Monthly Archives: April 2013

Three Ways to Convert Leads

Ok, your prospecting efforts — paid lead generation, organic website and social media visits, community event participation — have paid off and you’ve gotten client leads. But now what? The funny thing about leads is that they don’t convert themselves into sales. It’s up to you to get the job done. UIG has three tips that, if practiced consistently, can help tip the odds in your favor in converting leads into solid sales.

Create Rapport — Transparency is Key

Trust is the one element that will not only earn a client, but will retain that client for years to come. One simple way to successfully build a relationship and earn a client’s trust is by being transparent. Give them the honest pros and cons of each product they’re interested in. Answer the questions that other agents tend to dodge—and answer them truthfully. Make every effort to put your client’s needs above your own.

If your client prospects see that you care about providing them with the best solution for their needs and they can genuinely see that you’re being honest, they will trust you. 

Use a Profile Sheet to Ask Questions

Develop a list of key questions that are pertinent to all clients. Be sure to include open-ended and affirming questions that give the client the opportunity to share more detailed information as well as acknowledge areas that they agree or disagree with. The more you can discuss situations and goals with them, the more you can see where they need help. You can’t offer solutions to problems you don’t know about. Plus, if you say it, the message can be questioned and refuted, e.g., this policy is really the best solution for your needs. If they say it, the message becomes fact, e.g., this policy sounds like the best solution for my needs.

The most important part about asking questions is to really listen to your client’s answers. By listening to them, you can really get to know their goals and problem areas. You will be trusted more if you can show you know their entire situation. 

And, by capturing all of this information in a Profile Sheet, you are more likely to ask all of the questions on a more consistent basis. Plus, you’ll now have documentation of the areas you discussed and the recommendations provided.

Paint a Broad Picture

Don’t just offer one product to a specific problem. Instead, paint a bigger picture and give clients a solutions-based plan. Your Profile Sheet can provide the basis for this level of conversation. Offer them an objective analysis of their situation and, in the future, you’ll be in a better position to recommend specific products for problems they didn’t even know they had. Even if they just buy one product now, they will remember you had a wide variety of services to offer them.

Good lead conversion techniques can help increase your sales numbers. Without them, all you have are leads.