You are struggling to convert a lead into client because

It really takes a lot of efforts and money to generate leads but many times we feel it hard to convert them into sale. In this article we are going to cover some important situation you generally face in conversion process of every leads and a brief about how to handle that situation. You can read it and tick the problems belong to you and then try to work on them.

• Your clients ask you to mail them the services you provide but you don’t have a precise list of services you are providing. Your potential client will realize that you are trying to do whatever your client will ask. As soon as they form that impression they stop communication because they know you will make trials to learn at their cost. When you even plan to start any consultancy services first thing to do is to define the services you will provide. Clients don’t enjoy dealing with people doing everything. They need the experts of the field they are looking for as they believe that only experts will be able to provide the best services at the most reasonable prices. e.g Recently one of client needed a patent rights attorney. They got some references and contact them.

Many of them just listed it as one of their services but don’t have any deep knowledge as they were doing multiplicity of professional tasks. They had some knowledge of so many things but expertise of none. In services industry most of the people are looking for expertise and not just a layman’s knowledge. If you are also one of those consultants who are ready to do whatever their client asks to do, then rethink about your strategy.

We understand that initially we get mixed kind of leads and it is hard to let the leads go but then you can tie up with experts of various fields and even with other professionals of your own field to ensure the besets services to your clients. Never hesitate to accept that you don’t deal in a particular service and refer that lead to other expert dealing that particular field.

• You have no idea of price you would like to quote for a service. When client ask you for a price list. You ask for their estimate or you tell them to wait. Then you make a Research and give a figure which in not matching with industry norms.

That is another problem with consultants which shows that you haven’t done your homework well. After listing your services now it is time to give them a price tag. You can take a rough estimate of your time and time of staff allocated for a particular work. Other factors like availability due to peak season of work can also be considered. After taking into consideration all these factors you can find our final price by adding your margin to cost. You may also bundle up various services according to their nature.

You can also offer some discount for choosing packaged service. Your customers will love it and most important thing is they will be able to see you’re confident through your price list.

• Every time your client asks for your services you hesitate to answer as you don’t have any sales pitch ready in mind. You know many services in India were sold only because of their sales pitch. Entire Insurance industry works on that. To sale your services you should have deep understanding of your strengths and weakness.

This will help you in drafting your sales pitch which will boost your confidence while dealing any kind of client. You will have to practice your sales pitch and once you’re come across to a new situation to answer, draft and add reply to that also. This is the best way to grow your services because in future it will make it easy to delegate your sales task. You can hire sales staff and train them with that sales pitch it will increase your helping hands.

A standard sales pitch should take 30 seconds to introduce you. You should try to mention the best things about your services as soon as possible in these 30 seconds as your audience will be most attentive in 10-15 seconds of beginning and if they won’t find anything convincing in 10-15 seconds they will not listen to you carefully.

You can mention some high level case studies in which you have successfully handles the critical situations in past for same kind of work. This will help your lead to take that final decision to choose you.

• When your client ask you to mail your firms profile. You say you will do but you have not drafted a standard profile having details for your consultancy firm. Just like you list of services and price list for that service it is another most important step in communication with client during lead to conversion phase. You need to dig down your entire set up deeply. List your associates and write down their brief profile. Following points will help you in drafting a good profile.

• • Use the proper keywords. It will make your profile classy and comprehensive.
  • When you write about strength and qualities. Avoid using generic words. Instead of that sit and try to find out some unique qualities you have so that it doesn’t look like a copy paste.
  • While mentioning about the experience of your partners and employees you can include all kind of experience they had in various positions.
  • Keep it precise and to the point and avoid mentioning the out of the context or personalized things.
  • If you can spend some bucks on it you can hire a designer to design a good quality profile for you with decent images. It will definitely touch the mind of your lead and will inspire them to convert into a client.

• When your client searches for you online they are unable to find any authentic information as you don’t have any standard website or if you have it is not customized as per your profession. Many professionals are unable to understand but some of other has actually made an excellent use of web and portals offering the social profiles. When you will try to convert a lead into a client they would like to check your authentication by searching you on web.

• • It is important to have a decent website. You should be aware of the basic features a good website should have.(click here to see the basic features a good website should have).
  • You should manage your social media profiles in a professional manner. Please post and upload only professional things on social media portals meant for professional networking. Even many professional manage their Facebook profiles very decently to have a better impression on their client leads.
  • Insert your signature into your email Every time you send an E-mail to any of your clients. Your signature will make it easy for them to reach you instantly.
  • There are various listing portals for professionals like consultease, justdial, Sulekha etc. You can also list your service on this platform but make sure that it is same on every platform. It’s not like you are a divorce lawyer on justdial but convert yourself as a corporate consultant on Sulekha. These kinds of contrary listings will give a signal to doubt on your sore abilities.

• You are unable to discuss about the niche topics of your profession. This will definitely give an impression of poor quality to your client. You must be aware of latest updates and have an opinion on them so then when your client try to judge the depth of your knowledge they must be assure of your quality.
• You find it hard to answer the follow up queries from the client. Again you need to brush up on your knowledge again and again. In consulting business your expertise is the key for your success. In case your clients ask irrelevant queries or the opinion on the matters out of the scope of the services they have hired you can charge them for it.