Marcia's Blog

Making the sale: 4 ways to turn leads into customers

Without loyal customers you can’t stay in business. But getting those customers isn’t always easy. Whenever you come across a potential client, there is still much work to be done to make sure that client is the right fit and then to gain that client or customer’s trust.

If you’ve ever struggled to figure out how to take potential business relationships to the next level, here are some tips for sealing the deal.

Stay in the customer’s mind. There’s no getting around the fact that relationships take time to build. Potential clients have many things competing for their attention, so you want to make sure you stay top of mind. Use different methods of communication, such as phone calls and emails, to stay in touch. However, there is a delicate balance between following up and being a pest. The last thing you want is for a potential client to consider you to be a nuisance. Show them that you have a sincere interest in them by sending them communications that they can use.
Create community relationships. Efficient businesses realize that they don’t have to do all the work themselves. Look for organizations that already have a connection to the community you are trying to reach and partner with them. As a result, they’ll do much of the heavy-lifting for you. HomeFree-USA, for example, has built strong relationships in the community, and when organizations work with us, our clients trust them because they trust us.

Survey your customers. Do you know what potential customers want? The only way that you’re going to make sure you’re offering the right services is to ask them. Never assume that you hold all of the answers. Use focus groups and surveys to gather information, and listen carefully and see how you can adjust your business to their needs. 

Create real value.  Keeping in touch with potential customers isn’t enough. You have to give them something of value. Use the information you learned about your customers’ needs to make sure you’re giving them something they can really use. 

Turning a lead into a customer doesn’t happen overnight. It typically takes a great deal of time and nurturing. But by putting a strategy in place to meet potential clients where they are, you increase your odds of having a customer for life.