Converting prospects into sales is probably one of the most challenging, but important aspect of operating a small business. Before converting sales, small businesses need to attract interest, capture leads and nurture prospects. Here’s an inside look at how and why Infusionsoft is a great tool to help small businesses increase sales from the leads they generated.
Every week, we’ll share useful tips on how you can implement the Lifecycle Marketing strategy in your business with an emphasis on Infusionsoft.
Convert Sales: Why & What
The Convert Sales stage of Lifecycle Marketing is the step that makes it easy and seamless (and logical) for prospects to purchase your products and services. By the time a person reaches this stage of your sales and marketing process, they should be educated about the problems that you solve, established trust with you and ultimately are ready to take the next step.
Simply, when people convert, you’re making it easy for them to pull out their credit cards and buy your products and services. If you don’t typically sell online, then it’s a matter of engaging people into sales-focused conversations with a member of your sales team. This is where you would use Sales Pipeline Automation as a key part of the conversion process.
Signs that you’ve nailed your Convert Sales stage are that someone can click a link to reach your sales page, can purchase products easily and can raise their hand if they have questions along the way.
Once you have established these steps, you will be able to follow-up with customers into the Deliver & Satisfy stage. We’ll discuss that next week.
How to Convert Sales in Infusionsoft
Infusionsoft is so much more than a CRM or just an email marketing solution. When most people recommend Infusionsoft, they often do so with the understanding that you can track everything, including sales, in one system. It’s reasonable to expect that you can conduct business from Infusionsoft.
There are typically four ways to convert sales from leads with Infusionsoft.
- Shopping Cart – The Infusionsoft Shopping Cart is the way that you sell products on the web to people through your website. It’s support many different types of products for most small businesses and is fairly easy to use and customize. Ideally, this is the perfect way you can sell products directly from your website.
- Online Order Forms – Infusionsoft Order Forms are also a great way to sell products and services from your website or marketing campaign. What makes Order Forms unique is that they are intended to sell up to 15 static (unchanged) products and services together as a bundle for your prospects. This is perfect if you want to prepare a bundle of products and/or services together and make it available to people within a marketing campaign.
- Manual Order via Quotes – Maybe you don’t necessarily sell directly via the web or email – no problem! If you want to talk with a prospect first to determine their needs, special pricing and to gather more information relevant to the sale, you can make use of manual orders. This can be triggered via the Interactive List View where you are either creating a quote or entering an order from the same screen.
- Manual Order via Opportunities – If you have an established sales process where lead scoring, sales forecasting and having a defined method for people to purchase your products and services, you can make use of Opportunities. This allows your sales team to build the order unique to a prospect and to easily accept payment details when the sale is complete. This gives your sales professionals the flexibility and structure they need to succeed.
At this point, you’re in the home stretch of implementing Lifecycle Marketing. You’ve attracted interest from your target audience, delivered valuable content to them, nurtured them — and now, they have purchased your products and services. Your job isn’t over yet. The next step is to Deliver & Satisfy so they are thrilled with doing business with you.
Read more about this post, Lifecycle Marketing: Convert Sales to Build Your Business on The Infusionsoft Blog.