Some reasons why your leads do not convert into sales
In the midst of Covid-19 (Corona Virus), we at JDS WebDesign hope everyone is safe, washing their hands frequently, sneezing and coughing on their elbow, and practicing social distancing. Over the next several weeks, we plan on blogging about making your website more business-friendly. We will have some tutorials on our favorite plugins and features, which will make your site more efficient.
We are a strong believer in using lead generators to get leads and nurture the leads, and finally, turn the leads into conversions. Conversions are sales, whether this is for a product, service, and/or an appointment with you or your team. We use lead generator examples throughout our digital presence. We have several emails captures on our site, we post daily on social media to encourage engagement, and we engage with our target audience in private and public groups. You can find us on Meetup groups offering advice and help. What happens when your leads do not become conversions? We focus on trying to get leads, but sometimes we get the leads and nothing happens. It is like the leads are stuck in the nurturing stage. How do we get leads from the nurturing stage to the conversion stage?
We need to look at a couple of reasons why prospects get stuck in the nurturing stage.
Credibility Concerns
Make sure you keep your message short and believable. The message is not to solve world peace, but only to offer solutions to your target audience’s pain points. Your content should be short and concise. Stay on point with your message. Offer case studies during the nurturing stages. Offer testimonials during the nurturing stages. Make sure your case studies and testimonials are from individuals in the same industry. Do not attempt to solve everyone’s problem, just individuals in your niche.
Unbelievable Products or Services
Stay away from the one solution to solve all problems mindset. Focus on a specific pain point, and offer service or products to provide a solution. Offer e-books or short video tutorials, which will outline how to solve simple pain points. Do not focus on the conversion too soon in the nurturing process. While you should always have a buy button or secure service link on all your messaging, it needs to be less visible on your initial contacts.
Time
Everyone is busy. We all have a million things pulling at us at the same time. It is your responsibility to make sure that your content showcases the importance of your solution. How spending some time on the solution, can ultimately save your prospective a lot of time in the future? Make sure your content is displayed in a story-branding manner. Lack of time is the ultimate excuse that most prospects use to not use the product or service to solve their pain points. Make sure that you eliminate the time concerns and focus on how your products or services can save your prospect time.
Finances
Finances are not as much of a problem as time. You need to vet your prospects prior to nurturing stage. We believe in posting our services minimum amounts. It allows us to have only serious inquiries. Remember everyone is not your client. You do not have a solution for everyone.
Do It Yourself (DIY)
DIY makes the best customers. Make sure to provide them with case studies. Before and after scenarios. Create a couple of solutions and explain the time and resources needed to get to the solution. DIY love to attempt things, but they are the most loyal customers. Do not be afraid to offer solutions to small pain points and provide outlines to solve major pain points. If the DIY was serious, then they would not stay in the nurture stage long. They will eliminate themself quickly.
Conclusion
It is critical that you set up your email sequence (nurturing stage) to overcome all these obstacles. Make sure you are checking your analytics on a frequent basis to see if prospects are converting or just staying in place. If they are staying in place, then create a new email sequence to focus on solving a pain point. If you are looking for a website and/or mobile application, then feel free to contact us at info@jdswebdesign.biz or 678-718-5489.
Image courtesy of Annie Spratt.
JDS WebDesign is a Web Design and Brand Marketing Agency located in Marietta, Georgia. We create AWESOME on line presence for Start-ups and Influential People/Organizations. To learn more about us or how we can help you and your organization, you can contact us or schedule a meeting.
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