You must build trust, erase doubt and remove risk.
Check these sales conversion strategies…
You persuade prospects to buy from you by providing logical, supporting facts, justifying the purchase by making it seem a smart decision. The more your prospective customer learns about your offer, the more he or she can judge its suitability, become emotionally attached to it, and be able to justifying buying from you.
Your Sales Process
The specifics of your sales process will depend on what you’re selling, but here’s a guide to the main stages that will occur.
>> Awareness – This is the advertising stage of promoting your posts using Facebook, LinkedIn, Adwords, or a whole hos of offline marketing channels.
>> Education – Next, you need to educate your prospects and explain how you can help them solve their problems. This is the role of your free webinar, video, special report, or checklist etc. And part of this education process involves building trust and a relationship with your prospects.
Once you have tempted your prospects to complete your landing page form, and they then have access to your free resource, it is vital that you maintain control of the sales process.
With your information-packed webinar or video or Executive Report or case study series etc. you have shown that you have the knowledge and expertise that the prospect needs to solve their problems. Now we need to reinforce this posture of excellence and authority when we invite the prospect to take the next step after they have viewed or read your free resource.
>> What is your follow-on offer going to be e.g. more information, free trial offer, low-cost ‘trip-wire purchase’, a free consultation, audit or health check, a site survey etc.?
If you are selling a higher-priced product or service, your prospect will need time to evaluate your offering. So it may be appropriate to offer a free sample or demonstration. If you aren’t selling in-person, videos can be extremely effective here.
Often, during the evaluation process, prospects need to see that other people just like them have considered the same solution and taken the decision to buy. So this is where ‘social proof’ in the form of testimonial and case studies can be very powerful in motivating the final purchase decision.
One option for your next step in the funnel is to make available to the prospect the opportunity to apply for a one-on-one consultation with you. Here are some examples you can adapt for your own business:
- ‘Sales Executive’s Performance Review’
- ‘Human Resources Compliance Audit’
- ‘Design Health-check’
- ‘Network Systems Vulnerability Test’
- ‘Business Breakthrough Consultation’
The benefit for the prospect is to help them to get clarity and focus about their current situation.
>> If selling face-to-face, or on the telephone the point comes when you must seek commitment from your prospect to go ahead with the sale.
In truth, the best salespeople I have witnessed do not “close the deal”, they “bring the sale to a logical conclusion.” They have helped set up such a logical buying criteria that the prospect and the salesperson walk to the finish line together.
That being said, it should also be stated that most people need help (and will later thank you) for helping them make the right decisions for themselves and their business.
The most effective (and time-proven) method of coming to a successful conclusion of your sales presentation is assuming the sale in advance. Do this by asking a question like, “Who should I send the invoice to?” or “How did you want to pay for this?” or “If we get the designs to you next week is that acceptable?”