Five Ways to Speed Up Converting Prospects INTO Customers

Being an entrepreneur we are normally our biggest sales person and as sales people we tend to count our money before it actually gets deposited.  You know the drill…  we leave a promising meeting, get off the phone with someone who asked all the right questions and then a couple of days go by and we are sitting waiting, wondering and hoping that today will be the day that the prospect will turn into a customer.

Is there any way to follow up without appearing desperate?  Without losing the sale?  And without waiting endlessly?

Here are my 5 tips on converting the sale quicker!

1. EVERYTHING Right – Let’s assume you did everything up to this point correctly…  that means, following up the appointments or phone calls with thank yous.  Not generic thank you notes, but thought filled (to show you listened to their concerns) notes.  You addressed any of their concerns and objections and you sent examples of how your product or service worked for your other customers (list of testimonials).  If this did not happen, this is a perfect opportunity to follow up with any one that you missed

   1. Thank You Note

   2. Address Objections with solutions

   3. List of your customers and testimonials

2. Give a DEADLINE-An offer is not an offer without a deadline.  If there is no sense of urgency, the prospect will not buy until there is an immediate benefit.  Think about the chirping smoke detector.  You can look at it and know that the batteries are probably going to go out, but you will not make the decision to change it, until the chirping starts in the middle of the night while you are trying to sleep.  The deadline can be End of the Month Special, a bonus that will be included…  If you are stuck for ideas – leave a comment below and I will give you some
3. NURTURE the Prospect – most prospects will not buy immediately which means that you need to be in front of them when they are ready.  Well how do you know that they are ready?  We don’t which is why you must put together a “NURTURE” follow up campaign.  The purpose of the Nurture campaign is to keep you in front of the prospect with relevant information about their industry or about your solution to their problem.  This should go on forever!   Some examples –
   1. send to the prospect recent articles about their industry challenges – with a note from you .
   2. Any changes to the product or service that will be delivered
4. ASSUME the sale throughout the entire sales process – by offering example fulfillment dates.  Such as – “Which days of the week work better for installation?  Our team works on Tuesdays or Saturdays.”  Now the prospect is thinking about which day works best not whether they will buy from you or not.
5. INVEST in the prospect – On the SUPER qualified prospect – be sure and invest both your time and money – both of your precious resources into getting the sale.  Make sure that you consistently follow up and send not just email but direct mail.  I send to my bigger clients, all signed documents with a return prepaid OVERNIGHT Delivery Envelope so that when they sign and include the check, they can send it back overnight.

Use these tips and get your customer and money faster!

Let’s Chat!  Tell me below how you convert prospects quicker!