Turning cold leads into sales is easier said than done! Speaking from experience, the most reliable way to establish a solid conversion system is by considering the Theory of Constraints. The Theory of Constraints (TOC) is an invaluable tool that comes in handy when setting up a consistent sales process/system that is constantly converting leads. To get a clear idea of the TOC, picture a garden hose with lots of kinks. Once you turn the tap on and the water starts to flow, it will stop after it encounters the first kink. This is the key message from the TOC, even though there can be 50 kinks on the hose, there’s only one kink that stopping the water from flowing.
So how can you apply the Theory of Constraints to your sales process?
First thing you want to do is to picture your sales process like a garden hose, it starts whenever there’s a lead or enquiry and it finishes when there’s a sale.
Once you are able to picture your sales process as a garden hose, grab a piece of a paper or a white board and map it out. Having a visual representation of your sales process will not only help you understand it better but it will also reveal exactly in which touchpoints you need to change things up. You must be able to understand and identify all the kinks on your garden hose. Make sure to implement a nurturing process on every step. This means that you should really highlight the value that your leads will receive at each stage of your sales process. For example, if you have them booked for an appointment, then email or sms them reminders about why it’s worth their time to speak to you, tell them what they will really get out of the appointment or conversation. Implementing a nurturing process is all about following up with your customer after each stage.
How to automate the nurturing process?
Nurturing can consume a significant amount of both time and effort. Therefore, we highly recommend automating your nurturing process by implementing Customer Relationship Management (CRM) Systems such as Active Campaign, Infusionsoft and HubSpot. Implementing a CRM software into your sales process will definitely make your life easier.
The Nurturing Process through Social Media consists of retargeting anyone that already opted-into your funnel and reached a certain point of your funnel. Send them videos, client testimonials or informational posts on social media. If you consistently provide them with value on social media platforms, they will start to associate your brand with providing quality value.
So just to recap, our THREE main tips for converting your cold leads into sales are:
– Visually Map out your Sales Process!
– Implement and ideally automate a nurturing process along every step of the way!
– Nurture your leads through social media by strategically retargeting them!
If you are currently having problems with converting your leads to sales then don’t hesitate to message us, we are always happy to help. 🙂