Find out what leads are and get to know 8 tips to win them
Those who work in sales are always looking for leads.
But, after all, what are leads?
Lead is a contact who left with you or your company some basic information, such as name, phone number, e-mail and sometimes, the name of the company you work for and the position you hold.
This is often done through filling out a web form in exchange for an e-book, an app or the possibility of making an online quote, for example.
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But you must look at the lead in another way: it is a rough diamond that you need to cut and go forward with each contact with it to transform it initially into a qualified lead , then into a prospect , then into a business opportunity and finally on a client !
Wow, a lot more names… let’s understand this better:
Before being a lead, the future customer was a suspect, that is, someone the company thought (suspicious) might one day be interested in its products and services. But they weren’t sure.
After providing his data, the suspect became a lead!
Lead is a contact who left with you information such as name, phone number and email.
If you contact the lead and he shows some interest in buying, he will become a prospect, someone you should prospect.
From this moment on, you’ll have to do your best to create a business opportunity and, in the end, make a sale with it, to transform what was once a mere disqualified lead into a customer of your company!
Oh, there’s that too. What are qualified leads: leads with a more promising profile of becoming customers in the future?
Well, after becoming a customer, the buyer can even become a regular, loyal customer, lawyer or brand ambassador, but let’s leave these categories for another day and another conversation.
The ways you or your company get a lead are many:
- Through internet searches;
- sales conventions;
- someone who has given you a business card;
- contacts at trade fairs;
- indication of other sellers;
- customer referrals
- a registration filled out on your company’s website;
- And many others.
What matters for us to understand at this point is how to turn this lead (that contact you don’t know personally and boils down to little more than a name, a phone number and an email) into a potential customer.
It is in your hands the obligation to polish this lead and turn it into a concrete possibility of making a sale. After all, what are leads if not a future opportunity to close a deal?
8 tips on how to turn leads into potential customers
So you arrive at the company that morning, greet your classmates, have a cup of coffee – of course! – sits at his workstation, opens his computer and discovers a spreadsheet full of leads.
About 100 names followed by email and phone. Your mission: to turn them into potential customers.
What do you do? Immediately start calling them one by one, talking about your product or service, leaving messages, and other similar activities.
What are the dozens of leads on a list for those who want to call?
At the end of the day, proud, he looks at his spreadsheet and discovers that he called or left a message for everyone!
Sales? None. Appointed meeting? No, it didn’t happen either. Requests to send emails with more details?
12, 13 if you include the secretary of one of them who asked for a product presentation and promised to forward it to the boss.
You need to improve your results a lot.
Get Ready: Now you’ll find out exactly what you should have done by reading our 8 tips on how to elevate your lead to a potential customer!
1. Give credibility to your customer
Every purchase is made on the basis of trust. Your customer trusts the product or service, trusts the company, and must trust you. For that, you need to convey credibility.
And this feature is built with 4 elements:
- Demonstrate that you have the competence, that is, the knowledge and skills to assist you in making the purchase.
- Character: you must look honest.
- Sociability: be friendly and pleasant.
- Composure: have emotional control.
- Extroversion: Be outgoing and likable.
2. Show that you have a differentiator as a salesperson
The current salesperson has to take on new roles. You need to be an expert in understanding people and their behavior, study NLP for example. Also, you need to master marketing and sales techniques.
And more: know how to use the tools at your disposal: software, applications, sales materials and everything else that your company provides or you have provided.
Turn leads into customers by showing your difference as a salesperson.
3. Pull the blindfold, don’t push
Salespeople who immediately start wanting to demonstrate the advantages and benefits of their products and services amaze the customer.
That’s not what he wants to hear, he wants to hear questions, to realize that you’re interested in understanding his problem and not in solving yours, which is hitting the goal. Don’t push a sale, pull a buy by asking the right questions…
4. Stay focused on the customer
Don’t try to understand the customer’s reasons according to your salesperson’s reasoning patterns. Try to understand the customer’s way of thinking, their purchasing processes and mental models of behavior.
If you were him, why would you buy that product or service?
5. Search the customer
To ask the right questions you must first know the customer. Use the internet, go to the company’s website, social media (buyer’s too), contact other sellers and find out more about the company and the person you are going to talk to.
6. Prepare the ground
Before contacting us, make a checklist:
- What information do I already have?
- Which ones are missing?
- Who or where can I get this?
7. Prepare and set goals
- What do I want with this first contact?
- What can I ask?
- What strategies will I use?
- What will my approach be?
To answer these questions, use all of the above tips, especially surveys.
8. Ask the right questions
Understand the customer’s issues and why it’s important for them to resolve them. Then try to understand the consequences of the problem for him and for the company.
From there, it will be easy to ask more questions to unravel the customer’s needs and desires. Match the features of your product or service to those wants and needs.