Page 176 - merged.pdf

HOW TO GENERATE
MILLIONS IN SALES
& PROFITS
06CHAPTER

Converting Leads into Paying Customers 167

Now that you have learnt how to create a constant stream of
prospects to your business, the next thing to work on is to
increase your conversion rate. You need to employ strategies
that would convert your leads into paying customers.

Again, just because you have a great product and the prospect
has a need for it, does not mean they will buy. People tend
to procrastinate before deciding to buy expensive items, or
those with intangible benefits (e.g. insurance & education).

Understand that buying is not so much a logical process as
it is an emotional one. Emotions are what drive us to buy
something. Logic is what we use to justify our buying decision.
There are many instances when a prospect logically knows
that they should buy something that’s good for them (e.g.
insurance) but hesitate because they don’t FEEL the urgency
to do it. Not yet.

At the same time, we also tend to buy things we don’t really
need (e.g. like the latest mobile phone), but we spend the
money because it makes us FEEL good.

If you want your customers to buy, you need to learn strategies
that would get them into the buying mood and push them into
making the decision. Of course, we must always ensure that
the product/service is something that the prospects will truly
gain value from. It would be unethical to sell a refrigerator
to an Eskimo!

SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES