What if your warm leads are not warm enough? Just because your leads are smiling back at you doesn’t mean you had them at first glance. You’ve got to make sure you’re able to nurture your leads in every step of the buying process.
This is where I bring on a sales professional or an entrepreneur (or myself sometimes) so we can share our challenges to everyone and strategies we’ve implemented to overcome them so you can hopefully learn from them and apply them to your own process.
Strategies for Nurturing Warm Leads:
Focus your approach based on these individuals in the organization. Sometimes you have the end-users. You also have the influencers. Then you have the decision-makers. Sometimes all three are involved in the buying process, other times some of them have more pull than others.
Find the reasons your influencers like or dislike the product. Then utilize the top three reasons into your discussion with this new influencer. Your goal is to spark an interest.
Whether they’re looking to purchase now or in the future, make each prospect feel that you care for them.
Just because your prospect smile means you got the deal. You have to figure out the outcome they’re trying to get.
There must be something they need that they haven’t recognized before and your goal is to educate them.
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One of the best ways to grow your business is by getting referrals from your clients. Jeff Tockman is a consultant who helps his clients grow their business through referrals. Jeff is a power networker and very good at building relationships with others. In April of 2009, Jeff started Professional Social Networking Group (PSNG.org). He has used and improved his networking skills to grow the group to thousands of members and an average of over 100 people at each event.
After founding Tockman Consulting (TockmanConsulting.com), he started consulting with clients about business development in 2010. He has been running two private networking groups since 2014. He is building on his love of teaching and passion for developing people and relationships to create a unique career. He now spends his time organizing and facilitating events and working to help his business consulting clients on how to build their businesses through referrals.
Here are some of the major takeaways from our conversation:
The first thing you need to do in seeking more referrals is to offer great service to your clients.
Step One: “Ask”
Here is a question to connect with your clients to help offer you more referrals.
“What are the top 3 things you love about the widget we sold you last month”. This will give you “their” words you can use in follow-up questions. People will always teach you how to sell them if you ask the appropriate questions.
Ask open ended questions and learn what the features and benefits are that they love the most about the product you sold them.
Step Two: Grab their attention
Ask them who wants “x”. Learn more about the person you are asking for referrals from. This way you can get specific individuals who they can refer you to.
Discover which organizations they are a part of and the things they like to do.
Step Three: Ask permission to have this discussion
“Dave, could we brainstorm a little about people you think could benefit from having this widget?”
Step Four: Who do you know?
Find out who they could refer
Step Five: Tell me more about John Smith?
Learn from them about the potential individual they are referring to you.
Step Six: “What will you tell John Smith about me?
This is where you get the client to rehearse what they are going to “say” to the referral they are about to give you.
Step Seven: Best way to connect.
This is where you find out from them what the best way is to help you get connected with this referral.
Step Eight: Tell them what you will say when you connect with their friend.
Step Nine: Offer a reward
Is there something you can offer them at them if they give you a referral? Lunch, Dinner, etc with the referral who became a new client.
Connect with Jeff:
Essentially, a list of qualifies and attributes (pains/challenges) that may resemble that of your current ideal customers.
Do I have a sales funnel that sells? Or better yet, do I even have a sales funnel?
Don’t fret. Check out this episode and learn from today’s awesome guest.
Alan McKenna has extensive experience in the personal transformation space and business conscience space. He helps people build everything from front-end funnels to high-profit, back-end sales funnels as well as six and seven-figure funnels.
Listen in as we discuss the process of sales funnels and how you can be more effective at it.
Here are the highlights of my conversation with Alan:
What is a sales funnel?
Knowing a defined audience and bringing them into a system that will help nurture and move them along the relationship towards the sale.
Factors that keep somebody in the non-buying pool:
Trust is key. You need to nurture the relationship. You need to provide value and build that relationship. It’s about serving people first. How can you serve people best?
This happens when a customer has one problem but your solution applies to a different problem. To solve this, do a survey that allows you to understand their needs and then cater to their needs.
Why a survey works:
When people click on a link in the email, you’re able to tag those people and you will know what their biggest problem is. This allows you to do a discovery session and if something is a fit, you can make an invite to take the product/service.
Strategies for creating an effective sales funnel:
See what else you can do to serve those clients that will help them get further along.
Drive them into a condensation and take them through a strategy session to advance them to whatever product or service that will help them get to where they want to go. Segmenting the list will allow you to convert people from non-buyers to buyers.
We tend to be too busy looking for new leads when there are so many overlooked opportunities within an existing client base.
What’s your next level product that can make your client’s life simpler, easier, and get the results faster, and remove the pain quicker?
The biggest mistakes people make when creating a funnel:
You can’t be everything to everybody.
Dial into the biggest problem your audience needs to overcome and how do you communicate that?
Alan’s Major Takeaway:
Nurture the leads and clients you already have because there’s gold in what you already have.