Do you believe the more leads you get the more sales you get? Well that would depending on what type of leads you get and what their interest are. Let’s find out what’s more important: to learn how to get more sales conversions or to generate more leads.
“The lead generation process starts by finding out where your target market ‘lives’ on the web.” ~ Wayne Davis
A lot of us wonder how we can get more leads because if you don’t have any leads then you have no business, right? But does getting more leads really make a difference?
Well let me ask you this.
What’s the difference between someone who can get 9 out of 10 sales conversions versus someone that can get 9 out of 100 sales? Considering this, it’s not all about get more leads but learning how to convert the targeted leads that you already have.
Yes, traffic is important and with traffic you will get leads, but without learning how to convert those leads into sales, then all the traffic and leads in the world wouldn’t matter too much. So what can you do?
You want to be able to maximize the email list that you already have. If you don’t have an email list, or have no idea of how to start building, then my advise to you is to invest in an Attraction Marketing System that already have the training and tools to help you get leads so you can start building your email list. I use My Lead System Pro and have benefited a lot from this system.
As I was doing some research, I found a website which explains the sales funnel process in the Home Builders and Remodelers industry. Rick Storlie gives an 8 Step presentation on how to get more sales. You can check this presentation out at New Home Sales Coach…
8 Step Sales Funnel 
Now since I’m in the home business industry, I revamped his presentation and made it relative to those of you who are in this industry:
Preparation
If you don’t know already, not everyone is going to be interested in your offers. This is why it’s pertinent to figure out who would be. If you’re marketing Health and Wellness products, why would you try to sell this to someone who’s interested in Life Insurance. Yes they may be interested, and yes everyone needs to take care of their body, but if they don’t have the least interest, why waste that time? Focus on people who are highly interested in Health and Wellness and you’ll get better results.
Identify Problem of Prospect
We all have problems yet to be resolved. We look for people who understand the problems that we go through. Here’s the catcher. Focus on the prospects problem. Get them to talk about it. Find out whats really urking them. When you become a great listener, you become a great conversationalist to them. At this point they don’t care about any type of solutions. They just want to be listened to, or at least have someone who understands them.
Personal Branding
You want to show your prospects or leads that you’re different. This is why it’s important to really be different from the rest and show why you’re different. Most reps are quick to try to sell prospects and leads. If you do the opposite and show that you care by providing value, listening, replying to emails, or even calling you’ll stand out from the majority.
Prospects Need
Once you let your prospects vent, now it’s time to discover their needs. If they’re frustrated and ran out of people to talk to within their warm market, introduce them to online marketing. Or maybe they don’t know how to get leads, then introduce them to an attraction marketing system. You can do this by giving away free online training. You can find that most Attraction Marketing Systems have free trainings when it comes to online marketing.
Presentation
You educate them on what it takes to build a home business. Like I just mentioned, you can provide them with free online training, invite them to a meeting, invite them to listen to a call, or whatever the case may be, as long as they’re given some type of information to show what options they have.
Urgency
You want to give your prospects or leads to come to you or invest in your offer. One great way to do this is to Control the release of information. You want to just sell the sizzle, but not the steak. Just give them enough information to pique their interest and want to come back for more.
Objections
When it comes to prospects and leads, usually there are objections. But what if you can provide objections before it pops up in their mind? Where there’s Objections there answers and this gives you the opportunity to provide those answers. So why not list common objections that your leads or prospects may have? This shows that you’re already in tune with them. Rich Storlie recommends that you provide 6 objections.
Established Trust
By now, you’ve established trust with your leads and prospects. How? Well you provided the value, engaged with them, read their minds about their objections, and they got to know who you are. At this point, your likelihood for making more sales has went up by a lot.
Now It’s Your Turn!
How are your sales conversions? Are you getting the sales conversions that want? What would you change? Please comment below and share this post with your friends. I look forward to reading them!
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Hey Sherman,
You have laid out some important highlights that many marketers leave out. The easy part is getting traffic and leads. The part that most struggle with is conversions. Without conversions, traffic and leads have no value. I look at having leads like real estate, and if you can’t fix up a house, make it look nice, you can’t sell it on the market and the house will not be desirable. Thanks for the reminder!
Hey Nate,
I like your analogy about real estate and fixing up a house to sale! What’s the point of getting into the business if you don’t sell anything? Yes we all have to have a great emotional reason of getting in and also we want to fulfill those reasons!
Thanks for your comment!
I am still new to email marketing, I have been building my list. While I have made some income from my email list…it is nowhere where I would like it to be.
Of course my list is small. However, I have heard people say that it does not matter on the size of the list. It just matters how responsive your list is.
I am still focusing on building a relationship with my list. I think this is important. If you always send them something to purchase…chances are they will unsubscribe.
So you have to provide value that they need and eventually you will begin to make sales.
Great tips, I will begin implementing them with my email list marketing strategies.
Hey Susan,
Value is key in email marketing. I know this is cliche but you want to build trust with your list. Once you build a strong rapport and trust, they will definitely do business with you.
You’re definitely right if you’re always sending them something to purchase, they will eventually unsubscribe. Your list is only tuned into what’s in it for them. Without giving them something that’s going to benefit them, then they will definitely look somewhere else…
You got to keep them happy!
Thanks Susan for your comment!
Great post Sherman, conververting the leads is the hardest thing but when mastered can be very rewarding. Also you are right, it is important to provide value, otherwise people on your list just hit ‘delete’ everytime they see an email from you if you are always promoting stuff and not providing value.
Hey Colette,
I learned this the hard way, but sometimes you have to get your knowledge from the streets in order to really get it LOL.. Anyways, thanks for your insight on this subject!
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