This is a guest post from Kennedy Cee, founder of ClientsValley
One of the most recurring questions I’ve heard business owners ask is…
“How do you turn generated leads into paying clients?”
The answer to this question makes a great deal of impact in your business.
Here’s why…
Your marketing system, depending on how effective it is, can get you tons of leads. You might even have so much more than you can handle.
Trust me, we’ve moved passed the era where lead generation was the Holy Grail in the business world.
We have a new Sith Lord… Lead Conversion
When you can’t convert a good percentage of the leads you generate into paying clients, then you have a lot of problems in your business. You’d be sabotaging your marketing efforts in the process.
The reason you aren’t signing up enough clients is probably not because your marketing is bad. It’s, most often than not, because your sales closing rates tank.
The first thing you should know is that sales closing is an art as well as a science.
While there’s an emotional aspect to this, there’s also a realistic approach to it.
Most service professionals focus on one aspect alone whenever they get on a sales call with a potential client.
Some are too emotional which makes the client feel that they don’t have what it takes to help them.
Others are too forward that they miss out on identifying the exact pain points of the clients.
He sums up the perfect sales closing in 5 words…
- Intention: Focus on helping the client and not just selling your service.
- Rapport: Get them to trust you enough to share deeper details of their challenges.
- Uncover: Figure out what their pain points are as you listen to them.
- Recap: Be sure you understand perfectly what they are going through.
- Solve: Present a solution that can perfectly solve the problem.
When you apply this when on sales calls, you’ll notice one thing: a dramatic increase in the number of new clients you sign up for your business.
Additionally, you will start enjoying making sales calls and looking forward to getting on the phone with your potential clients. Selling becomes fun instead of dreadful.
