Turning prospects into customers – and keeping them!

We’re all keen to turn prospects into customers and then retain them as customers and also for future marketing to.  So while your marketing is doing its job, you need to be working on turning those prospects into customers – and keeping them there!  There are a few key areas to focus on to draw them in, seal the deal and avoid any chance of “buyer’s remorse”!

So how do you do that?  Well, this isn’t rocket science, but you really need to be all of these things:

 

  • Inviting
  • Informative
  • Enjoyable

The biggest fear of most new customers is the dread of buyer’s remorse.

“What if it doesn’t work?” “What if it doesn’t do what it says on the tin?” “What if it doesn’t meet my expectations?”

You really want to avoid this at all costs and this should be mitigated if you’ve provided a quality product or service that delivers on the marketing claims that you’ve made.

However, it can still occur.  There are basically two ways to deal with this:

A. Offer to refund money-no questions asked

B. Offer a bonus they can keep even if they return the product

These offers alone will also mitigate buyer’s remorse because the customer will trust you more, through just for offering these things.

If these don’t fit exactly with your business (for example if you deliver training courses, it’s not possible to “return” the product!) then there are many of other ways to turn a prospect into a customer:

  1. Offer a special price as an opportunity for you to test the market.
  2. Offer a lower price with the reason of pushing inventory to pay a tax bill, fund an expansion, or any other tangible reason. If you are a small or family business, the more personal reasons are something that many customers love as this makes you so much more human!
  3. Offer a referral incentive.
  4. Offer a smaller, more inexpensive product first to build trust.
  5. Offer package deals – bundle your products to increase perceived value.
  6. Offer to charge less for their first purchase if they become a repeat customer.
  7. Offer extra incentives – longer warranties, free bonuses if ordered by a set date.
  8. Offer financing options, if applicable.
  9. Offer a bonus if they pay up front in full.
  10. Offer special packaging or delivery.
  11. Offer “name your own price” incentives.
  12. Offer comparative data or other comparison tools.
  13. Offer a trade-up or upgrade to something they already have.
  14. Offer additional, educational information to help them make the decision.

The options really are as limitless as you make it. You can use these or other ideas to find out what works best for your business, products or services and target market.

Remember this:

“By making it inviting, easy, informative, non-threatening, educational, inspiring and fun to do business with you, you’ll loft your company above the competition.” Jay Abraham

Get your creative juices flowing and come up with some exciting new ideas for your business – or let us help you do it!