[Advertisment] So the leads and opportunities are starting to come in from your LinkedIn activity.
The marketing plan’s working a treat. You’ve engaged with your community and other business owners are showing interest in what you offer…
But what next?
Coaches and advisors who start to ramp up their businesses love a steady flow of leads but, at the same time, the alarm bells sometimes start ringing…
Panic sets in as they don’t really know what to do next.
It’s so important to have a simple process to convert leads into paying customers. Otherwise, all the marketing in the world won’t help you.
While some coaches cringe at the thought of a sales process, and others get stressed out by it, most know that it’s the only thing that will them grow their business.
And it doesn’t need to be stressful at all.
This simple three-step process that our clients use is a very gentle approach that doesn’t even feel like selling. It involves asking yourself three simple questions.
A three-step process for converting more leads – without the panic!
One of the biggest mistakes you can make as a business coach or advisor is going straight into “sales mode” with a prospect on LinkedIn.
Once you go down that road, you’ll find yourself trying to justify what you do. You start to think that you need to convince the prospect to buy and that you can do it simply by speaking more!
First you need to clarify by asking questions. If you’re selling sales coaching, you might ask:
“At the moment, do you have a sales team?”
This will soften the conversion process and make it seem like you’re less desperate to get that sale.
ASK YOURSELF: What’s your clarification question?
Work with the prospect. Invite them to a collaboration session.
You might say something like:
“How about we jump on a call and talk through (whatever their answer is to the clarification question) as I’d like to learn a little more about you and your business?”
That again makes the process really gentle. You’re not trying to convince people. It’s not salesy. Instead you’re trying to solve problems.
ASK YOURSELF: What’s your invitation to collaborate?
Once you collaborate with a prospect and you know that you can solve their problem, it leads naturally to a conversion.
You still have to ask for the business but it’s a much more natural way of doing it.
You need to turn their interest into a firm commitment – it might be by asking for a deposit.
ASK YOURSELF: What’s your question when you ask for the business?
Part of the problem that some business owners have with sales comes from stress: the pressure to convert leads into paying customers.
Practice these three steps.
Develop a go-to question for each and you’ll start to feel more confident about your sales process.
A natural consequence of that is that your conversion rate will improve.
P.s. Join us inside our pitch-free private training. We’ll show you how we built our business (from scratch) using 2 LinkedIn profiles to hit $84,000 a month within 4 months using a simple 3 step strategy. Click Here