Qualified leads are the key, and it’s something everyone wants to know how to do. A qualified lead is someone who is actively searching for a solution to a problem that your product solves. The higher quality your leads, the higher volume of sales you are going to see.
How to get qualified leads
1. Narrow your market down. Be very specific; don't try to make your product fit everyone. You will speak to more qualified people when you narrow down your niche to that very targeted market that is really going to want your product. Visualize who your ideal customer is. Once you know who that person is, find out where they want to spend their money and their time. A good understanding of how to conduct keyword research and use it appropriately to reach your target audience is vital for this. Using those keywords, present your information in a way that provides a solution for their problem and you will begin to see leads convert into sales.
2. Listen to your target audience. By listening first you have insiders knowledge about what will motivate them to buy. Once you have determined who your ideal customer is, begin to position yourself to be found by them. Use the right keywords in your articles, videos and blog posts so they will naturally find you in the search engines. Meet up with them in social media, ask questions, and really listen to their answers.
I once was helping a woman with her business that sold eco-friendly products. She was very frustrated by the fact that she wasn’t making any sales. When I asked her to tell me more about her conversations with her leads she said,
“I keep telling them why they should want this, but they just aren’t listening”.In this case the old saying “the customer is always right” aptly applies.
She wasn’t listening to them. She was using her own values and reasons for buying the product to try and sell to them. Her customers just weren’t motivated by her concern for the environment. If she had listened to their needs first she may have discovered that they were more motivated by how this product could save them money, or keep their children safe. Very few products are sold because we “should” want them. We only know what truly motivates our customer by listening first.
3. Care more about the person than the sale. People can sense desperation in a heartbeat. Now I understand the need for a sale, but if you let that effect your conversation with your client or buyer, you will poison the sale. Instinctively they stop trusting you.
If they think you are desperate they may interpret your desperation to mean that you will say anything they want to hear just to make a sale. Once trust is lost, there is no way they will buy. Instead go into the conversation with the attitude of “how can I help this person with their need”. Be honest; if you aren’t the right fit don’t try to force it. The person you couldn’t help, but still treated with integrity and honor, just might be so impressed with you that they recommend you to someone else who is a qualified buyer.
Being in business online is really about serving. By listening first and staying customer focused you will see those qualified leads turn into sales. By having a true servants heart and helping them solve their problem, you will be blessed too. It’s a win –win strategy for converting leads into sales and the dream of a business into the reality of success.
Kari Day is a Christian Online Entrepreneur, Corporate Trainer, Business Coach and Mom! Kari has trained online business owners, work at home professionals, local businesses, private Christian Schools, and individuals how to effectively use the Internet to market their business and create profit. She is also the Co-Founder of Allied women, Allied Women in business, and Allied Moms. Which are all founded on the belief that the internet has opened up the possibility for women to have tremendous success and still be able to be home with their children. Kari Blogs at Set Free To Succeed and is found way too much on Facebook.