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5 Winning Strategies To Turn A Lead Into A Sale

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Turning A Lead Into a Sale Is A Practice as old as time itself. let's learn how!

Liz Quintana | April 20, 2022 | 8 min read

 

By now you’ve most likely done the correct market research in order to target your ideal audience, but how well do you really know your customers? Do you know their buyer personas? How well do you understand their needs, wants, obstacles and how they overcome challenges?  It doesn’t matter if you’re selling a service or a product; converting a lead into a sale comes down to fulfilling the needs of a client. Keep reading to learn the five winning strategies of turning a lead into a sale!  

1. Are you identifying their problems?

 

Customer pain points are just as diverse as the customers themselves! What one business experiences as problems or pain points could be where another business is thriving. Becoming mutually aware of what the actual pain points are can also be dicey! So how do you help your customer identify their own set of problems?

Let’s start by grouping pain points into a few broader sub-groups and tackle them from there:

– Financial Pain Points: Where is the customer spending the most money? Oftentimes clients are spending too much money on providers, solutions or products and don’t realize this is draining them. Assist by cutting their spend in this area. 

– Productivity Pain Points: The saying “time is money” is really true for this pain point! Wasted time is wasted money, and reorganizing or scheduling errors are often able to fix this area. 

– Process Pain Points: What internal systems do they currently have in place? Is there a better way of handling the incoming and current leads. This is a great place to help structure or create solid internal processes. 

– Support Pain Points: Are your customers receiving the support they need in order to be successful? Recognizing the critical stages of the sales process will help keep the customer journey flowing smoothly. 

It’s imperative as approach each client in an individualized way. The methods that work for one client may not be the right ones for the next. Customizing your approach to analyzing their problems is an important step to see from start to finish. 

2. Building Trust

 

As with any relationship, you need to build trust before any type of transaction can take place. This is the stage of the sale where being proactive shows extreme value. Ensure you are making promises you can keep and adhere to mutually agreed-upon deadlines. Prove to the client that you and your company are the correct choice. Once you’ve created this relationship, it’s dually important that the person leaves any meeting feeling heard and respected. Consistently building value in the beginning will flawlessly lead you into the next step. 

3. Developing The Right Solution

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Numerous sales solutions have come and gone over the years such as SPIN Selling, Challenger Sale, The Sandler System, MEDDIC and Solution Selling. However, at the core remains a consultative approach. Consultative selling prioritizes relationships and opens up dialogue to identify and provide solutions for a customer’s specific pain points. This was of selling positions reps more as advisors than salespeople. Simply put, it’s the process of selling a solution not a product. By identifying our client’s pain points we can advise a clear, concise, consistent and customized solution to pinpoint their problems and start seeing solutions. 

When you think of a user car salesman, where does your mind immediately go? Sleazy? Talkative? Not listening to what the customer actually wants? Trust us, we’ve all been there! Besides being infuriating, this approach decreases the product or service value almost immediately. If you’ve properly started with the consultative sales approach, you have already built that value. Now you’re in a prime position to pitch the client your services, which will fill a need to achieve a common goal. 

4. Asking For The Sale

 

Would you believe us if we told you that one of the most crucial parts of the sales process is the one most often not done? 

And what step is that? 

Simply asking for the sale! Remember, you have made it this far and piqued their interest, so now is the time to take the leap and ask, “when can we get started?” If you’ve done steps one through three, you have already done the hard work. You’re in the right place at the right time. So do it! Remember, if you don’t ask for the sale, your competitor will!

5. Following Up

Are your leads growing cold? Your leads could be suffering from ‘out of sight, out of mind’ syndrome. Don’t panic though, a quick follow-up email or phone call asking if they have any more questions will often snap them back into purchase mode. However, sometimes striking while the iron’s hot rings true in sales, so don’t wait around for them. You don’t want to lose the momentum you’ve worked so hard to gain. Lead them to the solutions you are offering and close that deal!

Turning leads into sales is much more than a simple close. Having an effective strategy, customized solutions, staying organized and having a follow-up plan will be imperative to your sales successes and future. Follow these 5 tips and you’ll be amazed at how your sales and revenue start to rise!

 

If you’re interested in hearing more, contact Ramp Revenues today for a no-cost, no-obligation initial consultation.

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