Lead Conversion (Sales Process) For a Small Business -September Roundup
Let's kick off the month of September focused on
lead conversion (sales) for your small business.
You know what I say,
“once a prospect has expressed interest in buying from you, it’s important to have a structured sales process to keep moving toward a decision.”
When it comes to lead conversion, too many CEOs or business owners
lack any process or systematic approach to turning interest into revenue.
The focus of marketing is almost always on making the phone ring, increasing website traffic and generating more leads. While leads are certainly important, the infatuation with generating them eats up a significant amount of resources:
energy, attention, time and money.
Installing a sales process, one that is educational, consultative and collaborative, is the fastest way to improve overall marketing results. I’m assuming you’ve also:
- narrowly defined your ideal client
- defined the real problem you solve
- uncovered and claimed a valued point of differentiation
- made content a relationship-building workhorse
- mapped out the customer journey
These posts aim to help you, your team, and your marketing service providers better understand how to build a lead conversion (sales) process that serves a strategic and business objective in route to growth.
Want us to develop your lead conversion plan for you?
The Ultimate Guide to Small Business Lead Conversion (Sales)
The Best Way to Sell is to Solve
Recently while speaking to client I mentioned how my marketing firm likes to solve business problems with marketing, whether those problems are 🍯attracting talent, ⚙️ streamlining operations, 💸generating leads or 🎯 improving sales conversations. That's because I’m a problem solver at heart. I love doing a "marketing diagnosis before offering any marketing prescriptions" to see what the real problems are and what's the best way to solve them.
Best Way to Rev Up Your B2B Sales Efforts
B2B sales seems to be a mystery to many business owners and CEOs. Just do a search on the topic and you’ll find little that’s helpful. In my opinion, there are two reasons for this. ⭐ One — people are searching for that one killer sales tactic that will close all deals ⭐⭐ Two — people fail to realize that successful B2B sales is made up of timing triggers which are by nature very hard to quantify and pin down without a real understanding of ideal clients.
Reducing Your Need For Follow Up Is The Secret Follow Up Strategy
This was the advice I gave to a client recently. Reducing the need for follow up is the secret follow up strategy. I know, this sounds confusing. But read it again. You’ll get it… Not needing to follow up is the secret because it gets the result you want.
Stop Chasing Proposal and Do This Instead
A lot of people want to grow their sales and business. This advice is super key 🔑 for people with proposal-based businesses or services. This is what my marketing firm executes during our sales process and has allowed us to establish a high closing rate.
Why You Lose Sales
Selling for most small businesses isn’t about high pressure tactics or manipulation so if that’s what you’re doing this may be why you lose sales. Instead what you need to be doing is building rapport, getting to know your client and spending time educating them.
All The Magic Is In Treating Your Prospect Like a Client
All the magic 🔮 is in treating a prospect like a client from the beginning. The way you treat a prospect 🤝 - especially in a service-based business or professional service - says a lot about what they can expect if they were to become a client.
Get Out Of The Convincing Business
"Get out of the convincing business." That's my advice to the CEO of a small professional service firm that reached out to me last week via LinkedIn.
3 Things You Must Know Before Every Engagement
Recently I had a prospective client meeting with a very successful behavioral health agency. During this time I made certain to gain conceptual agreement. The worst thing that could happen for a service business is that you win the engagement, but you don’t have any ability to deliver results because you haven’t established what results look like or how you’re going to actually track them.
How to Eliminate The Need to Sell
If the idea of virtually eliminating the need to sell (in the traditional sense) is attractive to you – all you need to do is develop and implement effective marketing.
Sales Is Leadership
Let me explain: Sales is not about 'getting' someone to buy what they don't need or want. Sales is LEADING your ideal client to see that you can help them get from where they are to where they want to be. But I'm noticing owners and CEOs of small businesses struggle when it comes to their sales conversations.
The Real Difference Between Marketing and Sales
I find that the words marketing and sales are burdened with a tremendous amount of confusion. For some, marketing is branding, while others view marketing merely as sales or advertising. I don’t guess it really matters that entrepreneurs or business owners agree on the definition of marketing and sales, but I do think it’s important that you understand the difference.
Get Paid To Convert Leads
Nothing is more frustrating than not closing the deal on a proposal or prospective meeting you spend a lot of time and effort on. Time is money, and there is no reason that you need to spend hours on developing a proposal or in a meeting for free.
Marketing Does Not Replace Selling
There’s a common problem we see far too often among business owners. I’m going to use a client as an example. For this client, we’ve employed several different marketing tactics to fit his marketing strategy.
Put Sales Time In Your Calendar
Put sales time in your calendar as a strict appointment you keep. Too often, people treat selling like an “I’ll get to it when I can” type of activity. This is a big mistake.
The Best Way to Sell a Service Is . . .
No amount of explaining, documenting and outlining can replicate the conditions of actually experiencing a service in action.
The Development and Installation of a "Marketing" Focused Sales Strategy
Recently I was speaking with the CEO of a 100 year old manufacturer and distributor in the South East part of the country. Our conversation revolved around the development and installation of a "marketing" focused sales strategy.
Lead Conversion (Sales) Examples
Referral Lead Conversion Example
Contact Your Marketing Consultant at Indispensable Marketing
If you’re a small service based business that needs help with lead conversion for your business or your business’s online presence on Google and other search engines, at Indispensable Marketing we can help. We offer marketing strategy consulting, marketing audits, monthly marketing packages, consultations, exploratory calls or monthly local SEO services. Contact us for more information.
Indispensable Marketing takes a process approach to developing and installing your small business marketing.