Your Lead Not Converting? Here’s How You Can Get Them To Buy
Are you in sales?
Of course, we ALL are.
Either you sell things (product or service)… which makes you a salesman, a marketer, and/or an entrepreneur…
Or you sell time (which means you work for an organization that sells products or services).
And what is the WORST thing your “lead” can say to you?
“MAYBE”….”Let me think about it”…. “I’ll get back to you”.
Yes means you MADE the sale. Now you do the Dance of Joy, deliver the product/service, collect check, and move on.
No means they’re not interested. So you move on.
But MAYBE… oooh… that means you can’t move on because you have to check up on them once in a while…
Waste of time? Perhaps.. I guess it depends on how you look at it.
How the Brain Works
Ever hear the term “use it or lose it”?
If you haven’t, its a SIMPLE concept.
The more repetition of a message your brain receives, the more likely it will STICK.
Voodoo, you say?
Au contraire, mon frère
This is a well known fact, used quite often by some of the BIGGEST human institutions.
For example, churches and their gospel song (which are often times repeated over and over in one shot)
Another example, military chants that pretty much ALL militaries around the world impose on their soliders:
It’s not that they love chanting… but because it serves a purpose.
And that purpose?
Reinforce the idea with repetition… speaking out loud over and over again.
In fact, did you know that it takes minimum of 6 REPETITIONS before your brain will actually have a lasting electrical circuit that identifies with a message?
There’s a reason why you see ads playing OVER and OVER and OVER again…
IT’s not because ad budget is controlled by bunch of corporate monkeys… but because they’re trying to form this permanent electrical circuit in the consumer’s mind.
You Can Use the Power of Idea Reinforcement to Your Sales Process
You, as a sales person or organization, can tap into this power.
Simple: REMIND THEM… gently, over and over.
There are two ways you can do this
1) Email Marketing
This is probably the oldest trick in the book.
Whether or not you have generated the lead yourself (I don’t recommend DIY lead generation because of costs) or have partnered with a lead generation company, if you are in this phase, you have their contact inf but he/she has said “no” or “maybe”, you can follow up with them on weekly basis.
This is where you want to gently remind them what you do, how you can help, etc etc.
Whatever you do.. do NOT spam and make sure that you are in compliance with the CAN-SPAM act.
(If you violate this, your fees can be quite hefty.. as in .. tens of thousands of dollars PER violation)
As far as tactics, I’ll write more on this later.
This is going to be fairly more tricky because this involves 1) bring the lead to your website (which you can do with email) and 2) buying advertising media on the web.
Though more technical and more in depth, this is by far more effective in terms of visibility of your message.
Simply because with email, you are competing for that inbox space with other people or companies who are trying to do the same thing.
3) Good Old Phone Followups
Good old, “hello Mr.Smith.. I just wanted to follow up and see how things are with you, and maybe see if you’re still interested in Acme Vacuum 3000.. vacuum so powerful that it can suck your chihuahuas right out of their beds.”
(OK, you might laugh but some guy actually tried to sell my dad a vacuum YEARS ago with that message.)