Here's How You Can Turn Leads Into Sales

How You Can Turn Leads Into Sales

To get a lead is one thing, but to turn it into an opportunity i.e. into a sale is another ball game

It is often seen that the lead to sales ratio is much lower than what a business owner expects. While you may think that you have a lead development issue, the reality often lies with the fact that you have a problem with your sales process. Identifying this is very important and immediate steps should be taken to implement due amends.

To get a lead is one thing, but to turn it into an opportunity i.e. into a sale is another ball game. And it has now been established that having a lead generating machine which lacks in a robust sales process, can result in wasted opportunities and money drain.

lack in 缺少(动词短语) vs  lack of 缺乏(名词短语)    robust 强健的     drain 消耗

Are you facing issues with your lead to sales ratio? Here are 5 suggestions which will help you to convert leads into more sales-

Grab attention immediately

Focusing all your attention on getting traffic to your website can be tricky as the visitors can produce a fake sense of hopefulness for you and your business potential.

It is very important to direct people to your website so that you have the opportunity to turn them into leads. However, if you fail to grab their attention in the first five seconds they will leave your webpage and that will mean a wasted opportunity for you.

According to B. L. Mittal, founder, SastaSundar, what is most important for your consumers is that you understand their challenges and have a solution for them. Hence, if your message does not resonate with them, they will desert you.

resonate 产生共鸣   desert v.离开;n.沙漠

“Customers generally look for answers to their problems. The best way is to provide them with an eBook, a White Paper, or an infographic, so that it is of value to them and assists them in finding an answer. In return you can ask their name and email while they go for downloading your offer free of cost. Always remember that you are there to help and refrain from being too inquisitive or they will decide against downloading your offer,” he advised.

refrain from doing...  克制去做...            inquisitive 过分打听他人私事的   against prep.反对

After your visitor downloads your information, you are armed with a lead to follow up with.

Track Results

It is good to be hopeful, but to be fanciful can be disastrous for business! Tejal Kamdar, Business Development Consultant, says the difference between fantasy and reality is often more than 60 percent.

fanciful 花哨的   disastrous 灾难性的   fantasy 幻想

“One of my clients claimed to have closed at an 80% leads to sale rate. On digging deep we found the gap between his claim and the reality was actually 68%. My first advice was to get him on an all-in-one sales and marketing platform and CRM structure. Access to sales and marketing metrics helped him understand the reality of his situation. Eventually it was revealed that there was a problem closing of sales,” he shared.

The accurate understanding of the issue allowed Kamdar’s client identify the real problem and eventually create a new sales process.

close an order 成交订单   metrics 衡量指标

Follow Up

Being prompt in action goes a long way in helping you transform leads into sales. “The faster you connect with a lead the better is your chances of turning that into a sale opportunity.  Lacking a well-synchronised method to deal with leads, especially those generated from the net, can lead to loss of plump opportunities for you. Put in place well defined system to augment your response timing, and see how the results improve rapidly!” advocated Arnab Roy, Director, Sales, VEDROOP.

synchronised 同步的    plump 丰满的   in place 在...合适的位置  augment 增加

Solve Problems Don’t Sale Products

Earlier it was a salesperson on whom the customers depended for information on products and services. The reality has now changed for good. Buyers are now far more informed and educated and are averse to the concept of hard selling.  

far more 更多的      averse 不反对的

Roy Strongly vouches against hard selling and emphasises on solving problems. “Avoid details of your product or service with online leads as the client has already articulated his/her interest in it. The sensible way to go ahead is to engage the client with a short introduction, state that you are following up their request and simply ask them if you can be of help in any other way,” he shared.

The next step would be to listen with patience. It is likely that most of your qualifying questions will be responded and the consumer will come up with the issues he/she is facing. That will be the opportunity to advocate a suitable answer and solution for the specific problem, not promote a product or service. Adopt this line of approach and observe how your engagements with consumers enhance.

articulate  善于表达的;v.明确表达   sensible 明智的  engage sb with sth 通过...和某人建立联系

enhance v.增强   approach n.方法 v.接近

Understanding Competition 

It is often the case that the major concern affecting your closing ratio is your competition as you are most likely in a highly competitive space which is rather price sensitive.

rather 确切地讲

It is a well known fact that cost is often the most significant factor in a sales process, but not the only one. For one of my clients, whose service was priced slightly higher, I recognized that rising above price objections was the cause which is why he was losing out on business. One of the chief supports that I offered him was a thorough comprehension of his competition through a competitor analysis that I carried out at the very beginning of the engagement,” shared Hari Balasubramanian, an investor, advisor and mentor.

slightly 略微地  objection 反对   thorough 完完全全的   very 强调最开始的时候

By thoughtful analysis of price sensitivity as an objection, Bala compares his client’s services with other competing ones and established the key quality differentiators. On informing the client’s sales team with the findings, the team members found ways to surmount the objections and the conversions rates visibly improved.

competing  相互冲突的    differentiator 区分者    surmount 客服  visibly 明显地

©著作权归作者所有,转载或内容合作请联系作者
  • 序言:七十年代末,一起剥皮案震惊了整个滨河市,随后出现的几起案子,更是在滨河造成了极大的恐慌,老刑警刘岩,带你破解...
    沈念sama阅读 215,539评论 6 497
  • 序言:滨河连续发生了三起死亡事件,死亡现场离奇诡异,居然都是意外死亡,警方通过查阅死者的电脑和手机,发现死者居然都...
    沈念sama阅读 91,911评论 3 391
  • 文/潘晓璐 我一进店门,熙熙楼的掌柜王于贵愁眉苦脸地迎上来,“玉大人,你说我怎么就摊上这事。” “怎么了?”我有些...
    开封第一讲书人阅读 161,337评论 0 351
  • 文/不坏的土叔 我叫张陵,是天一观的道长。 经常有香客问我,道长,这世上最难降的妖魔是什么? 我笑而不...
    开封第一讲书人阅读 57,723评论 1 290
  • 正文 为了忘掉前任,我火速办了婚礼,结果婚礼上,老公的妹妹穿的比我还像新娘。我一直安慰自己,他们只是感情好,可当我...
    茶点故事阅读 66,795评论 6 388
  • 文/花漫 我一把揭开白布。 她就那样静静地躺着,像睡着了一般。 火红的嫁衣衬着肌肤如雪。 梳的纹丝不乱的头发上,一...
    开封第一讲书人阅读 50,762评论 1 294
  • 那天,我揣着相机与录音,去河边找鬼。 笑死,一个胖子当着我的面吹牛,可吹牛的内容都是我干的。 我是一名探鬼主播,决...
    沈念sama阅读 39,742评论 3 416
  • 文/苍兰香墨 我猛地睁开眼,长吁一口气:“原来是场噩梦啊……” “哼!你这毒妇竟也来了?” 一声冷哼从身侧响起,我...
    开封第一讲书人阅读 38,508评论 0 271
  • 序言:老挝万荣一对情侣失踪,失踪者是张志新(化名)和其女友刘颖,没想到半个月后,有当地人在树林里发现了一具尸体,经...
    沈念sama阅读 44,954评论 1 308
  • 正文 独居荒郊野岭守林人离奇死亡,尸身上长有42处带血的脓包…… 初始之章·张勋 以下内容为张勋视角 年9月15日...
    茶点故事阅读 37,247评论 2 331
  • 正文 我和宋清朗相恋三年,在试婚纱的时候发现自己被绿了。 大学时的朋友给我发了我未婚夫和他白月光在一起吃饭的照片。...
    茶点故事阅读 39,404评论 1 345
  • 序言:一个原本活蹦乱跳的男人离奇死亡,死状恐怖,灵堂内的尸体忽然破棺而出,到底是诈尸还是另有隐情,我是刑警宁泽,带...
    沈念sama阅读 35,104评论 5 340
  • 正文 年R本政府宣布,位于F岛的核电站,受9级特大地震影响,放射性物质发生泄漏。R本人自食恶果不足惜,却给世界环境...
    茶点故事阅读 40,736评论 3 324
  • 文/蒙蒙 一、第九天 我趴在偏房一处隐蔽的房顶上张望。 院中可真热闹,春花似锦、人声如沸。这庄子的主人今日做“春日...
    开封第一讲书人阅读 31,352评论 0 21
  • 文/苍兰香墨 我抬头看了看天上的太阳。三九已至,却和暖如春,着一层夹袄步出监牢的瞬间,已是汗流浃背。 一阵脚步声响...
    开封第一讲书人阅读 32,557评论 1 268
  • 我被黑心中介骗来泰国打工, 没想到刚下飞机就差点儿被人妖公主榨干…… 1. 我叫王不留,地道东北人。 一个月前我还...
    沈念sama阅读 47,371评论 2 368
  • 正文 我出身青楼,却偏偏与公主长得像,于是被迫代替她去往敌国和亲。 传闻我的和亲对象是个残疾皇子,可洞房花烛夜当晚...
    茶点故事阅读 44,292评论 2 352

推荐阅读更多精彩内容