Quotatis Pro | Blog

Top 10 Tips To Convert Your Leads

The Internet can change the behaviour and expectations of prospective customers so you need to know how to convert your leads and increase your sales.

In following these top 10 tips, you should be able to convert many more leads into customers.

leads

Advice from our exclusive survey “How do you choose a professional?”
974 people looking for a professional to complete their project took part online.

Good To Know

  • 90% of applicants want to achieve their project specifications
  • 71% of applicants who begin to contact a professional say they’re actively seeking quotes
  • 56% of applicants have projects starting within 3 months
  • 71% of budgets are advertised above £2,500
  • 43% between £2,500 and £10,000
  • 28% higher than £10,000.

CONTACT YOUR PROSPECTS

1. Contact Your Prospect Within Two Days.

86% of the applicants want to be contacted by a professional within 48 hours (24% within a day, 4% immediately and 3% within 2 hours).

Why?
A prospect who has asked for quotes on the Internet wants to be called up quickly.
A tip for making a good impression: call immediately, just to warn them of the time where you re-contact to discuss their project further or to make an appointment.

2. Don’t give up after one failed phone call.

84% of applicants advise professionals to call them several times.

Why?
Customers may be difficult to reach.
Their advice:

  • Call them repeatedly
  • Leave them messages (31%)
  • Keep calling if you have failed to contact them (16%)!

3. Your First Contact On The Phone Is Critical.

86% of applicants say that the impression given on the first call is critical (important to 51% and very important to 35%).

Hence the importance of preparing your pitch:

  • Stick to a specific script
  • Avoiding being too ‘vendor’ (see below)

4. Don’t ‘Hard Sell’.

47% of applicants advise professionals not to behave as “vendors” on the first appointment.

Why?
Your future customers want first to be reassured and counselled. If you are listening, you greatly increase your chances of converting the lead into a sale. The higher the budget, the greater the concept of advice and listening dominates.

COMMERCIAL APPROACH

5. Always Meet Your Prospect

Why?
Don’t overlook the human touch. Even if the request for a quote was made on the Internet, meeting your prospect is crucial: the project leader will often file their applications in the first phase of advanced projects.

More than 2 out of 3 of all prospects feel that it’s “useful or necessary” to meet a representative from your company.

6. Contact Your Prospect Periodically After You’ve Sent Them A Quote.

Why?
Follow up on your proposal to get comments and respond to questions from your prospect. They will appreciate your advice and you will feel involved in the entire process.

APPOINTMENT AND QUOTES

7. Show Your Professionalism Before Anything

At the first visit we found that your future customers expect mainly:

  • Proof of your proficiency: 43%
  • Advice: 35%
  • Indicative budget: 20%

Why?
For your future client, you represent a major expense in the year. Before getting back to you, they will want to be reassured that his project will be completed competently, on time and in budget.

8. The Best Estimate Is Not Necessarily The Cheapest

  • 42% of prospects have a budget that can move according to the proposed solutions
  • 30% have no idea of budget and expect a quote
  • 26% reported having a maximum budget that they will not exceed
  • 9% will choose on price alone.

Why?
A prospect who is looking for a professional using the Internet first wants trust. Although it is obviously central, the price is far from being the sole element in the decision process.
Your approach to business, your advice, your expertise and the quality of your offer all add value compared to just a cheap alternative.

9. A Very Detailed Estimate Is Paramount, Especially For The Big Budgets

For 69% of leads, quotes and a professional proposal must be clear, precise and argued.

Why?
Again, your future customers indicate that they need to be reassured. An estimate, with a documented business proposal, reinforce to your prospect that they can trust you and that they made the right choice.

DECISION MAKING

10. The Proposal Comparison

84% of the applicants wish to compare at least 3 costed proposals before making their choice.

Why?
Competition is not an obstacle, but it speeds up the process implementation (especially on big budgets). So a prospect who is looking for a professional using the Internet wants at least 3 bids before making his choice. If they get only 1 or 2 proposals, they will continue to seek other providers. That’s why we send the same information simultaneously to several professionals so that the prospect stops searching and chooses from our suppliers.

– By Tom Crosswell. Originally featured on the Quotatis blog, 15th April 2011

 

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Emily Rivers

Emily Rivers is the Customer Experience Manager at Quotatis. She informs customers of the latest developments in a range of products so they can make the best choice for their homes and ensures they get the best out of our service.

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