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<\/p>\nThe Internet can change the behaviour and expectations of prospective customers so you need to know how to convert your leads and increase your sales.<\/p>\n
In following these top 10 tips, you should be able to convert many more leads into customers.
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Advice from our exclusive survey “How do you choose a professional?”
\n974 people looking for a professional to complete their project took part online.<\/p><\/blockquote>\nGood To Know<\/strong><\/p>\n
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- 90% of applicants want to achieve their project specifications<\/li>\n
- 71% of applicants who begin to contact a professional say they\u2019re actively seeking quotes<\/li>\n
- 56% of applicants have projects starting within 3 months<\/li>\n
- 71% of budgets are advertised above \u00a32,500<\/li>\n
- 43% between \u00a32,500 and \u00a310,000<\/li>\n
- 28% higher than \u00a310,000.<\/li>\n<\/ul>\n
CONTACT YOUR PROSPECTS<\/h2>\n
1. Contact Your Prospect Within Two Days.<\/h3>\n
86% of the applicants want to be contacted by a professional within 48 hours (24% within a day, 4% immediately and 3% within 2 hours).<\/p>\n
Why?<\/strong>
\nA prospect who has asked for quotes on the Internet wants to be called up quickly.
\nA tip for making a good impression: call immediately, just to warn them of the time where you re-contact to discuss their project further or to make an appointment.<\/p>\n2. Don’t give up after one failed phone call.<\/h3>\n
84% of applicants advise professionals to call them several times.<\/p>\n
Why?<\/strong>
\nCustomers may be difficult to reach.
\nTheir advice:<\/p>\n\n
- Call them repeatedly<\/li>\n
- Leave them messages (31%)<\/li>\n
- Keep calling if you have failed to contact them (16%)!<\/li>\n<\/ul>\n
3. Your First Contact On The Phone Is Critical.<\/h3>\n
86% of applicants say that the impression given on the first call is critical (important to 51% and very important to 35%).<\/p>\n
Hence the importance of preparing your pitch:<\/p>\n
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- Stick to a specific script<\/li>\n
- Avoiding being too \u2018vendor\u2019 (see below)<\/li>\n<\/ul>\n
4. Don’t ‘Hard Sell’.<\/h3>\n
47% of applicants advise professionals not to behave as “vendors” on the first appointment.<\/p>\n
Why?<\/strong>
\nYour future customers want first to be reassured and counselled. If you are listening, you greatly increase your chances of converting the lead into a sale. The higher the budget, the greater the concept of advice and listening dominates.<\/p>\nCOMMERCIAL APPROACH<\/h2>\n
5. Always Meet Your Prospect<\/h3>\n
Why?<\/strong>
\nDon\u2019t overlook the human touch. Even if the request for a quote was made on the Internet, meeting your prospect is crucial: the project leader will often file their applications in the first phase of advanced projects.<\/p>\nMore than 2 out of 3 of all prospects feel that it’s “useful or necessary” to meet a representative from your company.<\/p>\n
6. Contact Your Prospect Periodically After You’ve Sent Them A Quote.<\/h3>\n
Why?<\/strong>
\nFollow up on your proposal to get comments and respond to questions from your prospect. They will appreciate your advice and you will feel involved in the entire process.<\/p>\nAPPOINTMENT AND QUOTES<\/h2>\n
7. Show Your Professionalism Before Anything<\/h3>\n
At the first visit we found that your future customers expect mainly:<\/p>\n
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- Proof of your proficiency: 43%<\/li>\n
- Advice: 35%<\/li>\n
- Indicative budget: 20%<\/li>\n<\/ul>\n
Why?<\/strong>
\nFor your future client, you represent a major expense in the year. Before getting back to you, they will want to be reassured that his project will be completed competently, on time and in budget.<\/p>\n8. The Best Estimate Is Not Necessarily The Cheapest<\/h3>\n
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- 42% of prospects have a budget that can move according to the proposed solutions<\/li>\n
- 30% have no idea of budget and expect a quote<\/li>\n
- 26% reported having a maximum budget that they will not exceed<\/li>\n
- 9% will choose on price alone.<\/li>\n<\/ul>\n