5 Effective Ways to Convert Warm Leads into Sales
So a lead has shown interest in your product or service, they’ve signed up to your emails and have been engaging with your communications but how do you convert them? Here are 5 simple and effective techniques to convert warm leads into sales:
1. Offer a Product Demo or Even Better, a Free Trial
Offering a demo of your product can be an effective way to convert warm leads into sales. Showing is far more effective than telling. Prospects know that sales people will say anything to get them to buy your product but allowing them to see for themselves what it can do is bound to spark their interest further and persuade them to buy.
Even better than a demo is a free trial. Allowing your prospects to try your product for themselves will prove to them that your product is worth investing in. If your product is a piece of software or a program, a free trial is a must for prospects. Think about it- you wouldn’t buy a brand-new car without test-driving it first! A lot of software companies offer ‘one size fits all’ demos or limited trials where the prospect only gets access to part of the system, however we believe it’s important to offer unlimited access because we like our customers to see for themselves exactly what they will be getting. With full access to your system, your prospects can experience exactly what it is like to own your product and how it can help them and they are more likely to be converted.
Now, a free trial or product demo may not be possible in your industry or for your particular product but maybe you could offer a free sample, a taster session or another alternative that will entice and persuade your prospect.
2. Offer an Incentive
There’s not a single person in the world that doesn’t like a freebie. So what can you offer your prospects to entice them to buy your product? Here’s a few ideas:
- A small discount
- A free E-book
- A free how-to guide
- A limited-time buy-one-get-one-free offer
- A free gift
- A £10 voucher
The incentive doesn’t have to be costly but if your prospect knows it is a limited offer, it will certainly help to speed up their decision and convert them to become a customer.
3. Show Them Your Happy Customers
According to Econsultancy, “61% of customers read online reviews before making a purchase decision, and they are now essential for e-commerce sites.”
Showing off your happy customers is a great technique to use to convert warm leads into sales. By reading/hearing/seeing what a great experience your existing customers have had with your product and service, your prospect will be more likely to buy from you.
A written testimonial on your website is great but even better is a video testimonial. Video is far more convincing and believable because your prospect can put a face to a name and really see how your product has benefitted your customer and could benefit them too. (Read more about how to use testimonials in your marketing here.)
4. Concentrate On Your Email Marketing
If you know a lead is warm and just needs a small amount of extra nurturing to push them over the line, think about what they are receiving from you. Are they being sent content that is relevant for their position in your sales pipeline? What more can you do to convince them? Now could be the time to send them a personal email that really stands out because remember, they could be shopping around for other alternatives too and you don’t want them to be snapped up by your competitor! For more email marketing tips, click here.
5. Pick Up The Phone And Talk To Them
By picking up the phone and talking to a warm lead, you’ll be able to answer any questions they have and further convince them to buy. According to a study by Harvard Business Review,
“Companies that try to contact potential customers within an hour of receiving a query are nearly seven times as likely to qualify the lead as those that tried to contact the customer even an hour later—and more than 60 times as likely as companies that wait 24 hours or longer.”
It’s important not to harass a prospect by calling them too much but if they have a query or a question, there’s no better way to respond to them than to talk to them. Remember, people buy from people and a telephone conversation offers your prospect a chance to communicate with a real person and this will certainly warm them up and convert them into a sale.
So there’s our top 5 ways to convert warm leads into sales. Different techniques will work for different industries and products so it’s important to try new things and find out what works best for you. We’d love to know what you think of these techniques and if you use a technique that isn’t on the list, let us know in the comments!