Today, we will explore how to turn prospects into customers and retain them for future marketing purposes. While your marketing efforts are working to identify prospects, you need to figure out how to turn those prospects into customers. There are key ways to draw prospects in and seal the deal. You need to be:
- Inviting;
- Informative;
- Enjoyable.
Most new customers’ biggest fear is the buyer’s remorse. You want to avoid this at all costs and should be able to mitigate this feeling if you have provided a quality product and service that delivers on your marketing claims to potential customers.
Nonetheless, buyer’s remorse is still possible. There are two ways you can deal with it:
- Offer to refund the customer’s money with no questions asked;
- Offer a bonus or free gift that customers can keep even if they return the product.
These offers will assuage buyers’ remorse, as just by offering these two things, you have earned the customers’ trust.
There are several other ways you can turn a prospect into a customer:
- Offer a special price as an opportunity for you to test the market;
- Offer a lower price with the reason of pushing inventory to pay a tax bill, for your kid’s braces, or another tangible reason. This concept will humanize you to your customers, and customers love that;
- Offer an incentive for referrals;
- Offer a smaller, more inexpensive product initially to help build trust;
- Offer package deals;
- Offer a reduced fee for first purchases if they commit to future purchases;
- Offer extra incentives, more extended warranties, and free bonuses if ordered by a specific date;
- Offer financing options, if applicable;
- Offer a bonus if they pay in full;
- Offer special packaging or delivery options;
- Offer “name your own price” incentives;
- Offer comparative data or other comparison tools;
- Offer a trade-up or upgrade to something they already have;
- Offer additional educational information to assist them in making the decision.
The options are limitless, depending on your creativity. You can use these or other ideas to find what works best for your business, products and services, and target market. Remember this:
“By making it inviting, easy, informative, non-threatening, educational, inspiring, and fun to do business with you, you’ll loft your company above the competition.” Jay Abraham
Need help determining the best strategy for converting prospects into customers? Contact me at mshew@profitpathcoach.com for exclusive access to a mountain of resources and tools, along with information from some of the greatest marketing minds on Earth.