subject: Converting Leads Into Buyers [print this page] Converting Leads Into Buyers
In any business where you have a product or service for sale your livelihood is based upon the number of leads, prospects and clients you have coming your way. Without these all important people, your business will eventually come to a standstill killing your hopes and dreams of becoming a viable business. I will cover a few steps to help you convert the leads you have created into clients, plus a few mistakes you want to avoid.
The ability to convert your leads into prospects is a very important step that many businesses must never overlook. Your initial contact can generate the lead, but being able to convert them into prospects is the next step. This can be accomplished several ways.
1. Creating Your Niche: I have 3 within real estate, but I'll speak of 1. My ability to offer prospects wholesale properties that can be rehabbed/repaired and allow them to remain at or below 50% of the properties after repair value. Making your niche is what separates you from others plus it starts to zero in on what prospects want, this allows you to later convert them to clients.
2. Database: There are many programs and services out there that gives you the ability to build your database of prospects. I personally like Aweber because it fits into my preferred application. With these databases you can capture your leads information giving you the ability to keep in contact with them about any and all information pertaining to your business.
These two things coupled with other aspects allow you to convert leads to prospects and those prospects into clients, but there are some thing you want to avoid.
1. Being to General: You don't want to be so general that the lead has no idea of what you are offering. We have all seen sales pages that are too long or so general we lose interest in the first few seconds, these can kill you.
2. Not Following Up: This is a big one! You will miss out on many leads being converted into prospects and clients by not following up. In this day and time where personalized attention carries so much weight if you follow-up and speak to them, I mean no recordings, you have went a LONG way into turning that lead into a client.
3. Too Much Contact: During my initial studying and learning of Real Estate Investing I purchased several courses by certain individuals I knew I could learn from. Well, with the purchase of 1 course you were also place on an email newsletter list (fine with me). The issue, I was receiving 3 to 5 emails every other day. As I'm sure you guessed by now, it
got on my last nerve and I quickly unsubscribed. So, too much contact can cause you to chase these prospects away.
Convert, Convert, Convert
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