Powered by MOMENTUM MEDIA
realestatebusiness logo

Breaking news and updates daily. Subscribe to our Newsletter!

Home of the REB Top 100 Agents
Breaking news and updates daily. Subscribe to our newsletter

Website Notifications

Get notifications in real-time for staying up to date with content that matters to you.

How to convert leads into clients

By Natasa Denman
18 May 2015 | 1 minute read
Natasa Denman

I love the saying ‘Rome wasn’t built in a day’. I believe most sales, especially service-based ones, don’t happen quickly either.

I have always drummed into my clients the importance of forming a relationship with their clients before they try to sell them anything. When you have formed this relationship, you then have the prospect’s permission to follow up with them and stay in constant contact, even if they haven’t yet made a buying decision to engage your product or services.

So many business owners are in hurry these days and engage ‘push selling’ as their sales method of choice. This is something I am strongly against and instead like to take the time to nurture the potential relationship.

Advertisement
Advertisement

Don’t rush things and don’t be pushy. Did you know that 80 per cent of sales are made on the fifth to 10th contact between a prospect and the business? Making sure you give your prospect time to think about your offer is a good thing – but it's equally important to be persistent and follow up.

Unless there's a hard deadline at their end due to a date commitment, prospects generally don't feel urgency in getting back to you. People find it easy to be distracted by more pressing issues. That's why it's your job to stay at the top of their mind and have a foolproof follow-up process in place to nurture your relationships.

Chances are that prospects in need of a service are going to have options. Your job is to find out what your competitors are offering and identify your unique selling proposition. What is it that distinguishes your service from those of other businesses? What makes your business the best choice? Knowing what your competitors have to offer enables you to speak intelligently about your unique selling proposition.

I believe that we are never in competition with anyone as no one else can provide the exact same touch or experience as you. Yet you still need to know what others in your niche are offering.

Now comes the key point: the less you say, the more effective you are as a salesperson and the more leads you will be able to convert into clients. Often, when you ask a question, staying silent for a bit longer than usual can be very effective. Three to four seconds is known as the ‘golden silence’ in sales as it forces the other person to open up about their needs for connecting with you to hopefully solve their problem.

Once you've established rapport and trust, the prospect is more likely to offer the real information on what they need solved. Listen to what your prospects have to say and adjust your sales technique and positioning accordingly, focusing on their pain points and what is important to them, not what is important to you.

I like to constantly engage with anyone who has made an enquiry via my website, social media, or in a webinar or at a live event. I do this by adding value with some special bonus information or resources, which I have proven keeps me top of mind and always visible.

I see many business owners do well with the lead generation and sales pitch, but then fall over at the last hurdle with a poor follow-up system, or sometimes no system at all.

As mentioned earlier, most sales – especially high-end programs or products – don’t sell first time around. I have had someone who first enquired about one of my signature programs 12 months earlier finally come to me and say, “Nat, I am now ready and thanks for always motivating me with your newsletters and constant updates online.”

I have a system that works. I am consistent and always add value. How you choose to sell as a business owner comes down to your style, personality and beliefs. Just make sure that your follow-up system is in place to stay top of mind rather than be easily overlooked and forgotten.

How to convert leads into clients
Natasa Denman
lawyersweekly logo

Tags:

ABOUT THE AUTHOR


Natasa Denman

Natasa Denman

Natasa Denman is a skilled business coach and mentor, author of five best-selling books, and founder of Ultimate 48 Hour Author.

Within her mentoring program, she guides time-poor entrepreneurs and business owners through the publishing process so that they can have their own story in print.

For more information visit www.natasadenman.org.

Rankings
rankings
JUST RELEASED
May 09, 2022

REB Top 50 Women in Real Estate 2022

REB is thrilled to present the Top 50 Women in Real Estate 2022 ranking, which sets t ... LEARN MORE

rankings
JUST RELEASED
May 04, 2022

REB Top 100 Agents 2022

Now in its second decade, the REB Top 100 Agents 2022 rankings are the most revered s ... LEARN MORE

rankings
JUST RELEASED
May 02, 2022

REB Top 50 Agents NSW 2022

Even a pandemic has not put the brakes on the unstoppable property market in NSW, whi ... LEARN MORE

rankings
JUST RELEASED
April 27, 2022

REB Top 50 Agents VIC 2022

The COVID-19 crisis has not deterred the property market in Victoria, which has been ... LEARN MORE

rankings
JUST RELEASED
April 25, 2022

REB Top 50 Agents QLD 2022

As the property market continues to roar in Brisbane and Queensland, the REB Top 50 A ... LEARN MORE

Coming up

rankings rankings
Do you have an industry update?

top suburbs

12 month growth
Mirador
103.33%
Bawley Point
98.13%
Walla Walla
90.7%
Byron Bay
86.67%
Kiama Heights
85.93%
Greta
84.14%
Nulkaba
81%
South Hobart
78.78%
Diddillibah
76.25%
Lennox Head
73.98%
SEE AREA REPORTS ON SMART PROPERTY INVESTMENT WEBSITE
Subscribe to Newsletter

Ensure you never miss an issue of the Real Estate Business Bulletin.
Enter your email to receive the latest real estate advice and tools to help you sell.