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Leads are great for a business, but only if you can turn them into sales. How can we do that? Let's look at ways to set yourself up for success when converting leads.

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Firstly, understand it's about the quality of your leads, not quantity.

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You might have heard somewhere that more leads = more sales. 

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While this logic might seem to add up, the reality is it completely overlooks a vital component: the quality of your leads.

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So, how do you know which leads are quality leads? It starts with a good qualification process of asking the right questions about their problems, past experiences, needs, and goals. The questions may look different depending on the company, product (s), and service(s) you offer. 

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Some important ones to include are:

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• What problem are they looking to fix with your product or service? 

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• Probably the most obvious is knowing their pain points and needs. Knowing how and where you can help would be impossible without this information. 

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• What has led them to consider a solution now?

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• By understanding what caused them to find a solution now, you better understand the problem and also get a sense of other important factors, such as where they are on their buyer's journey and how urgently they need this solution.

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• What is their decision-making process?

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• This means understanding the people and systems involved in the decision-making process and where your contact falls within this chain. 

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Tailor your approach.

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No two leads are the same. So going with a one-size-fits-all approach means losing out on opportunities.

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A good qualification process and understanding of your target market and buyer personas help you understand which leads are worth your time and which aren't. This also provides the information you need to tailor your sales strategy for each unique lead. This personalized approach allows you to meet your prospects' needs at every sales funnel stage.

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Shift your focus from selling to solving the customer's problem.

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Of course, the ultimate goal of any sales job is to make a sale. But focusing too much on selling can be problematic.

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For one, it means focusing on yourself rather than your prospect. This could make you come across as pushy and end up losing their trust.

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It could also make you miss the bigger picture. All the bells and whistles won't matter to a prospect if they can't see how your product(s) or service(s) can address their specific needs. Focusing on your prospect's particular problems allows you to hone in on the solutions you can provide and help them understand how they would benefit from using your product(s) or service(s).

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When it comes down to it, people buy from those they trust, and building trust is at the core of every sales conversion. Get to know your leads, cater to their needs, and show them they are being cared for. These actions will leave a strong impression and help you foster loyalty.

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