Why Your Leads Aren’t Converting Into Customers
If you’re like me, you’re obsessed with generating leads for your business. But just getting the leads isn’t enough. All the leads in the world are meaningless if you don’t convert them into customers. And far too often, that’s the case.
Here are some of the most common reasons leads aren’t turning into customers.
- You’re attracting low-quality leads—If the leads are weak, there’s not much you can do to turn them into customers. Above all else, you need to focus on the quality of the leads you’re getting, not the quantity. Give me 10 highly qualified leads over 1,000 low-grade leads any day of the week.
- You’re buying leads rather than generating them yourself—For the record, I’m not totally against the idea of buying leads, but I’ve always found that you have more success when you put in the time generating the leads yourself. Self-generated leads are always higher quality and more responsive than those purchased from some list.
- You take too long to get in touch—Whenever a lead comes in, you need to contact that person immediately. The longer you take to send back an email or give them a phone call, the likelier it is that they’ll take their business elsewhere. Today’s customers expect fast communication, so you need to be ready at all times. No dillydallying around!
- You have limited information about your leads—If you have nothing but the basic contact information for your lead, it’s hard for you to follow up effectively with the person. Ideally, you want to know a little something about each lead—who they are, what they’re interested in, where the lead came from, etc.—so that you’re not contacting them blindly.
- Your leads are getting lost in the shuffle—Do you have a system in place for keeping your leads organized and monitored? Or are you just passing the leads around on sticky notes or forwarded emails? There are plenty of good CRM systems out there that can help you manage leads more effectively.
- You don’t have a lead nurturing strategy in place—If you don’t have a specific plan in place for handling leads when they come in, you’re asking for trouble. You need to have a specific lead nurturing strategy that dictates how you’ll follow up with the lead, how often to follow up, who’s responsible for handling leads, etc.
What are some of the other reasons leads aren’t converted into customers? Share your thoughts by leaving a comment.