How to get leads and turn them into sales

How to build a system that’s measurable and improveable

Lead generation and nurturing doesn’t need to be difficult. It is–in fact–quite simple.

But most small businesses aren’t equipped with the  right people, processes, and/or tools to get it right–and so they fail. Or worse yet, they maintain the status quo–when they could be improving.

A 5-Point Checklist: “How to get leads and turn them into sales.”

Get leads and convert them to sales 

Most companies get bogged down with bottlenecks on #3 Lead Generation and #4 Lead Nurturing.

What would you rather do? Stay the same, or improve?

To successfully generate leads and convert them into sales you have to have a system in place–a system with:

  1. a website that communicates your unique value to your target audience, and promises to solve one of their problems, 
  2. the right kind of web traffic & promotions (adequate web traffic through seo, ppc, landing pages; supplemented with sponsored emails and ads).
  3. the right tools to convert the traffic into leads and inquiries (white papers, e-books, etc.),
  4. the right sequence of messages that educates the leads and inquiries until they become prospects and they’re ready to buy (marketing automation system), and
  5. a sales process for mastering the complex sale, i.e., a process that ensures that all the influencers, specifiers, and buyers have all the information they need to be assured that they’re getting the best possible option for the price they are willing to pay.

If you master the 5 Steps of this process and build this system, you get: (6) Cha-ching! Many of them. Cha-ching! Cha-ching! Cha-ching!

The biggest problem is an attitude problem

The #1 complaint I hear is that the people contacting them are information seekers.

The truth of the matter is: “We’re all information seekers.” We want to know our options, we want to choose the best option for the money we have to spend.”

Information seekers are good! What you need to do is hold that information seeker’s attention long enough to show them that you understand their problems, and more importantly–that you can help them solve their problems with a product or service that you can deliver for a price they are willing to pay.

The question you should be asking yourself as you look at this 5-Point checklist is:

How can I turn information seekers into information givers?

Think about it. Information seekers are still looking for information, because they haven’t found what they’re looking for yet. So your job is to give them the information they’re looking for.

When you provide the information seeker the information they’re looking for–the walls come tumbling down–and they start sharing information with you! They want to verify that what they’re reading is accurate, confirm their understanding that you can provide the solution they’re looking for… and that’s when the sales process begins. 

The trick is to analyze your business, identify the bottlenecks or the crashpoints, and then build your system so that you align the people and the processes with the tools. Then you work on teach of the 5 areas (above) until you work out the kinks, eliminate the bottlenecks, and set up a process for continuous improvement. 

Free 1-Hour Consultation

If you have any questions about how to get leads and convert them to sales or you’d like to take a closer look at the bottlenecks in your marketing and sales process please schedule your Free 1-Hour Consultation today.