4 Steps To Better Conversions

By September 23, 2015Sales and selling

Better Conversions In 4 Steps

sales conversionIn our pursuit of sales we sometimes forget the basics of what creates our revenue and profit. You may have plenty of leads being generated and yet suffer from low sales figures. Your leads are one part of the sales process that is needed. The next segment is very critical – conversion of prospects to customers. Not everyone knows who you are, or what you bring to the table.

Besides building up the “know, like and trust factors” you need to educate your prospects about what your unique value proposition is, what benefits you provide for them, and what they can expect from you as far as outcomes.
It also needs to be made clear to them that you are the only choice when it comes to choosing a provider.

There are quite a few variables in the conversion process. I present just four in this article for you to review and consider for inclusion in your own business. A small percentage improvement in conversion statistics has a dramatic effect on your revenue results. Get this component right and you are on your way to growing a healthy business.

Educate

Not everyone knows who you are, or what you bring to the table as a service or product provider. You need to educate your prospects about what your unique value proposition is, what benefits you provide for them, and what they can expect from you as far as outcomes.
It also needs to be made clear to them that you are the only choice when it comes to choosing a provider.

Make It Easy To Do Business

If your prospects are interested,ensure that you don’t make it difficult for them to contact you. You should outline exactly how your prospect is to get in touch with you (provide more than one way), pay for their products or services, request support or, if they have any questions, how to have them answered.
Having multiple ways for them to pay such as credit card, cheque, direct deposit or cash will make it easier for them to make the decision to buy. In some instances it may be appropriate to have installment plans or easy pay plans. Don’t confuse prospects with legal jargon or complicated application processes as these are a turn off you can do without.

Lower The Perceived Risk

You should always lower the perceived risk the prospect experiences when dealing with a new service provider or product seller. There are various ways to lower the risk in the eyes of the prospective customer, one being a guarantee.

Guaranteeing your services or products is a very effective way of showing your prospect that you have faith and confidence in your ability to deliver a great product or service. In fact you’re so confident that you will guarantee the product or service for a period of time.

In the mind of the prospect this lowers their risk in making a selection of a service provider. A guarantee supports their decision by removing a lot of what ifs. They can go ahead and buy knowing they can get themselves a refund, have the products repaired or exchanged for a new one.

Build In Social Proof

We are social creatures and therefore we put a lot of stock in what others think, whether we like it or not. Seeing that others have gone before us, tried and tested services, and found them to be of great value, is a major selling point. Don’t underestimate just how powerful testimonials, references and glowing customer reports can be in pre-selling your goods and services.

Of course, if your goods and services are of a great quality you’ll be getting a lot of work through referral, which is the ultimate social proof for a prospect. Utilize various ways to present testimonials such as text, text with image and video.

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