Converting Leads To Sales

helping you make the most of the time and effort you put into getting leads

Nurturing prospects

Most prospects don’t become a lead or sale overnight. Celebrate those that do but make sure you have a proper process in place for those that don’t. Here are some suggestions: Keep your company ‘front of mind’ with prospects and take them to the point where they are ready to buy from you. Define a chain of […]

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The Psychology behind successful conversion of leads (3)

We all want to feel significant The need to feel significant is one of the 6 basic needs we all have. The others are certainty, variety, love, growth and contribution. We all want to feel important and significant, in our own and our peers’ eyes. You can use this by making your customers feel important […]

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The Psychology behind successful conversion of leads (2)

This is the second of three articles explaining the psychology behind successful sales and how to use it to your advantage. We team up with people like us against common enemies Sociologist Georg Simmel argues we create common enemies because it unites us with people we think are like us. He also argues that we create […]

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The psychology behind successful conversion of leads (1)

The key to converting a lead to a sale is to understand the psychological triggers that will drive your potential customers to take action (and then to make sure you can pull the trigger!). We’ve read a lot of research about why people choose to buy (it’s the same for businesses as it’s people who […]

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Map your way to success

Many businesses spend a lot of their time and budget on marketing activity to drive leads and make sales. But few of them make the most of the leads they get. Most tend to react to a need to increase sales by increasing marketing activity. It is much more cost effective to look at how you convert a lead […]

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Listen first, talk second

There are three things that most customers must do before they will buy your service or product. They need to know you, like you and trust you. Many customers will know your business from other people, your advertising or your website. That means you can focus on getting them to like and trust you. Most people like […]

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Converting online leads to sales

So you’ve launched your website. Now you’re getting visitors and starting to get enquiries. So how do you convert those to sales? The first thing you need to do is respond. More than that, you need to respond fast. People see the internet as a quick way to access information – it’s a convenience thing. That also means their […]

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One of the best Features

Sometimes it’s better to read about a real life example rather than a theory of lead conversion. Here’s one of the best I’ve encountered recently: I visited Ian Jackson and Julie Tumilty from Feature Media (http:www.featuremedia.co.uk?source=simplycustomer). They run a video and animation company based in Leeds. We discussed ideas they had for improving their business and I […]

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Too much choice is bad for you

There is a famous study on how customers make choices. The study focused on consumer behaviour in 2 supermarkets. One had 24 different types of jam and the other only 6. The results were  interesting: 60% of customers stopped at the display of 24 jams, but only 40% stopped at the display of 6 jams. This indicates […]

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Communication overkill

The satnav in my car is useful but I still find it annoying. I don’t like it telling 3 times when I have to take a turning. “Prepare to turn left”, “turn left in 100 yards” and “turn left now”. This always seems like overkill to me although it does make my wife laugh when I shout at […]

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