Hand drawing Customer concept with marker on transparent wipe board.
Since history’s first advertisement (we’ll leave the product to your imagination), marketers have spent almost their entire budget chasing new prospects. However, like the proverbial dog who chases cars, the chasers-of-prospects don’t necessarily know what to do with them once caught.
Well, you definitely know what to do, which is to convert them into customers. How to do that is outlined below. Here are 8 tips to help you close more sales.
1. Set a deadline
Establish a "no communication" deadline to remove prospects from your funnel.
Example: “We have not heard from you in 30 days. While this will be our final communication, feel free to contact us in the future if you are in the position to move forward.”
This will often get their attention -- and if it doesn’t then it will prevent you from wasting any more time and energy on a dead prospect.
2. Ask a question
When you ask a question it requires your prospect to reply. Try something along the lines of, “It has been over a week since we have heard from you. Have you had a chance to go over the materials and make a decision?” This is a good way to apply the pressure while also opening up the dialogue to discover questions or concerns the prospect might have.
3. Put together a FAQ section on your website
Address questions that your prospects might have and make it easily accessible on your website. Talk to your sales team and customer-service representatives to source the most frequently-asked questions.
4. Use some icebreakers in your email marketing
Most of your prospects are also being marketed to by your competition, so do something to stand out from the bland and overly promotional emails that are flooding their inboxes. Mix in some fun facts about your company or your local area. This can really get the attention of your prospects, causing them to forget about the other options.
5. Offer incentives
Who doesn't like free stuff? Tossing in a free gift or offering a discount is often a great way to convert sales. It doesn’t have to be a significant discount or something valuable. Many people simply can’t pass on something for free.
6. Return on investment reminder
If your product or service has the potential to increase your prospect’s ROI, make sure you remind them. You are basically asking, “So, when are you ready to increase your revenue?” Reminding them that you have a solution that is going to make them more money will often trigger the sale.
7. Quick follow-up
Often times a simple follow-up email or phone call asking your prospects if they have any additional questions will get them back into purchase mode. This is a great way to quickly convert them into a customer before too much time passes.
Make sure all the leads your company generates are immediately contacted and also follow up with them a couple of days later, offering to answer any questions that they might have.
8. Ask for the sale
Simply asking for the sale is not groundbreaking. It’s common sense, yet many people don't do it. Ask your prospects if they are ready to get started and watch how many say “yes.” They became a prospect because of their interest in what was being offered. If you don’t ask for the sale, your competition will.