The essential steps to transform a prospect into a customer
By 2024, 96% of leads will conduct their own research before the first list to data sales contact1. The growing autonomy of buyers is redefining the rules of the game when it comes to converting a prospect into a customer . The salesperson is no longer a simple seller, but an advisor. They must provide real added value to already informed leads.
Understanding your prospect’s buying journey
of six hours a week researching their prospects . 2 Before any sales approach, it is essential to qualify a prospect in order to assess their conversion potential.
Identify the stages of the customer journey
95% of purchases will be made online by 2040 3 . 76% of consumers are influenced before or during the purchase 4 . This figure highlights the importance of mapping every touchpoint, from the first search for information to the final decision.
Anticipate the needs and expectations of prospects
Six out of ten leads say “no” four times before saying “yes.” 5 . Thorough preparation of objection responses is necessary. For example, “It’s too expensive” or “I’ll think about it.”
Good to know: Understanding the is crucial. A qualified lead demonstrates a concrete interest in your solution; an unqualified lead has not yet shown any signs of purchasing intent.
Create a relationship of trust with your prospects
93% of consumers are likely to make repeat purchases from trusted brands 6 . Lead nurturing is a central part of the conversion strategy. It supports your prospects with relevant content at each stage of their thinking.
Importance of transparent, engaging communication
33% of consumers say they are willing to engage with a transparent and honest brand 7 . Clear communication builds their trust 8 . It motivates them to buy thanks to a better understanding of the offers.
Personalize interactions to strengthen engagement
A personalized email gets a 22% higher open rate 9 . 94% of consumers are more likely to place a repeat order after a personalized brand experience 10 .
Adapt your offers to the needs of prospects
Companies that systematically adapt their offerings through the use of CRM exceed their sales objectives by 24% 11 .
Offer relevant, tailor-made solutions
Your sales team must adjust its proposals based on identified it would also be more convenient needs. 48% of salespeople give up after being rejected 12 . However, persistence, combined with adaptation, increases the chances of success by 80% 13 .
Highlight the benefits of your offers
Tailor your value proposition to each prospect. For example, for management software, highlight the productivity gains for a large company, and the ease of use for a small business.
Using content to convert your prospects
96% of B2B marketers use LinkedIn to distribute their content14, 82% use Twitter (X) as a secondary channel15 .
Importance of value-added content through inbound marketing
On social media, as elsewhere, content that provides real expertise captures more attention than simple promotion. For example, a practical guide on tax optimization for freelancers or an analysis of e-commerce trends. An educational approach establishes your credibility. It meets the concrete needs of your audience.
Examples of engaging content: case studies, testimonials, etc.
81% of consumers trust recommendations and feedback from other customers 16 . Detailed case studies increase conversion rates compared to traditional product presentations. They prove the effectiveness of your solutions in real-life situations.
Follow-up and follow-up: don’t let your prospects slip away
81% of sales close after the fifth phone call 17 .
Define a structured monitoring process
Lead scoring optimizes sales time. It automatically assigns maturity scores to prospects. Companies using a CRM see their performance jump by 74% 18 . Their customer retention rate reaches 66% 19 .
Effective relaunch strategies to convert
Tuesday is the best day for sending follow-up emails, according to 27% of marketing professionals 20 , followed by Monday (19%) 2122 ) and phone calls (45% effective 23 ) maximize the chances fresh list of converting a prospect into a customer.
To optimize your conversion rate, combine a data-driven approach (CRM and lead scoring) with personalized, multi-channel communication. Regular interactions and relevant content are the two key success factors.