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How do you turn a stranger into a customer? That's the ultimate challenge of marketing. You can't just approach someone you don't know and expect them to buy your product or service right away. That would be like flying to Dubai and trying to sell your digital marketing service to a random millionaire you meet at the mall. Chances are, he won't even listen to you, let alone trust you enough to pay you $3,000 a month.
You need to build a relationship with your prospects first. You need to make them like you, trust you, and see the value of what you offer. You need to guide them through a series of steps that will gradually warm them up and get them ready to buy from you. This article will show you exactly how to do that. You will learn the best practices of transitioning a cold lead to a paying customer.
If you prefer to watch a video, you can check out the one below:
I personally look at transitioning cold leads into customers more like a marketing funnel. Your job is to move each cold lead down the funnel to get them more ready for the sales team to be able to convert them easily. In this post I would break this based on the different phases of the Funnel.
All it takes is a series of relevant communications based on which stage of the marketing funnel the lead is.
PHASE 1: GET IN DETAILS OF WHAT BROUGHT THEM:
In phase 1, don't try to sell at this point in time. As an example say you talk about using AI to prospect, leads engagement and follow up like I do on my channel https://www.youtube.com/@NtendeKenneth and a cold lead sends me a message saying how can I get leads for my business.
Instead of me going direct to trying to sell our product MonkeyPesa AI, the first thing I would do is probably send an email telling him/her about the different leads acquisition options available. I would focus on giving them as much information as they would need.
Make sure that this is exclusively talking about what the lead was inquiring about. Providing them the most relevant information gets the person to trust you right from the beginning
PHASE 2: RE-INFORCE YOUR UNDERSTANDING OF THE PROBLEM
This phase is where you get the person to know that your understanding of the problem is over an above anyone else. Send in more information introducing the cold lead to things they may not even have know before. Using the very example in phase 1 above, I would send an email probably talking more about how much each of the leads acquisition tools would cost and some very important metrics to track. This not only gets the person to trust you a little bit more but also gets them to understand that you truly understand their problem.
PHASE 3: BEGIN HINTING ON YOUR SOLUTION TO THE PROBLEM
Given that the lead now understands your knowledge in the problem, you can use your next level of communication to showcase your understanding of the solution and how you have helped other people resolve the same problem that the cold lead has.
PHASE 4: PUSH FOR MEETING/ DEMO
In this phase you now request for a meeting/ product demo. Secure the meeting them hand the lead over to your sales team.
CONCLUSION:
All it takes to transition cold leads to a warm lead and eventually a client is a series of communications. You can also automate this through marketing automation tools like monkeypesa.com/automation