This is why your leads aren't converting - and how to fix it.

Over the past 2 years, I have talked to hundreds of clients and there are just different people but everyone is a type of customer with different ambitions for their B2B marketing goals.

Similarly, I was talking to one of my clients, I was hearing everything I wanted to, but by the end of the conversation, it was everything that I didn't want to hear.

The client was happy that his brand was getting a lot of traction and views plus generating leads on a regular basis. It was the best you could hope for. But, yes the forbidden BUT, he wasn't exactly happy,

the leads were there, but those leads weren't getting converted at all.

I didn't pounce him with a loud, "Why?".

My first question was, "What do you describe as a hot lead?"

A simple, 'Interested.' or 'Looking forward to discussing more.' is not a hot lead, it just that means that they like you or just maybe know and respect your brand. Courtesy is not a hot lead.

When I asked him "Why" does he think the leads aren't converted, the usual answer was something we all hear all the times, and I already knew it.

"I have to think about it." "I will let you know." - says the customers was the reply to my why.

This is exactly the problem with the freelancers, privately owned businesses, MSMEs and other small businesses. Following up is a major issue for them and even if they do, the "thinking" doesn't seem to end and "I will let you know" never comes. After a while, it starts becoming embarrassing and the salesperson gives up.

What you call a lead is just likeliness and interest. Real leads come through trust and belief in your expertise through your personal brand.

The reason somebody wants to think more, is they don't trust you enough. The reason they will "let you know" and then don't come back is because they did not find you "credible enough".

See, whenever there is a service, an intangible product, your promise needs to be of the highest integrity. To sell, you need to have that one salesman quality which is more important of them all i.e. converting a potential client's small need to a larger need, just amplify and make them realise that how much they are in need of your services.

There used to be a time when hoardings and billboards flooded the streets but the consumers never had the opportunity to check the claims those hoardings made. Nowadays, the content comes to you even if you don't want to. Cross verification and research can be done in a matter of seconds.

After your sales call, your lead goes to the google and other social media platforms and will immediately search your name, your company or the services you provide. It doesn't matter what they see but what they perceive of your brand name matters the most. The impression and perception you create are extremely important.

What they find out about you is gonna decide whether they do business with you or not.

You must build credibility and trust BEFORE your sales call with them.

But how do you do that? How do you build that factor of trust and credibility around your name?

The best thing about the internet is that if you are starting new, there is no media or publication writing about you. You have a clean slate and you can create any image you wish. Whether it has blogs, pictures videos, you can upload the internet with your content related to your field and industry. It gives your potential customers to look up to your expertise. If the customer sees that on a regular basis, that is when your credibility and trust starts building.

It is human nature that if they start seeing positive things about you, their trust and likeliness towards you gradually increases.

Consistency is 100 times much more important than having that one viral post to make you big. 

Engage with people, make sure your social media is flooded with things about the very thing that you do and how and why you do it. If you keep doing that, the credibility part is already taken care of, pricing can be done later after the lead has gone through the credibility and trust part successfully.

It is very much okay if you haven't been doing it until now but the best time to begin is right now. Let your customers come to you. 

As an entrepreneur, I hate seeing the wasted potential and you can fulfil yours by some simple integration. For now, I have just scratched the surface to let you know how you can improve. To know more, contact the details given below. We have a team of experts including me who are willing to help you understand the problems and loopholes your business has. Let's talk and we can help you grow.

Fill up the form at https://brandsamosa.com for a FREE consultation.

As usual, I would love to have your views. Do comment below and share what you think. And if you like it, please share with your friends and tag them. It's good to share and help others grow.