Converting Prospects Into Customers / 將潛在客戶轉化為客戶

將潛在客戶轉化為客戶

您的推薦人已經完成了她的工作，並通過電子郵件向您推薦。如果她是BNI會員，她通過BNI Connect向你轉發了推薦信。現在是時候聯繫這位潛在客戶了。但要小心：

你的第一次聯繫電話的目的不是為了銷售，甚至問潛在客戶是否對你的業務有疑問。

如果，而且只有當潛在客戶提出要求時，你才應該在這第一次聯繫電話中介紹你的產品或服務。請記住，在將潛在客戶轉化為客戶時，你必須首先建立一種關係。這可能需要一些時間，但如果你遵循這些建議，你會加快成交的過程。

做好你的功課

首先，聯繫引薦的引薦人。向引薦人詢問相關信息。由於目前我們在全球範圍內實行的是物理疏導，而且是在家辦公，所以第一次聯繫會議不能在這個時候進行面對面的會議。相反，第一次見面的首選形式是做視頻電話會議。但是，請推薦人代表你與潛在客戶聯繫，以確定潛在客戶是否希望你通過電話或視頻會議的方式與你進行第一次電話聯繫。

如果潛在客戶更喜歡這個第一次聯繫電話，請不要拖延。在72小時內與潛在客戶進行第一次聯繫電話通話。

如果潛在客戶希望第一次聯繫電話是在線視頻會議，請發送電子郵件給潛在客戶，要求提供可能的日期、時間和他們喜歡的視頻通話平台（Facetime、Zoom、MS Teams、Gotowebinar等）。如果潛在客戶不在您的地區，請確認時區。

如果引薦人可以到場，請引薦人與你和潛在客戶一起參加這次視頻電話會議。這樣一來，引薦人可以在視頻電話會議開始的時候，親自向潛在客戶介紹你、你的業務和你的產品或服務。

首次聯繫電話會議/在線視頻會議電話

在第一次聯繫電話之前，查看潛在客戶的網站和各種社交媒體頁面，了解更多信息。查看他們的網站，以便更好地了解他們的業務。利用這些信息來源更好地了解潛在客戶，並準備好在第一次聯繫電話中詢問他們的問題。

提醒大家：你的第一次聯繫電話的目的不是為了銷售，甚至問潛在客戶是否有關於你的業務問題。如果，也只有當潛在客戶問起，你才應該在第一次聯繫電話中介紹你的產品或服務。

第一次聯繫電話的目的是：

• 開始建立關係
• 更加了解潛在客戶。
• 幫助潛在客戶更好地了解你。
• 找出你可以幫助他們的方法。
• 給自己定位，以便進行下一次接觸；和
• 判斷前景是否符合你對她的描述

你有郵件了

在第一次聯繫電話後的24小時內，建議給潛在客戶發送電子郵件，並附上電話摘要、關於潛在客戶的趣事、潛在客戶要求的任何信息、簡短的感謝信、下一步的步驟以及您的聯繫方式。

當你開始寫郵件的時候，先給你的推薦人起個名字，這個名字會讓你的潛在客戶認可。

寫這封郵件給你一個更好的、更有控制力的機會來傳達你對潛在客戶的了解。它有助於發展你們之間的關係，讓你的潛在客戶知道你覺得他足夠有趣，花時間了解他的一些情況。表示有興趣再次與他見面，並告訴他你會打電話給他安排一個雙方都方便的下一次在線視頻電話會議的預約。

除非有潛在客戶的要求，否則不要將你的商業資料與此郵件一起附上和發送。這將避免給人一種你主要是作為潛在客戶對他感興趣的印象。

撥打電話

給潛在客戶一個星期的時間來處理這封郵件，然後再打電話跟進。當你給潛在客戶打電話時，問他在第一次聯繫電話中是否有任何問題。另外，提議通過郵寄郵件發送更多的信息。如果潛在客戶表示他希望得到這些信息，就立即發送。最後，安排第二次視頻電話會議，同時在這個電話中進行。希望不久之後，我們就能再一次面對面地見面了。

將潛在客戶轉化為客戶時的跟進工作

在建立關係的時候，不要讓第一次接觸的時間過久而不跟進，這一點很重要。 在跟進電話的兩到三天內，您應該通過郵寄方式向準客戶發送便條，以表示很高興與他進行溝通。除非上面有要求，否則自動發送商業文獻還是採取任何促銷行動還為時過早。

所以要及早跟進，但不要強行超越潛在客戶的舒適度。一旦潛在客戶對你的產品或服務表示出興趣，你可以提供相關的信息，但不要強求。繼續介紹你的產品或服務，但要避免硬性推銷。專注於滿足他的需求和興趣。你的目標應該是讓你的潛在客戶了解你的業務，而不至於讓他感到煩躁。

如果你對你的推薦人來源做了充分的準備，那麼你的努力可能會在你的第一個電話中得到回報。大多數情況下，來自轉介紹的潛在客戶需要更多的時間。許多人在經濟上受到病毒性疾病爆發的變化的影響。因此，這可能不是他們聘請你為你服務的理想時機。他們可能會表示有興趣在以後談論你的產品或服務，等情況好轉後再僱用你。在將前景轉化為客戶時，要有耐心。

Converting Prospects Into Customers

Your referral source has done her job and emailed you a referral. If she is a BNI member, she passed you the referral via BNI Connect. Now it’s time to contact the prospect. But be careful: The purpose of your first contact call is not to make a sale or even ask the prospect if he has questions about your business. If, and only if, the prospect asks, should you present your products or services during this first contact call. Remember, when converting prospects into customers, you must first build a relationship. It may take a while, but if you follow these recommendations, you’ll speed up the process of closing the deal.

Do your homework.

First, contact the referral source who passed you the referral. Ask the referral source for any relevant information. As we are currently practicing physical distancing globally and working from home, the first contact meeting cannot be a face-to-face meeting at this time. Instead, the preferred format for this first meeting is to do a video conference call. However, ask the referral source to contact the prospect on your behalf to determine if the prospect wants to be contacted by you via telephone or video conference call for the first call.

If the prospect prefers this first contact call to be a telephone call, do not delay. Make your first contact telephone call with the prospect within 72 hours.

If the prospect prefers this first contact call to be an online video conference call, send an email to the prospect requesting possible dates, times, and their preferred video call platform (Facetime, Zoom, MS Teams, Gotowebinar, etc..). Please confirm the time zone if the prospect if not living in your area.

If the referral source can be present, invite the referral source to attend this video conference call with you and the prospect. This way, the referral source can introduce you in person to the prospect at the start of the video call with a more thorough briefing about you, your business and your products or services.

First Contact Telephone Call / Online Video Conference Call

Before the first contact call, look up the website and the various social media pages for the prospect’s business for additional information. Review their website to understand their business better. Use these sources of information to get to know the prospect better and to prepare questions to ask about them on the first contact call.

Reminder: The purpose of your first contact call is not to make a sale or even ask the prospect if he has questions about your business. If, and only if, the prospect asks, should you present your products or services during this first contact call.

The purpose of the first contact call is to:

• Begin to build the relationship;
• Get to know the prospect better;
• Help the prospect get to know you better;
• Find out how you can help them;
• Position yourself to make your next contact; and
• Judge if the prospect fits your source’s description of her.

You’ve Got Mail

Within 24 hours after the first contact call, it is recommended to email the prospect with a summary of the call, fun facts about the prospect, any information requested by the prospect, a brief note of gratitude, the next steps, and your contact information.

When you start composing your email, start by naming your referral source–a name the prospect will recognize.

Writing this email gives you a better, more controlled opportunity to convey what you’ve learned about the prospect. It helps develop your relationship to let your prospect know you find him interesting enough to have taken the time to learn a few facts about him. Express an interest in meeting him again, and advise him you’ll be calling to schedule a mutually convenient appointment for the next online video conference call.

Do not attach and send your business literature with this email unless requested by the prospect. This will avoid giving the impression that you’re interested in him primarily as a prospective customer.

Make the Call

Give the prospect a week to process this email before you follow up with a telephone call. When you telephone the prospect, ask if he has any questions from the first contact call. Plus, offer to send more information via postal mail. If the prospect indicates that he would want this, send it right away. Finally, schedule a second video conference call while on this telephone call. Hopefully soon, we will once again be able to meet people face-to-face again.

Following Up When Converting Prospects Into Customers

When building relationships, it’s always important not to let much time lapse without following up on the first contact. Within two to three days of the follow-up telephone call, you should send your prospect a note via postal mail expressing your pleasure in communicating with him. It’s still too early, though, to automatically send business literature unless requested above or to make any move toward sales promotion.

So follow up early, but don’t push beyond the prospect’s comfort level. Once the prospect has expressed an interest in your products or services, you can provide information about them, but don’t force it on him. Continue presenting your products or services, but avoid the hard sell. Focus on fulfilling his needs and interests. Your goal should be to keep your prospect aware of your business without annoying him.

If you have prepared your referral sources well, your efforts may pay off on your very first call. Most often, the prospect from a referral will need more time. Many people were financially affected by the changes from the viral outbreak. Therefore, this may not be the ideal time for them to hire you for your services. They may express an interest in talking later about your products or services and hiring you when the situation improves. Be patient when converting prospects into customers.

https://ivanmisner.com/converting-prospects-into-customers/