Companies that make themselves rely on internet leads are 100% more profitable than those that don’t. Over 15% of all sales on this planet will be transacted through the internet and that number is growing higher every month. 50% of all customers spend more than 75% of their shopping time in research on a website. What does this all mean? You need to know how to convert digital leads.
There are two big mistakes I see people making in this arena:
1.Assumptions: Assuming your lead has not done their homework is a mistake. The internet makes it easy to comparison shop. For you to think they haven’t compared is wrong. The good news is that by the time the shopper submits a lead to you, they are most likely ready to have a serious conversation about purchasing. Speed matters otherwise you’ll lose their attention. They have information—they may have read product reviews about your product, reviews about your company, or be possibly confused about product offerings, price, and the competition. It’s all out there for them.
The great thing about the internet is that people want choices and you get a shot at more perspective buyers. When you receive a lead from an internet buyer, you don’t want to treat them like a cold call. You have to know that they know something about the watch they looked at, the bike, the insurance policy—whatever it is they are searching for. A well-informed buyer is a great sales prospect. But by missing the fact that they are educated you can mistreat them.
Never assume they haven’t done research. Focus on correcting any misconceptions and to do that you need to know what they know, what they think, what they don’t know, what they’ve looked at and not looked at before you start convincing them of your product or service. Take a moment to ask people if they’ve looked at other sites and what other information they’ve collected about it—because you don’t want to waste their time talking about what they’ve already learned.
2.Not Giving Info: A big mistake is to not give the information the lead requests. Nobody wants their questions to be unaddressed and then not be provided with the relevant data—not verbally but where they can see it. People trust what they see not what they hear. That’s why they search the internet. They can look, compare, and see. Keep those things in mind with this big mistake. It’s extra important to an online buyer because they are informed but also misinformed. They can have data that is just incorrect, we all know there is plenty of false things on the internet.
Always be prepared to answer the specific question that they ask and provide additional information. Think ahead of the buyer because if you answer their one question that doesn’t mean you’ve answered all their questions. Preempt things they are sensitive to, questions like pricing, set up fees, levels of support, other possibilities—the choice above or the choice below.
Look for creative ways to provide general information, photos, and videos. They consume images 60,000 times faster than text or data. Be transparent. Transparency doesn’t mean that you have to reduce your price. If you are unable to provide specifics with a customer you’re going to lose that customer. Whenever you avoid, ignore, and don’t provide, you won’t be credible.
People are hitting your website each day. Do you assume things about these leads? Are you giving them the information they need to make an informed decision? For more on how you can sell in this digital age, get on Cardone University today—it’s a virtual training platform I created to give you all the tools you need to increase your sales and increase your profits. The internet age is only just beginning and you need to start converting more leads.
Be sure to also check out 10X GrowthCon before it sells out. This will be the biggest event of the year for entrepreneurs, salespeople, and business go-getters!
Be great,
GC
