Seven Sure Fire Tips to Close More Sales Leads

Converting prospects to customers has always been a challenge. In the past, most companies developed their business by advertising in the yellow pages, cold calling, direct mail, and mass media. These methods have always been expensive but as more businesses start their research online they have become even less cost effective. Today's prospects are besieged by information overload and often the marketing message is delivered at an inconvenient time. Today's customers are more likely to come from an Internet lead source. Comparatively, these are inexpensive and delivered to you at the exact point when someone is making a buying decision. It's a process we call Intercept Marketing.

So why doesn't everyone have great success with Internet leads? Here are some tips to help improve your closing rates with Sales Star leads.

Tip #1 -- Develop a Unique Selling Position (USP)

Before you pitch to any prospect, take some time to define your unique sales message. Why should prospects select your company? What do you do that makes your company a better choice than your competitors? A unique selling position provides you with the value that makes your service worth your rates.

For example, do you offer excellent security, or next day pickup, or online tracking. Change the conversation from lowest price to best value. One of the best things about Internet marketing is that you get a chance to test and tweak your marketing message to find out what works. Always try new messages and measure their effectiveness.

Tip #2 -- The Need for Speed

When a prospect fills out an online form, they anticipate a quick response to their request. Once a Sales Star lead is validated, we immediately send you their contact information. At the same time the customer gets your profile where you can deliver your USP. You can make that critical first contact from wherever you are. Our most successful network members respond within moments of being notified of a sales-ready lead. When you reach out to a prospective customer quickly, you demonstrate your responsiveness to them and their needs. It goes a long way toward building a relationship and closing the sale. Consider every lead you get like someone has walked into your office. Don't make them sit and wait an hour or two because they will lose patience and move on.

Tip #3 -- Treat Internet Leads Like Long-Term Customers

Because of the nature of Internet generated leads, it's easy to treat them like a quick sale. Many times, there is no face-to-face contact with the prospect. They are simply a name and phone number that was delivered by text message. They could possibly be closed with a single call. Instead of dismissing them as just a one time sale, treat your Internet prospects like a valued referral who just walked into your office door. If they sense you are genuinely interested in building a relationship, you will begin to earn their trust. If they need service today it is likely they will need it again in the next year. It is also common to have small jobs outsourced to test new vendors. Do well on the first request and more will follow. Building life-time clients will inevitably result in getting referrals, renewals, and cross sales.

Tip #4 -- Getting the Business Now

Many leads are looking for one piece of information: A price quote. If you give up that information in the first sentence, they can move on to get the next bid. Instead, take a few minutes to ask questions about the prospect's specific situation. What are they trying to achieve? Often you will be given critical information that will allow you to customize your bid. If they are interested in security make sure you highlight yours. If they are time conscious figure how to move them up the schedule.

Persistence. While Internet leads are usually accessible when you call right away, that won't happen every time. Successful sales people are dedicated to pursuing every lead. It may mean multiple calls and emails. Don't forget to reach out at different times of the day.

Develop a Follow Through Process. No lead should be treated casually. Good sales professionals follow a rigorous process. This is the single most important aspect of the sale.

It is essential not to treat Internet leads casually. If you give up and move to the next name on your list, you are creating a self-fulfilling prophecy of failure.

Tip #5 -- Know your Competition

Most businesses are going to get several options before choosing a service. When a prospect fills out a request form on a Sales Star website, at least one or two other companies get the lead as well.

The good news is that consumers love options. Your goal must be to ask questions and provide a solution to their problem, so that they don't feel the need to look any further. Develop your USP to move away from just selling based on price.

Tip #6 -- Do not Abandon your Sales Cycle

Unfortunately, you are not always going to win the customer on the first request for a service. They may choose another vendor or postpone the job. However, you can improve your chances by 20 percent by simply sending between 2 and 4 follow up emails.

By following up with prospects in a 3, 6, and 12-month cycle, you may catch them at a time when circumstances have changed. New management, new budgets, or dissatisfaction with a vendor can all work in your favor.

Tip #7: It's all About the Numbers.

Another key to successfully managing Sales Star leads is monitoring your return on investment. What are your costs and what are your gains? If you track each lead, you are likely to see trends that will help you use them more effectively. Do you have a competitor in one service area that consistently wins the business? Develop a marketing message to specifically target them. Is one sales person in your organization successful with Sales Star leads, while another doesn't close any deals? If so, funnel the Sales Star leads to the top performers and develop other marketing vehicles for the rest of the sales team.

If you are going to be successful using Sales Star leads, you have to understand their value. If you keep careful records of expenditures vs. business earned, you will be able to reach a clear decision about the value of the service. We believe that hands down, Internet leads have the best ROI of any marketing option available today.