Converting More Leads Into Sales
Years ago I worked with a company that was busy running regular events to get more leads and close some sales. Every month they would run these events to fill their pipeline. After we had enough data, we realised most of our future sales came from attendees of the events, but only months later and in some cases one year after we first engaged with them.
It taught me a very valuable lesson about the three type of leads companies will have deal with:
1. The Hot & Ready
They have a pain/need, they trust you, they are ready to buy
2. The Curious
They are aware of your solution, maybe the time isn’t right, they have a few other things on their plate, or they might still be going through the process of comparing you to alternatives.
3. The Still Sceptical
They just found you; they’re not quite sure whether you’re the right option and whether you can help them. You are a stranger to them.
While most salespeople will focus on the curious and hot, your lead management system needs to accommodate all three. If not, you’ll be missing out on future sales.
Managing sceptical and curious leads for salespeople can quickly become a pain without a good nurture system in place (their job is to close sales not nurture maybes). And I guarantee, leads will get lost.
Interestingly, just because sceptical leads are not ready today doesn’t mean they’ll never buy. The majority of sales don’t happen today but can sometimes take 2 and even 24 months.
What you need to create is an automated lead process that allows you to gently guide your leads through the stages from sceptical researchers to curious, hot leads and finally clients/customers.
The way you create emails, videos, newsletters and events can play a huge role in helping you convert more leads and grow your business. Start working more strategic, plug your leaky bucket and accelerate your growth.
If you like some help with your sales marketing system let me know. We are having an event on the 27th of October. We would love to have you join us. Follow the link to register. See you there!
Link: https://bit.ly/3DchU9N
The way you create emails, videos, newsletters and events can play a huge role in helping you convert more leads and grow your business. Start working more strategic, plug your leaky bucket and accelerate your growth.
If you like some help with your sales marketing system let me know. We are having an event on the 27th of October. We would love to have you join us. Follow the link to register. See you there!
Link: https://bit.ly/3DchU9N
