Converting leads into sales for Retail Trade

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your marketing is starting to produce a flow of leads or inquiries now let's look at how to convert more of those leads into sales the first strategy is very simple and yet is very effective it's called follow-up every time you meet a potential customer or send a quote or submit a tender you start the conversion process and yet so many businesses spend a lot of time and money getting a lead and then if they don't hear back from the prospective customer abandon it and move on to the next lead all that time effort and money is wasted and what's more you may be walking away from a potential sale just think how many times you've been offered something and you've been so busy that you didn't get around to ordering it wouldn't it have been good if somebody had reminded you and helped you complete the purchase and remember if you don't follow up it's highly likely that your competition will let me give you some figures although you may expect to do business as soon as you get an inquiry or lead research done in the united states by the national sales executive association indicated that only two percent of sales are made at the first contact this means that a massive 98 of people are still unsure at that first contact in fact the research indicates that only three percent of sales are made on the second contact five percent of sales are made on the third contact and eighty percent of sales are made between the fifth and the twelfth contact the absolute figures from this research are not as important as the trend and that suggests that you can improve your chances of success simply by being persistent and taking the opportunity to build and advance the relationship every time you're in contact with your leads often the reason people haven't purchased is because they're unsure about the benefits of your product or service maybe they don't know how to get the best out of what you offer or maybe they still aren't sure whether it fits their situation they may not understand why what you offer is better for them than what your competitors offer your customers are often asking themselves why why should i buy from you why should i buy this product or service instead of that one why should i buy today why should i spend this amount of money why should i trust you and many other why questions you have to help them by answering these questions and overcoming their concerns their issues their fears and their frustrations the first thing you can do is listen to your customer really pay attention to what they're saying you want to give them answers to their questions and concerns and demonstrate how you can solve their problem you don't want to keep telling them how good you are and how great your product or service is this isn't always an easy or quick process you may have to keep asking questions so that you can fully explain to your customer how they benefit check your understanding of their answers and use the information you gather from them to show how you can help them another way to help you to be more customer focused is to think about the four or five questions you get asked over and over again answer those frequently asked questions volunteer the information when you're talking to your prospective customer or include the answers on your website or in your brochure or sales letters remember every contact with a prospective customer is taking you one step closer to a sale