Converting Leads into Business

convert leads into sales small medium size business

POSTED ON: Thursday, November 26th, 2015


One of the most common failures in some business is how one business owner will spend so much time and money in investing on generating leads but will not be able to conduct the proper method in converting leads into sales.

When a business already generated enough lead it is the right time for them to stop generating lead and create a follow-up to turn those leads into a customer that is willing to spend money.  Here’s how to implement a sales strategy.

Create a diagram for sales process

Mapping is a valuable part of how to implement a sales strategy.  Here, you will be creating a systematic process of your sales plan designed in converting leads into business.  It may contain your preparation for the sale, how you deal with the usual concerns, building their trust and understanding the needs and wants of your customers.  You should be able to create an assurance that your product will address the priorities of the customers.  Convincing your customer is also essential part of the sales process.  You should be able to convince your customers that amidst their uncertainties about your product, it will still be able to meet their standards and address their concerns.  The final part of the sales process is converting leads into sales and making sure that they will be satisfied.  Mapping the sales process will let you figure out which part of your plan works and which does not.  This will enable you to make the necessary adjustment to be able to successfully increase your conversion rate.

Targeting your leads

Targeting qualified leads can save you time and money.  You must remember that not everyone is a potential customer of your service or product.  You can spend your entire day talking to different people, but you will not be able to generate any sale if you are talking to the wrong set of people.  Offer your product to the responsive people, people interested in your product and those who are willing to spend money to acquire your product.  Don’t try convincing people who don’t need your product.  Talk to those who are already aware about your product and need them.

Right Offer

Some business owners hardly pay attention on making the right offer to their customers.  They think that their customers already know it, or they are not interested about the offers.  But the truth is their customer is hankering for information to help them with their decision.  Giving the right offer can increase your turn around sale exponentially.

Educate your potential customers

Help your potential customers to understand your product or services and why it is the best available option for them.  Tell them the reason why you are better compared to the other similar products and services available in the market.  Give them a reason why they should response to this information and a reason on why it is essential for them to acquire your product or services.

Presentation and communication skill

A good salesman would be able to use his voice to generate customers.  Find a way on how you can connect the story behind your product to the customers.  Communication and presentation skill is more than just good customer service skill; this can create a lasting impression for your business and a great factor in converting leads into sales.

About the author: Scott Whitehead is a business coach who helps business owners grow their businesses, with marketing and sales strategies to win not just more business, but the right business. For details of how Scott and the team can help you, contact Pro-actions today!