I know a lot of you out there own a great business and work really hard for both prospects and clients. But, many of you are working hard, without seeing the conversion you most definitely deserve. Here are some tips to boost your conversion of prospects into clients.
- Follow Up. How many of you read those two words and said, "Duh, I already do that?" If you did, and you're not getting clients, then I bet that follow-up, to you, is connecting on LinkedIn, and sending the "it was nice to meet you" email, right? Follow-up is everything that follows the connecting on LinkedIn and email. Are you calling, are you emailing, are you sending that person helpful information? If not, you're not following up.
- Give Value. When you meet people at networking events and beyond, are you learning about what they need, and what's got them frustrated, or are you just trying to see if they could be your client? Try to focus on what they need, and deliver that to them. Even if they don't hire you, they will more than likely refer you to someone else. I've been known to go overboard and create a list of ideas to help people around a core problem. Bonus for me - I created so many of them I now have a huge library of templates to offer my clients!
- Connect Them. You might not be an ideal client for someone else, but you may know someone who is. Find that person and make a connection for them that can help them grow their business. Wouldn't you want to look out for someone that handed you a client? So, be that person for someone else!
- Invite Them to Engage. With more and more information and opportunity available to us, we all enjoy feeling like we invest our time and money wisely. Sometimes people need to experience more of us than a simple 5-minute conversation, or a cup of coffee. What events, classes, or experiences can you offer to a prospect so they can get to know your work better without a huge investment?
- Deliver on Your Promises. I don't care how small the promise was - even if you say "I'll send you a link to that article... " you better do it. It's the "small stuff" that can have the biggest impact on a prospect. When I meet other business people, I always expect that the experience I have with them, is the same one my referrals will have. So, if promises are not delivered on, or my messages go unanswered, and so forth, I will be wary of making referrals. Make sure you deliver what you say you will.
- Only Promise What You Can Deliver. Linked to the previous point, don't make promises you can't, or won't deliver. If someone asks you for a favor, and you know, for whatever reason, that you can't or don't want to follow through, don't tell someone you will. It's out of integrity, and will make the person consider you as someone who doesn't follow through. If the answer is no, better to set expectations from the start.
Heather is the founder of BullBuster Business Coaching. She helps service-based-businesses double their profit by aligning their marketing strategy with their goals and their personality. Get her free tips on getting more clients and cash at http://www.bullbustermarketing.com
Learn more about BullBusting at http://www.bustyourbull.com
Article Source: http://EzineArticles.com/8945645
0 comments:
Post a Comment