Converting prospects into customers

In your business’ sales funnel, every stage (lead, prospect, customer, etc.) has its own goal. Moving a contact from one stage to the next is about working with the contact to achieve each goal, in order.

Here are some ways that you can convert a prospect into a customer, depending on your organization type and business model.

You will convert a prospect into a customer when your contact…

  • Pays you for a product or service that they subsequently receive (i.e. consulting services)
  • Orders a product that they subsequently pay for (i.e. a retail model)
  • Becomes a member (i.e. in a club)
  • Shows up
  • Agrees (i.e. in an argument)
  • Shows up for an appointment (i.e. in a health services situation)
  • Subscribes (i.e. to a publication)
  • Enrolls (i.e. to a class)
  • Invests (i.e. in a real estate model)
  • Deposits money (i.e. in a financial services model)
  • Signs on the dotted line

You’ll notice that the customer doesn’t necessarily have to pay. They simply have to commit. At this point in the relationship, you are no longer trying to convince them to buy from you. Rather, you have their commitment and are now delivering your offer and/or requesting payment.

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