Today I’d like to talk about how to turn prospects or leads into customers and keep them on your list for future marketing too.
While, your marketing is doing its job, and your list is growing, you need to be working on turning those leads into customers. There are a few ways to this. To have them buy your product or service and create a sale.
To be able to do this you need to be:
The biggest fear of most new customers is “buyer’s remorse“. You want to avoid this at all costs and this should be lessen or decreased when you provide a quality product/service that delivers on the marketing claims you’ve made.
However, this “buyer’s remorse” isn’t always taken away by what you offer. There are two ways to deal with this and give your buyers a good feeling:
- Offer to refund money-no questions asked
- Offer a bonus they can keep, even if they return the product
These offers alone create a feeling that the customer can trust you more, just for offering these things.
There are number of other ways to turn a prospect/lead into a customer:
- Offer a special price as an opportunity for you to test the market.
- Offer a lower price with the reason of pushing inventory to pay a bill, for your kid’s’ braces, or another tangible reason. Customers love that this makes you feel so much more human.
- Offer a referral incentive.
- Offer a smaller, more inexpensive product first to build trust.
- Offer package deals.
- Offer to charge less for their first purchase if they become a repeat customer.
- Offer extra incentives-longer warranties, free bonuses if ordered by a set date.
- Offer financing options, if possible.
- Offer a bonus or discount if they pay in full.
- Offer special packaging or delivery.
- Offer “name your own price” incentives.
- Offer comparative data or other comparison tools.
- Offer a trade-up or upgrade to something they already have.
- Offer additional, educational information to help them make the decision.
The options really are as limitless as you make it. You can use these or other ideas to find what works the best for your business, products/service and target market. Remember this…
“By making it inviting, easy, informative, non-threatening, educational, inspiring and fun to do business with you, you’ll loft your company above the competition.” Jay Abraham
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