Looking to increase your conversions from leads to customers? Here are a few quick tricks on how to step up your sales funnel.
As soon as you acquire a new lead, whether it’s through meeting someone at a conference or receiving an inquiry through your website’s contact form, that person should be put into a sales funnel. Otherwise, they’re left to linger in “lead land” forever. But how can you increase your conversions from leads to paying customers?
- Put a new lead’s contact info into your Customer Relationship Manager (CRM). Your old system of scribbling names on napkins, holding onto business cards, or keeping e-mails in your inbox simply leads to disorganization and leads falling through the cracks. Hold onto your lead’s information so that you have everything in one place and can easily identify where they are in your sales funnel.
- Create “drip” e-mails. Drips are a prewritten set of e-mails that can be sent out strategically. These drips, sent out through your e-mail marketing provider, can move clients along on the track from simply hearing about your brand to becoming devoted customers.
- Don’t get “salesy” too soon. Leads need to properly nurture before they can be pitched, too. That’s the point of those drip e-mails—to warm your lead up to the idea of your product or service. Instead of making a pitch, focus on helping them realize why they need your company without explicitly saying so. Understand the fears of the customer that are preventing them from fully embracing what your company has to offer.
- Offer free educational content, like your blogposts or YouTube videos. Demonstrate that you aren’t just there to make a buck—you truly want to help them solve whatever problem they’re facing. This content can not only prep them for the pitch, but it can make them clearly see the issue that needs solving. They may have been entirely unaware that they even had an issue.
- When it’s time to make the “ask,” make it clearly. Oftentimes, businesses can find themselves getting shaky when it’s time to pitch the sell. But you’re in business to sell products or services! The sale has to come across as clearly as possible. After someone has been buffered with content marketing in your drip e-mails, make the ask boldly.
- Up-sell. If someone purchased from you and seemed to enjoy the product or service, now’s the time to take it to the next level. Try and up-sell to your next package or offer a limited-time discount on their next purchase.