Think you have a good grasp of your conversion funnel? Well, you might want to think again.
According to a study by Econsultancy, only 22% of businesses in 2017 were satisfied with their conversion rates. Aside from low conversion rates, companies also cited low visitor engagement and high bounce rates as their major concerns.
Leads won’t automatically turn into sales by themselves. You need to have a compelling reason for your visitors to do business with you. Here’s a quick guide on how you can get in more sales for your business.
Step 1: Score ‘em!
To convert your leads into sales, the first thing you need to do is get to know them. Some leads may be an offer away from turning into a sale, while others may need a bit more convincing. The only way that you can profile them properly is by segregating them based on where they are in your sales funnel.
Luckily, you don’t have to do this manually as there are plenty of CRM platforms to choose from. Simply choose the platform with the best leads management feature. Make sure to choose a mobile-friendly CRM so that you can manage your customer relationships even when you’re on the go.
Step 2: Grab their attention
Who doesn’t love free stuff? One tried-and-tested technique for converting more leads is to offer an incentive for every sale. It can be a discount coupon, a free product, or an insightful ebook. As long as it addresses your prospects’ pain points, your freebie could nudge them into placing an order.
You can also grab their attention with a kick-ass landing page. Most people use landing pages to catch leads, but you can also use it to convince people to buy. Consider adding a shopping cart with a payment gateway to your landing page to encourage impulse buys. Don’t forget to include customer testimonials.
Step 3: Have an excellent FAQ page
Even if you already have a good amount of leads, they don’t always translate to sales. Why? Because there’s not enough information about your products and/or services that will nudge visitors to buy. This is where an excellent FAQ page comes in.
A great FAQ page covers different topics related to the sales process. From usage to pricing and access to customer support, your FAQ page should support different stages of your sales funnel. Ask your sales team to come up with a list of FAQ they receive and answer all of them. Make sure to display your FAQ page on your website where your visitors can quickly see them.
Step 4: Follow-up your leads
Sometimes, the simplest way to nudge prospects into buying is to remind them that you exist. A simple follow-up email offering your help is usually an effective way to get your prospects into buying mode.
And while you’re creating that follow-up email, make sure that it stands out. Chances are, your competitors are also reaching out to your leads so you don’t want your email to get lost in the noise. Instead of pushy sales messages, send out clever emails that your leads won’t be able to resist.
Step 5: Present your USP
In other words, make your leads an offer they can’t refuse. In the good old days, businesses could get away with giving information about their products or services. But these days, you need to give your leads more.
Your USP or Unique Selling Proposition should be focused on solving their problems. With customers relying on the internet to educate them about products and services, giving them the hard sell is just not that effective anymore. A more effective approach would be asking them what you can do to help. And when they speak up, make sure that you listen.
Step 6: Spy on your competition
There are plenty of reasons why you should “keep your friends close, keep your enemies closer”. For one, you can learn a lot about your competitors’ strengths and weaknesses. You’ll see which of their strategies work and which ones don’t. If you’re after the same target market, you can then figure out how to offer something similar or better.
Whether it’s checking on their pricing, studying their marketing strategies, or testing their website, you’re sure to find information that will help you convert your leads into sales. The goal for spying on the competition is not to beat them, but to serve your potential customers better.
The secret to getting more sales is to focus on building better business processes. Companies will often focus on lead generation efforts, but won’t really do much to keep them warm. If you don’t have a process for qualifying or nurturing those leads, all your efforts will end up in vain. You need to constantly keep track of your sales pipeline to move leads closer to a sale.