Here’s a simple business truth:
No matter how many leads you get through the door, if you can’t convince them to BUY, it won’t do you a bit of good!
So, let’s talk about a critical aspect of getting more customers. And that is…
INCREASING YOUR CONVERSION RATES.
Here are three critical ways to get interested parties across the line:
1)—Credibility, Credibility, Credibility. Before someone hands over their hard-earned cash, they need to trust you. You can make compelling promise after compelling promise, but unless they believe you can really deliver, they’ll keep their wallets closed.
Credibility comes in subtle packages, so here are some simple things you can do to build trust-based relationships with your prospects and leads…
- Adopt a “giver” vs “taker” stance by being as generous with your bonuses, service, and warranties as you can
- Be upfront about the actual price of your products and services – sticker shock is a nasty surprise that dramatically undermines your credibility
- Train your salespeople to practice consultative selling instead of high-pressure tactics
- Make sure your office space/storefront is as clean, attractive, and inviting as possible
- Adopt an appropriate dress code for your employees
- Always do what you say you will when you say you’ll do it
2)—Harness the Power of Social Proof. Another profound way to increase your credibility is by showing your prospects that real people just like them have already received tremendous benefit by doing business with your company.
Always ask customers for testimonials once they complete a transaction. Then display those testimonials everywhere – on your wall, website, business cards, brochures, posters, flyers, ads, and direct mail pieces. Make it clear that your prospects can legitimately expect to succeed with you because you’ve got a proven track record of helping others in their exact situation.
3)—ASK. I’m always shocked at how wishy-washy some salespeople and business owners are at actually ASKING for their prospects’ business. Remember: you can’t get what you don’t ask for, so don’t be passive – proactively ASK for what you want. Write simple scripts so you can be direct and confident. Practice your scripts with coworkers and friends. If you have sales staff, hold training sessions with them that focus exclusively on asking for the sale. You’ll be surprised at how much this simple adjustment can dramatically improve your results!
Call to action: Identify an area of weakness in each of the three categories above and make a goal to improve it.
If you need help, be sure to reach out to me; I’m happy to spend some time with you, FREE of charge, helping you improve your conversion rates.
Or if you’d like more about how business coaching can help in growing your business, get in touch with me. You can book an initial complimentary 15-minute call with me at TimeWithShane.com.