers.
Never underestimate the power of positive reviews. Don’t just tell prospective clients that you deliver exceptional results, show them. Knowing that your past and present clients have had great experiences with your business will give prospects confidence that you can do the same for them.
It is imperative that you continuously manage your company’s online reputation. Encourage your current clients to leave reviews, and respond to feedback quickly. Adding testimonials to your website and social media channels can help potential clients legitimize and trust your business.
Keep your warm leads warm.
If you neglect your leads, you risk the chance of them turning cold again—and you risk the chance of making a future sale. As in any relationship, it’s important to cultivate and nurture your leads. Here are a few methods of doing so:
- Build rapport with your leads. Your main goal in every interaction with prospective customers is to further build upon your professional relationship.
- Follow up regularly and purposefully. There is a fine line to be walked between coming on too strong and being too distant when it comes to sales. Of course, you don’t want to bother anyone, but you also don’t want to be forgotten. Follow up with your customers with news about your company, updated information, handwritten notes, and any new offerings or services your business provides.
With these tips in hand, you can better navigate the process of converting warm leads into profitable sales. By utilizing the steps above, you can help your prospects feel valued, understood, and supported, which will be reap huge benefits in your favor. Though the process can be tricky, the conversion of leads into sales is necessary for the growth and sustainability of your business.