So, you have invested in a good platform and used the right tools that will generate leads for your business. You seemed to have the numbers coming in but somehow you are unable to convert them into actual sales.
Get into the right mindset
Do not fall into the trap that many Malaysian businesses do. They think that generating leads mean having more sales. While the percentage of generating more revenue is there, you need to do the right things if you want to close a sale. This is not just spending money or increasing your marketing expenditure. You need to look into doing things right. Get into the right thinking and be aware of what matters and what doesn’t. If you have leads and you want to convert them, look into the 5 tips below.
Detail the processes
You need to draw out the sales funnel process for every channel that comes in. If you are using an omnichannel strategy then each channel needs to be mapped out. For example:
- YouTube Ads: Click-through, set an appointment, sales call, follow-up, offer an additional discount, close sale.
- QR Codes on RapidKL – Scanned opt-in, set appointment, meeting, offer a limited deal, close sale.
This type of step-by-step process allows you to identify which stages work and which don’t. You can then modify them as you move along.
Test before buying
When you are meeting or interacting with a lead, it is always a nice gesture to let them test your product before they buy. A free trial is always welcomed and if the cost is not too high, you could give them a sample that they can use before they make the decision. When there is no risk in trying, they are more receptive to the product. This is a great move if you are among the few that sell the product. Coupled with the next point (offer peace of mind), you have a higher chance to close the deal.
Peace of mind
Malaysian consumers respond better when they know what they are buying and enjoy some form of guarantee. For this, you need to check the market. If your competitors are offering some form of guarantee or warranty, you need to do better. If they offer 7-days returns, you could offer 14-days. It makes a lot of difference to your customers.
Follow a script
Always have a script in your interactions. You should not meet them (online or offline) unprepared. If you are using online platforms to chat, it is a lot easier as you can follow a script (like telemarketing). This allows you to follow a mapping plan without losing any important information. With a script, you can ensure that everything is communicated and our customers are aware of what you are offering and how you are offering them.
