How to turn prospects into customers?

In a perfect and ideal world, all of your prospects would pass through your sales funnel and automatically convert into customers. In perfect and ideal worlds, there’s also world peace and unicorns (at least in my ideal world, they exist  😆 ) but, unfortunately, we live in a much harsher reality (poor unicorns 😥 ).

Sometimes you’ll have to give a little push and assist your sales process to get those prospects to take the bait. Fear not, though, here are a few tips to help you convert more prospects into customers:

7 ways to help turn prospects into customers:

1. Be realistic, work with deadlines:

Set dates according to which you’ll pace your communication style. Also, set a “final” deadline to remove from your funnel prospects you haven’t heard back from. For example, define an automated e-mail to be sent 30 days after you haven’t heard from the customer: don’t forget to make yourself available for whenever the customer feels like contacting you once again.

Being polite while at the same time remarking you will no longer get in touch usually gets the prospect’s attention – and in the chance it doesn’t, it will prevent you from wasting resources on a dead prospect.

2. You want a response? Ask a question!

Whenever you send a communication asking a question, it implies a reply is required from your prospect. Try saying something like, “It’s been (x) days since we last heard from you. Have you had a chance to go over the materials we sent? Is there any doubt or question I can help you with?”.
This is a subtle but effective way to apply light pressure while also leaving the dialogue open to discover any questions or concerns the prospect might have that are stalling your deal.

3. Periodically follow-up:

As said on the previous time, most often than not, sending a simple follow-up e-mail or even taking a few minutes to call and ask the prospect for any additional questions will put them back into the purchase process.

Following up periodically is a very effective way to turn prospects into customers before they’ve gone cold, or even too much time passes and they reach the “remove from funnel” deadline.

Using Pipefy you’ll be able to do that using e-mail templates: you can set up a template (with variables, such as customer’s name, date the prospect entered your pipeline, etc.) to be sent every time a new prospect card is opened on your sales pipeline. You can also set up reminders for your sales staff to follow-up on the phone a few days later, making yourself always available for answering doubts.

4. For frequently asked questions, have a FAQ:

Putting together a FAQ section on your website with your most commonly asked questions is easy, won’t take a lot of time and is likely to save you more than a few minutes always answering the same questions. Don’t forget to make this an easily accessible section on your webpage.

Don’t know where to start with your FAQ? Talk to your sales and customer-service staff, they’re a valuable source of information when looking for those most frequently-asked questions.

5. Don’t be afraid to ask for the sale:

Considering here your prospects actually became prospects for showing interest in what you are offering, asking for the sale won’t hurt and won’t sound rude. Asking the customers if they’re ready to get started with the sales process is common sense yet many people neglect to do it.

6. If possible, offer incentives (everyone loves free stuff!):

Gain your prospects interest by offering a discount or even throwing in a free gift – it’s a very effective way to convert sales. It doesn’t even need to be something of great value or a substancial discount, most people have that little itch and just can’t help it when offered something for free.

7. Make your communication interesting:

Don’t let your e-mail marketing sound boring and unappealing, mix in some icebreakers and hook your prospect’s attention. Most of your prospects (as well as everyone else) are probably also being marketed to by your competitors so you can’t be another one in the crowd, find ways to stand out!

Making your communication more than just your everyday overly promotional e-mail will make your brand stand out from the already overflowed e-mail inboxes. Produce relevant information, mix in facts and curiosities about your business, your product and even your company. Saying fun, unexpected things is almost guaranteed to get your prospects to become customers, forgetting about your competition.

Manage your Sales Pipeline with Pipefy!

Try Pipefy’s Sales Pipeline Template, an easy to work with, step-by-step workflow developed to enhance your team’s focus and productivity.

This template will guide your team through all the steps of the sale, from prospecting, to properly qualifying leads to close the deal, helping them keep track of the opportunities and always staying on top of their game.

Written by Isabelle Salemme, Product content manager at Pipefy. She uses her extensive Pipefy knowledge to write informative pieces teaching users to make the best of Pipefy. Besides being responsible for all product-related content, she's an avid reader, a coffee lover and a professional photographer.