You can run the best lead generation campaigns in the world, but if those leads don’t convert into business opportunities, and if those opportunities don’t become deals, then you are efforts are worthless.
But conversions are difficult. Forty-two percent of B2B marketing professionals say converting leads into customers is their biggest challenge, and 25 percent don’t even know their lead conversion rate.
The key to successful marketing is strategical planning, and we can’t stress enough the importance of having a strategy in place. If you haven’t done strategy before, we highly recommend to ask for professional help. As always, we are here to help!
So, what are the 7 tips that can help you turn those prospects into customers, and grow your business?
1. Define your uniqueness
You want to stand out from the crowd. You NEED to stand out of your competition if you want to earn new customers. Define your Unique Selling Point (USP) and start telling your prospects about it!
2. Ask your customers to give you reviews and testimonials
If you’re getting repeat customers and have a high customer retention rate, that means that these people are happy with your company and the product or services you offer. These are the customers you want to target.
Asking your loyal customers to review your business – whether it’s online, social media or email will:
• Spread the word
• Influence others to follow their lead
• Give other consumers reliable facts about your business
• Get your company a higher rank on Google it it’s a Google review
• Boost your website traffic.
3. Create professional, quality marketing materials
You might not have the resources to employ a full-time marketing person. However, there are still ways of marketing your products and services in a professional manner. Outsourcing your marketing to a professional Marketing specialist will not only help with the overhead costs, but it’s guaranteed that you’ll receive professional services. They will create quality marketing materials, like brochures, point of sale materials, signage, showroom signs, and much more.
4. Add value to your offers
Adding value to your offers, products or services is a great way of giving your customers that little extra, and making them feel valued. Not to mention that with the added value you don’t have to compete on price, a game you can hardly win, as there will always be a cheaper product or service offered by your competitors.
Who doesn’t like free shipping or a “return product for a full refund if you’re not happy” guarantee?
According to invesp, 92% of consumers surveyed said that they will buy again if product return process is easy whereas 79% of consumers want free return shipping. Coming up with a guarantee you can commit to might be easier than you think. Just put yourself in your customer’s shoes and think of something that is of value to them. Believe me, your customers will love it, and if they can choose between you who offers a free refund, and your competitor that does not, I guarantee you they’ll come to you.
6. Make it easy to buy
Offering flexible payment options is key to attract new customers and to keep your existing ones. Just think about it. If you could pay quickly and securely online, as opposed to getting an account set up that has to be approved and then you can only EFT the money…which one would you choose?
Nowadays most big companies survey customer satisfaction to know exactly what their customers are after. You don’t have to be a big corporation to ask your clients what they like and what they don’t.
And it certainly does not have to be a complicated, long, or expensive process. There are quite a few platforms available that offer free accounts: SurveyMonkey is one of them.
When it comes to surveying, simplicity is the key. Keep it short and simple, ask questions you really want to know the answer to, and don’t forget to analyse your results!
Please comment below if you have any questions or feedback. And as always, if you need professional services, please contact us.