Episode 231, 3 Steps to convert a lead into a client.

Create Sales meeting topics in minutes. Lisa Thal is an Author,  Inspirational Speaker, and Business Coach. She has over 37 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 231:  Learn a 3 Step process to convert a lead into a customer.

 

There is something that a prospect wants from us before becoming a client.  Our knowledge to help them solve their problems faster!

 

Give clients what they want! What do they expect from us? Knowledge. They are looking for solutions to their challenges. We are problem solvers. The question is, what is the best way to help solve their problems? Educate them on the solutions available to them.  We have to add more value than our competitors!

 

Staying ahead of the curve means being an expert in your Industry and leveraging the tools you have to help prospects solve problems. Content has become a critical asset for sales teams across industries in our ever-evolving digital era. Sales professionals increasingly recognize content's pivotal role in their processes—a role that extends beyond price to cultivating and supporting customer relationships.

 

Educating Leads: Fuel for the Sales Funnel

Education lies at the heart of successful sales strategies. When your leads are well-informed, they are more likely to trust your expertise, value your offering, and, ultimately, make a confident purchasing decision. Here's how education and sharing information with them can serve as a powerful conduit in your sales funnel:

 

Stage 1: Awareness – Attracting Potential Customers

In this stage, your content must answer the basic questions prospects have. By sharing information that addresses common pain points, introduces new insights, or explains industry trends, you set the groundwork for a relationship built on knowledge sharing.

 

Example Article Topics for the Awareness Stage:

• "5 Signs You Need Our Sales Solution"
• "The 2023 Guide to Advancing Your Sales Techniques"
• "Why Understanding Your Prospects' Needs Matters"

 

Stage 2: Consideration – Positioning Your Solution

As prospects move deeper into the funnel, your educational content should now focus on showcasing how your products or services solve specific problems or improve upon existing solutions. How are you solving other clients' challenges that you can share with them? People remember stories along with data to show proof of performance.

 

Example Article Topics for the Consideration Stage:

"How Our Sales Solution Integrates with Your Current Workflow"

 

Stage 3: Decision – Providing Reassurance

At this stage, prospects are close to making a purchase decision. Your information should reinforce the decision by highlighting success stories, customer testimonials, and detailed product benefits.

 

Sealing the Deal with Persuasive Content

The power of educational content is not just in informing—it's also about persuasion. Content can clinch the deal by elegantly illustrating the value proposition.

 

Here's what makes content not only informative but also persuasive:

• Relevance: Tailored content that addresses each lead's unique needs and interests.
• Authenticity: Genuine articles from experience and actual results, not just promotional fluff.
• Utility: Useful tips and actionable advice that readers can immediately apply, demonstrating potential ROI.
• Engagement: Compelling narratives that absorb the reader, encouraging them to move through the sales funnel.
• Evidence: Solid data, studies, testimonials, and real-world examples that validate your claims.

 

By integrating educational and persuasive content into your sales strategies, you're not merely selling a service or product but offering value, insight, and a partnership. The right content can turn a lead into a lifelong customer, as it stands at the intersection where educational meets the aspirational. As a sales professional, refining this content strategy can significantly enhance your engagement with prospects and pave the way for a productive partnership.

 

If you want to sharpen your content strategy, start by asking: 

What does my prospect need to know, and how can I teach them through content? Align this with your sales funnel stages and begin crafting compelling, educational content reflecting your expertise and positioning your product as the optimal solution. The content you create today will lay the foundation for the customer relationships you'll build tomorrow.  It takes