How do you convert people who say they love your work into paying clients?
My #1 tool for converting prospects into sales? TALKING to them on the phone!
So often we hide behind our computer and email back and forth. Humans crave connection – they want to know you’re a real person.
Sometimes it takes time (especially if you’re charging premium prices) to cultivate your prospect. You’re creating a long-term relationship – not a one-night stand!
One of my recent clients contacted me over a year ago. We had my standard phone call discussing process and procedures. (This call comes after two emails – initial contact and follow up to determine project viability – I make sure they understand price range before we get on the phone). Typically I convert on this type of call, but this particular lead couldn’t financially couldn’t commit at the time.
Pro Tip #1
Remember that hiring you can be a serious financial commitment for your prospects (especially if you’re working with solopreneurs or small businesses).
Too often we get caught up in the dollar signs and forget that $3000, $5000, $10,000 (or whatever you charge) is a serious cash outlay.
Think about it – what was the last time you plunked down thousands of dollars with no second thought? Remember to respect where your client is coming from – they may not commit today, but they will remember how you treated them.
I once had a client who, due to a fallout with a business partner, couldn’t commit to a project. Three years later, she contacted me again for a new project because she remembered how I treated her.
Pro Tip #2
Follow up with your prospects! So often we wait for people to come back to us – one of the biggest gripes I hear that vendors are unresponsive. If you take the initiative and follow up on leads, you are miles ahead of your competition. As one of my favorite coaches says, “you have to ask for the sale to get it!”
Pro Tip #3
Have an opt-in on your contact form for people to sign up for your list! One particular prospect who couldn’t financially commit was on my newsletter list (she had opted-in when she first contacted me). She saw I was providing valuable content week after week AND my newsletter continually reminded her of my existence. Six months after she first contacted me, she hired me.
Stats indicate that a majority of people visiting a site for the first time aren’t ready to buy.
People come to your site once (more if you’re lucky) – you need to capture their attention. Once they get to know you and your unique offerings (and learn that you’re not a fly-by-night designer..) and get them to know you to hire you! The newsletter opt-in is one of the best ways of doing this.
Hey Michelle!
What a fantastic post. I’m currently in the process of making some changes within my design business, and I came across your blog post. I really loved everything that you shared, and it has left me inspired. Thank you!
Thank you so much Danielle – that means so much to me!