Conquering the Mind – 5 Ways to Turn Leads into Customers

By: Omri @SaaSAddict Erel

Today, customers have access to seemingly unlimited options online.

It can be very difficult to covert prospects into paying customers.

They are much more hesitant to commit and feel like they are always able to bargain or wait until a better deal presents itself. Even if what you are offering is better, they may not see the same things that you do. Some things that can hold potential customers back include the relevancy of what you have and how much it costs. If it does not help them specifically, no amount of bargaining will help you.

So, what does it take to convert people, or at least make them see everything that you have to offer?

You need to take the issues head on and address what affects these leads the most so that they can understand why the change is necessary. Make them believe that you truly have what they need to succeed and you’ll be able to see just how quickly and easily you can create a strong customer base and increase revenue.

Here are 5 tips to ensure that you are able to have the highest number of conversions and increase your current customer base.

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Be Convincing and Confident

From the very first time you contact someone, you need to be confident about what you are offering. If you are not able to answer questions, why would someone be convinced that you are really offering something great? You do not need to be a fast talker to grab someone’s attention; in fact, that may even scare them off. Be confident in what you are saying and that can create a much stronger impact.

Also, only ask questions that need to be answered when you are talking to a lead. If you don’t ask a lot of questions and let the leads do the talking, you’ll be able to win them over much easier. Determine if the lead is someone worth talking to and make sure that you follow every potential lead. InsideSales.com has revealed that almost 75% of new leads are never contacted by businesses. Take the time to talk to leads and provide results that prove what you have to offer is the absolute best.

Leads Need to Agree with You

No matter how confident you are, you will not get anywhere if your customers do not agree with you. You need to take an approach that ensures they see your side of the argument and that they can agree with it. You can do this by telling a story or relating it to their everyday needs.

For example, you can say “Wouldn’t it be great if you could accomplish all of your daily tasks in a faction of the time?” When prospective customers can agree with what you are saying, you are one step closer to becoming a true customer.

Provide Options

You have already done the hard work and convinced new customers to purchase the product you were pitching to them, but do not stop there. If these prospects are willing to give you money, it means that they trust you. You can build on this trust even further by providing them with other products that they can use. According to Marketing Metrics, the chances of selling something to an existing customer is between 60% and 70%, but a new customer only has a 5% to 20% success rate.

Upselling is great because it lets you increase your profits very easily. Even places like retail stores and fast food locations do it, and customers expect it to some degree. Never miss the opportunity to upsell something if you feel it meets the needs of the customer. If you are online, you can use digital guidance tools (like WalkMe) to inform customers of various options as well.

 Create a Sense of Urgency

 People take more time to do something when they think that they have more time. If you create a sense of urgency by putting a limit on a product, such as “5 per person,” they feel like they need to act now. Notice that you don’t have to actually put a time limit on something in order to get people to act. Just the fact that a limit exists will make people want to pass by it before it is too late.

You can also create this sense of urgency by promoting clearance items or sales.

Gartner Analysts also advocate using your customers to your advantage: “Customer references are hugely important in influencing a prospect to choose your company over a competitor and act as your best advocates; if you want to increase deal-closure rates, you must make customer references and advocacy core to your marketing mission.”

Repeat, Repeat, Repeat

Just because someone says no to something, it does not mean that they don’t want it. It may just be that they are not used to seeing it, and that makes them cautious. Since you do not want to annoy them time and time again, plot out the key benefits and promote them from time to time to help them understand what you are offering. After a few repeat sessions, they will understand what you are offering and are more likely to act.

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Omri Erel
Omri is the Head of Demand Generation, as well as the Lead Author & Editor of the SaaSAddict Blog. Omri established the SaaSAddict blog to create a source for news and discussion about some of the issues, challenges, news, and ideas relating to SaaS and cloud migration.
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