Not all of your prospects are going to pass
through your automated sales funnel and
automatically convert into customers as you
intend. Sometimes it requires a little outside
assistance to get them to bite. Here are 8 tips to
help you close more sales.
1. Set a deadline. Establish a "no communication"
deadline to remove prospects from your funnel.
Example: “We have not heard from you in 30
days. While this will be our final communication,
feel free to contact us in the future if you are in
the position to move forward.”
Related: Getting the Sale Without Being a
Sleazeball
This will often get their attention -- and if it
doesn’t then it will prevent you from wasting any
more time and energy on a dead prospect.
2. Ask a question. When you ask a question it
requires your prospect to reply. Try something
along the lines of, “It has been over a week since
we have heard from you. Have you had a chance
to go over the materials and make a decision?”
This is a good way to apply the pressure while
also opening up the dialogue to discover questions
or concerns the prospect might have.
3. Put together a FAQ section on your website.
Address questions that your prospects might
have and make it easily accessible on your
website. Talk to your sales team and customer-
service representatives to source the most
frequently-asked questions. Check out this simple
FAQ for Netflix for some inspiration.
4. Mix some icebreakers into your email
marketing. Most of your prospects are also being
marketed to by your competition, so do something
to stand out from the bland and overly
promotional emails that are flooding their inboxes.
Mix in some fun facts about your company or
your local area. This can really get the attention
of your prospects, causing them to forget about
the other options.
5. Offer incentives. Who doesn't like free stuff?
Tossing in a free gift or offering a discount is
often a great way to convert sales. It doesn’t
have to be a significant discount or something
valuable. Many people simply can’t pass on
something for free.
Related: 5 Ways to Stop Your Sales-Pitch Email
From Getting Trashed
6. Return on investment reminder. If your product
or service has the potential to increase your
prospect’s ROI, make sure you remind them. You
are basically asking, “So, when are you ready to
increase your revenue?” Reminding them that you
have a solution that is going to make them more
money will often trigger the sale.
7. Quick follow-up. Often times a simple follow-
up email or phone call asking your prospects if
they have any additional questions will get them
back into purchase mode. This is a great way to
quickly convert them into a customer before too
much time passes.
All of the leads that my company generates
through our website are immediately contacted
and we also follow up with them a couple of days
later, offering to answer any questions that they
might have.
8. Ask for the sale. Simply asking for the sale is
not groundbreaking. It’s common sense, yet
many people don't do it. Ask your prospects if
they are ready to get started and watch how
many say “yes.” They became a prospect
because of their interest in what was being
offered. If you don’t ask for the sale, your
competition will.
What other ways have you used to successfully
turn your prospects into customers? Share your
experiences in the comments section below.
JONATHAN LONG
FOUNDER AND CEO, MARKET
DOMINATION MEDIA
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