How Long Does it Take to Turn Leads Into Clients?
Too many entrepreneurs and small business owners struggle to turn leads into clients. With a few strategic steps converting more leads into customers can get easier. The length of time it takes to make this happen can vary depending on a number of factors. In this blog post, we’ll explore the key strategic elements that can help speed up the process of converting leads into clients.
The first step in turning leads into clients is getting quality leads in the first place. Not all leads are created equal, so focus on leads who are most likely to be interested in your product or service and who fit your target audience. Start with audience research on both your target market and your existing customers or clients. The goal here is to identify the smallest viable audience to get results. This allows you to focus your messaging on a targeted group that is actually interested in what you are saying.
Care & Keeping of Your Leads
Now that you have their email address, show them you care about them. Remember, the goal isn’t to just build a list but to build a relationship with your list. Engage with them on a regular basis and deliver value to them beyond your products or services.
According to Dean Jackson, 85% of buyers come after 90 days or more. In other words, it takes time to build a relationship with your leads and convert them into paying customers. Send them personalized emails highlighting how your offering can help them solve their problems. This builds trust while delivering value and gently guiding them toward your solution. Trust is crucial for converting leads into customers.
Meet Them Where They Are
I often reference Eugene Schwartz’s levels of awareness when it comes to converting leads into clients. Not everyone is at the same stage in their awareness or buying process, so it’s important to tailor your messages accordingly. Educational content and quick tips can help those who are problem-aware or solution-aware, and then you can follow up with the points of differentiation for your unique solution (and why it’s the right fit for them!). Showcasing your solutions and case studies is a great way to help move along those who are ready to make a purchase. (Note: an unaware audience is the most challenging, and I only teach that in higher-level programs.)
Show Them You Can Help
As I mentioned above, trust is required to turn your leads into clients. One way you can do this is to show them you can help them. Demonstrate your expertise and give them useful information to help them solve problems. Offer free advice or tips to help them do something easier or faster. Content that is both useful and valuable helps position you as a thought leader in your industry while simultaneously illustrating your authority and ability to help them.
Make Offers – Early and Often
Finally, if you want to make sales, you have to make offers to your leads. What does that look like? Provide clear calls to action that encourage them to take the next step. This next step can be making a purchase, scheduling a call, or even registering for an event. If you have a naturally longer sales cycle, give them reasons to stay connected with you until they are ready to enroll or purchase.
Make your offer irresistible. The goal is for them to see the value they receive as greater than the investment you ask in return, whether it’s a purchase or just their time. Give them high value. Even free offers should have high value for the leads.
Converting leads into paying customers or clients isn’t easy, but it doesn’t have to be hard either. There are strategic steps you can take to speed up the process. Focusing on quality leads, building strong relationships, showcasing your expertise, and making clear, value-driven offers can all help accelerate the journey from lead to client. With patience, persistence, and a focus on providing real value, you’ll be well on your way to turning your leads into loyal customers and raving fans.