On this episode of Spotlight on eWomenNetwork , Kathy Costas begins her story of divorce from the kitchen floor of her home where she lay after her now ex-husband had choked her until she passed out. He had never been violent in the 19 years they had been married, but once he knew she was done with the marriage he became desperate and physically violent. At the time she was only working part time and had 3 kids age 8,11 and 13. She eventually got a lifetime restraining order, full custody ....Read More
Stop Chasing Leads!
Do me a favor, Sis - PLEASE stop chasing leads!
Marketing gurus will tell you that the secret to having a profitable business is “just get more leads," “be visible” and “to hustle harder” to get calls booked on your calendar. BUT, spending hour after hour on the phone getting rejected by people who can't afford your services or want free advice, cripples your business. It drains your time, energy and money.
The average conversion rate by phone for most business owners is around 10%. Every 10 conversations you have, you'll likely convert one person. To enroll just that one person you can spend anywhere from 15 - 25 hours on the phone! Add to that, the cost or the amount of time to even acquire that many leads.
However, when you are able to double or triple your conversion rates from 10% to 20% or 30%, you not only cut the amount of time on calls by more than half, you need less people to speak to. This translates into less expenses and hustle time.
Quality Over Quantity
The answer isn’t in having a large quantity of leads. The answer is having QUALITY leads. That means having less tire kickers and more ideal potential clients on your calendar in the first place. You speak to people who are ready, wanting and able to say “YES!” to your offers more often.
There are just 3 simple steps to doubling and tripling your conversion rates, so you spend less time and money on the wrong people and more time speaking with ideal potential clients who are excited to hear about the possibility to work with you.
Let me introduce you to the Convert More Clients Blueprint, which you can download for yourself here, and the 3 steps to getting more people to say, "yes!"
Step 1: Clarity & Confidence
Everything about this process is focused on thinking with the end in mind - a potential client saying a confident and exuberant ‘“yes” to an invitation to work with you.
In order to do that, you have to close any gaps that could potentially get in the way. The specific gaps to focus on are in the areas of money mindset, self-confidence and marketing fundamentals.
Basically, if you don’t believe in yourself, your pricing, your offer or the value of what you are delivering, it is highly unlikely the person on the other end of the phone will believe in you.
Getting clear on anything blocking your belief system, like how you feel about charging for your services, asking for money or having sales conversations is critical. When it comes to self confidence, feeling confident that you are experienced enough and able to get results in your area of expertise is what puts potential clients at ease.
Confidence breeds trust. That trust is built even faster when you are also clear about who your ideal clients are or who they are not. It’s not just niching or demographics that makes the ideal client, there are other factors to consider that are just as important.
Clarity is the solid foundation that drives your ability to succeed in converting clients.
Step 2: Connection
Imagine for a minute you are standing in a crowd of 100 people and 30 of those people have a problem that you can solve. How will you get their attention? What will you say to get just those 30 people to come rushing over to you?
Now imagine in that same crowd there are 10 other people who can also solve their problem. What will you say now to get the same 30 folks to come to you first? Whatever you say has to stop them in their tracks
Marketplaces are crowded. With social media as a constant staple, potential buyers are being inundated with sound bites from your competition - companies in the same industry, companies in other industries, the news, funny memes, quotes, cat videos, celebrity gossip and the people they actually know in real life (imagine that?)
Everyone is fighting for their attention, which means if you want to get them to notice you your messaging has to be on point.Your messaging should position you as someone worth listening to, following and doing business with.You talk, they lean in and listen. Once you have their interest, its time to show them it’s a no-brainer that you can help them. The solution you have, your offer, should be irresistible and exactly what they want and need.
With your message and offer in place, the cherry on top is making it easy for people to find you. If you know your audience, you know where to find them. Showing up in front of them consistently with an irresistible offer and the expertise to back it up will make them eager to learn more about how you can help them.
Connecting to them right where they are easily leads to the final step in the process.
The last piece of the puzzle in increasing your conversion rates lies in the the conversion process itself. The manner in which you can extend an invitation to discuss working together and ensure they are prepared and excited to meet you is a part of their decision-making process even before they speak to you. How you conduct the actual conversation makes that decision even easier.
When the process shows that they are in the hands of a professional from the very beginning, their excitement level goes up even higher. Plus, having an ideal potential client on the phone already, you will hear “Yes” more often.
By following these 3 steps you can have results like my client, Lauren, who had 32 rejections before we began working together to enrolling 2 new high-end coaching clients in 8 days.
So just remember - less hustle means more conversions and a clientele you love.
No need to memorize the steps. Download a copy of the Convert More Clients Blueprint for yourself!
Author, Karen Graves
Karen Graves is a sales coach who turns salesphobics into salesaholics. She has been helping women business owners grow their businesses for over a decade. Her straightforward approach helps women own their power, attract clients they love and increase cash flow so they build businesses of their dreams.