Convert More Customers With These 4 Conversion Triggers
Are you making your sales harder than they should be?
Stagnant sales, slow revenue growth and lack of new business acquisitions are just some of the signs of lousy conversion triggers.
It doesn't matter whether you have a fantastic product with the best value proposition. If you cannot overcome your customer's inertia, you will make your sales process harder than it should be.
Instead, you want to set up your sales process so that conversions happen without effort and you can grow your user and customer list while growing your revenue.
Here are 4 sales conversion triggers to help you convert more sales with your prospects.
1. Personal Gain.
What's important to know is that your conversation needs to address the emotions of people.
When you're having a conversation with another person in your sales cycle, you want to bring across the personal gain that they can get from this transaction. People care about the outcomes for them, their organization and their team.
You need to portray your information in a way that communicates personal gains and positive outcomes for the individual.
2. Logic as a trigger.
Nobody likes a bullshitter. Some people find vague statements and fictional stories highly offputting.
These are people that believe facts and want to see the proof. In general terms, these are your analytical personas.
When you give your sales demo, you need to make sure you present information with enough support from research, quotes, case studies or let the numbers speak for themselves.
Don't count on your credibility alone as a trigger to convert but rather leverage other's to help you get the sale.
Join the tribe and get articles like this one directly to your inbox every week.
3. Social Proof.
Most people don't want to be the first to try out something new. If you have developed a Software as a Service product for businesses, you will find that most buyers don't want to be the first one to try it.
Procurement of companies seldomly wants to take the risk and figure out the bugs in your product. It is essential to take the perceived risk of product/ service bugs out of your offering.
One way to achieve this is by demonstrating that other people have used the product successfully already.
The magic bullet that acts as a trigger in this situation is to leverage social proof through testimonials and case studies.
An excellent conversion trigger to keep in mind is getting third party testimonials and finding influencers, that endorse your product.
4. Scarcity and Time
Sometimes people get decision fatigue and end up in analysis paralysis. They get overwhelmed with choices and tend to stop making decisions.
Overwhelm is especially true when we present information and leave the timeframe to make a decision open-ended. Without an exact time box, it is easy to lose sales as prospects tend to delay the decision and often get converted by competitors before we reengage with them.
Putting scarcity or time limits into offers will help in guiding the prospect to a decision sooner. Think of adding a set time limit to your proposals before you send them.
We continuously see examples of scarcity in consumer shopping.
Often specials last for a weekend or specific days such as Black Friday and Cyber Monday.
More B2B companies are starting to leverage scarcity deals to help bring prospect deals across the line.
So, if you want to trigger better conversions and your sales process.
Think about how you can portray your information to reflect your prospects personal gains. Charts, logic and research are great ways to establish facts. Find social proof through third parties, testimonials or influences. Lastly, set a time limit on the decision-making process.
Flavio Hangarter
PS: Whenever you’re ready, I help clever founders to set up their sales and marketing systems, generate leads and close more sales.
There are numbers of ways I might be of help to you:
Create a product that stands out.
Get guided through the market validation process to help you figure out your market, your product and your business model.
Sales Strategy and Systems.
Crystalise your sales systems to attract more customers and grow your revenue with stand-out marketing.
Let's work privately.
Let’s work together and help you stand out.
