Converting Potential Business Leads

Every potential customer should be viewed as important and vital to the survival and success of the business, especially when the market is getting more intense with heavy competition. However, even more, important is converting that potential business leads to a customer converting potential business leads.

And it is also crucial for business owners and marketers to ensure that the new customer continues to be a regular patron of the company instead of being lured away by competitors. It may be counted as a success for the marketer to turn a business prospect or converting potential business leads into a customer with the closing of sales, but it is highly possible that competitors may move in and snatch the customer away with something more enticing. This could happen if the new customer is left alone while the marketer continues to find new leads for more new sales.

Generating Sales
It is the primary objective of marketers to generate sales as high as possible for their own benefit as well as profiting the company. Hence, they may work diligently at building up their customer contact list quickly through various dynamic marketing converting potential business leads with these strategies and campaigns.

However, new customers may tend to stray out of the radar of the marketers and soon they may no longer have an interest in what is offered by the brand or business if there is no other incentive. Many customers may be one-time customers who obliged in the sales for one reason or another. They may have bought something out of the persistence of the marketer or a fad.
This is a good start in generating sales where the customers are interested to buy what is promoted or trending. When a customer buys one item, repeat sales should be encouraged. Marketers should grab the opportunity in generating more sales with more similar products that consumers prefer. Marketers need to make the effort to enticing consumers into buying more especially when the extra value is added to the products which could solve customer’s problems.

Positioning Sales Funnel
Marketers and business owners should not view one-time customers lightly as market research shows that the company would likely incur the high costs of about 6-7 times in getting new customers to keep existing ones. This means that usually, 20% of current customers generate 80% of the company’s sales. This is the power of repeat transactions from the same customers. Hence, there is a need for a dynamic sales funnel to be aptly positioned in the marketing process and strategy of the company.

A sales funnel system is highly instrumental in capturing potential customers to fuel sales and increase the bottom line of the company. It should include an immediate attractive offer for customers. This would encourage more sales. A proven process of a dynamic sales funnels system is to offer something of value which costs more than what was purchased. This kind of up-selling strategy is highly effective in the interest of the customer in purchasing more items in the near future. A sales funnel is dynamic in turning one-time buyers into repeat customers where an effective sales funnel is able to position the business or brand on autopilot mode which would consistently convert potential leads into customers.

Marketers could also consider a down-selling option or cross-selling of items to be purchased in generating more sales in their sales funnel system. Amazon.com practices such marketing strategy to increase its online revenue through cross-selling recommendations. Instead of being satisfied with what customers had intended to buy, marketers could present special packages on related purchase items.

Consumers may like such a marketing approach which enhances their shopping experience with greater convenience. They would appreciate less time and effort wasted in searching for related items. More sales would be generated by customers when value-added items are suggested for purchase even if these were not items listed in their shopping list. Impulsive buying is a boon to businesses with the right marketing strategy applied.

Unadvertised Bonuses
Another dynamic way of developing lifelong customers with strong brand loyalty or more sales is through rewards. Customers with a purchase could enjoy a pleasant surprise with an unadvertised bonus which could be something exceptional. Most customers would be delighted to be surprised with an extra gift or reward on every purchase they make.

Marketers could encourage more sales when they are creative in their sales packaging where sales of a certain volume could entitle customers to a special bonus or gift. It is likely that consumers may be willing to spend a little more to enjoy that extra reward. However, such rewards must be relevant and useful to the customers to entice them into spending more than they have budgeted. A genuine reward offer that forms a solution to customers would be a great incentive for multiple sales from the same customers.

Referral Discounts and Freebies
One-time customers could be transformed converting potential business leads to potential business leads repeat buyers when there are enticing attractions offered. This could include customer referrals to the brand or business where customers could enjoy special personal discounts when they introduce friends and relatives to the business.

Marketers could offer a future purchase discount for every customer referred to the business. This would encourage more sales from the same customer which would become repeat sales. Extra discounts could be offered to the customers or referrals whenever they make repeat sales or sufficient sales volumes in a certain timeframe.

Smart business owners and marketers are appreciating the dynamics of repeat buyers to boost their sales and bottom lines for their business. More savings would be enjoyed with repeat buyers than one-time customers who must be constantly sought after in new markets which are increasingly competitive.

This converting potential business leads customers could turn out to be loyal customers overtime when they repeatedly make purchases due to the satisfaction of their purchases. This may prompt them to be unofficial brand ambassadors that would draw more new customers to the business without much marketing effort or cost by the company. This would indeed be a boon to the business where its market presence is strongly felt.