5 Ways To Increase Your Sales Qualified Leads [SQL]

Over the past few months I have grown my business from 1-2 low ticket clients per month to 4-6 high ticket clients per month, giving me a boost in income and sense of satisfaction that my business is helping people with a felt need.

Here is a list of 5 things that I have learned which have resulted in this significant boost in sales qualified leads and paying clients:

1. Tighten your client avatar.

The clearer you are on the specific type of person or business that you help, the better all your marketing efforts, lead generation and sales conversations will be. The tighter your client avatar, the persona you seek to deeply understand and speak to, the more resonance your offer messaging and targeting will be.

While at first it can seem hard to exclude potential people or businesses from your offer, in fact speaking to a smaller more targeted group of people with a distinct and felt need, and making offers to solve quite specific problems, the better all your sales processes will be.

This has meant I could double my prices in 2021 and know that the people I speak to are willing to pay this price to see a specific solution. So while I've narrowed the pool of people I speak to, I know that these people are more likely to want what I have to offer and to pay for it.

2. Pre-qualify your leads

Anyone can generate conversations with leads and spend hours spinning their wheels with tyre kickers or people who are only curious and not yet ready to buy. By simply putting a few steps in place prior to a sales conversation you are able to prequalify your leads and either eliminate or de-prioritise some.

Requiring some 'homework' before a call, whether that is to watch a short video about your offer, or filling out a survey [or both] are good ways of ensuring that people who attend a call with you in fact fit your client avatar profile and indeed have a problem you can solve. The work that remains is to simply position your offer in a sales conversation in such a way that they cannot say no to working with you.

3. Sharpen your pitch

Making sure your offer is clear and speaks directly to your client avatars goals and objectives is critical for the sales conversation to flow smoothly. If your pitch entails details or elements that do not resonate with the prospect, the sales conversation can end in either a no or more elusive comments such as 'I have to think about it.'

By examining your offer and making sure each pillar or element builds on the next and comprehensively addresses the pain points felt by your client avatar, you can ensure that sales conversations end with more YES answers than no.

4. Handle concerns

It's common for sales conversations to rarely end in an immediate YES response. Being able to handle the concerns that arise in a sales conversation is often as important as the pre-work and pitch itself. If you have a prospect who has a distinct challenge that you can help with and if they have expressed agreement that what you offer could help them, everything after that is simply 'concern handling'.

Being able to move your prospect through the concern cycles. Your job at this point is to help your target to solve their problem and find the best solution for them and often this means coming up with strategies to overcome potential blockers such as financial concerns, partner or business manager concerns, or simply fear of commitment to work with you.

5. Increase your sales call volume

This might sound like a no-brainer but many businesses simply do not generate enough sales calls or strategy sessions and make enough offers. Putting a system in place to reach out proactively to your client avatar with offers of value, to nurture new relationships and leads to the point of a sales conversation and then conducting sales calls on a regular basis, are all essential.

If you would like help with these 5 steps or filling your pipeline with qualified leads each month then I invite you to schedule a free call with me via this link.

If you would like a short training on selling to corporate and B2B then watch this video.

If you would like a short training on using LinkedIn Sales Navigator to build lead lists then watch this short video

If you would like a short training on using LinkedIn Sales Navigator to build account lists then watch this short video.

To your success

Jen

5 Ways To Increase Your Sales Qualified Leads [SQL]

The One Biggest Secret To Your Success

If you had one magic wish that could determine guaranteed success in sales and business, do you know what you would wish for?

Would you wish for endless qualified leads, sales call successes, magical sales copy, or high ad return on investment [ROI]?

All of the above are possible to achieve via good tactics and strategies and by applying the right methods however there is one SECRET that will either undermine all your lead generation and sales conversations or make them soar.

This secret will influence the way you act, your tone of voice, your behaviours and habits and ultimately, getting it right will radically create an uptick in your confidence and therefore your success.

The secret is this:

Do you believe that what you are selling is GUARANTEED to be

a life changer for you clients’ life/ business?

If you imagine that you have $10,000 to give away. Do you feel awkward offering it to people? Do you feel uncomfortable reaching out and making connections to talk to people and inquire if they would like the $10,000? Does it make you feel icky or salesy to find people who need the money and offer it to them?

If you answered NO then this is the belief mindset you need to adopt when prospecting, outreaching and making offers! If you believe you are genuinely giving massive value to people who need it, then it radically reduces the amount of discomfort you feel when selling.

In fact you will go out of your way to learn the tactics and strategies and to get the right skills you need in order to connect with the right people who need what you have to offer and to deliver them a solution that they need.

Start with the one biggest secret and the rest is just technicalities.

To your success !

The One Biggest Secret To Your Success

Do you pay for leads?

It's common for business owners who are prospecting B2B Leads to pay for lists of email leads for their ideal client - for example "Learning and Development Managers" within corporations.

I have recently spoken to several consultants and business owners who have spent between $100 USD up to $2000 USD for lists of 300 emails targeting key decision makers.

I have also had many business owners offer me commission fees for bringing them not only qualified leads but leads that convert into paying clients.

In other scenarios I have encountered business owners who have paid up to $10k USD for very slick funnels and landing pages for products that they cannot get any leads to or traffic to visit. They ultimately have very expensive window dressing.

The dilemma of being a business owner who has a brilliant offer, a service that works well and creates results, an appealing product - is that you need not only conversations with potential clients but the right type of conversations with the right people.

You need your offer messaging to connect with the right eyeballs and/or ears and to elicit a response that leads to a conversation.

The challenges with paying for leads from providers are several:

1. If you are buying this list of leads, then so are others in your market which means the contacts on the list will be spammed by many inferior providers. This means cutting through the noise will be extra difficult and your outbound messaging may well be filed to junk before given a chance to see daylight.

2. You cannot guarantee the validity of the list. If the emails were compiled several months ago, then the data may already be out of date as key people move roles and information changes.

A far superior strategy in my opinion is to subscribe to LinkedIn Sales Navigator for about $80 USD per month and at your fingertips are all the possible decision makers you can ask for, not only in the geographies you have been targeting but globally.

For a simple 10c per email or so you can use tools like www.wiza.co to extract email data from Sales Navigator lists you have created and for an extra 5c per email or so you can use tools like www.voilanorbert.com to find missing emails and replace personal emails with work emails.

In this way you are able to create endless lists of leads of key decision makers in companies that would be dying for your support and services for a fraction of the costs of the providers listed above. In addition you will know that the email lists are custom to your search and less likely to be spammed by cheap competitors as well as up to date on the day you extract the data.

For more information about how you can create a hyper targeted list of your ideal client using LinkedIn Sales Navigator then check out this training here.

Do you pay for leads?

To your success

Jen