How to guarantee more leads, more sales and more money. And it isn’t hard to do.

Photo by Olu Eletu on Unsplash

Congratulations: you did it. You took the plunge. You quit your job and you started your own business.

Excellent. That was the easiest bit.

Oh, I know everyone told you it would be the hardest bit. But it isn’t.

And I know it took courage. More than you thought you had. It also took faith. And passion.

If you read any book on entrepreneurs, it will talk about courage, faith and passion. It will make it clear how important they are in business.

But none of these attributes will guarantee you more leads. None of them will increase your sales. And none of them will earn you money.

To get the leads, customers and money you need requires more. A lot more. But it isn’t hard to get. I am going to tell you how to get it now.

But first, some background:

I have been in business for years. I have failed more times than I have succeeded. I have got more wrong than right. But I have learned. I am still learning. And I will keep learning.

I have learned how to guarantee more leads, more sales and more money.

And I will tell you.

I didn’t learn a magic formula.
I didn’t buy courses from internet marketers.
And I didn’t spent thousands on ads.
Photo by Glen Noble on Unsplash

I learned that customers choose providers of goods and services because of a combination of the following factors:

  • Need
  • Time
  • Cost
  • Desire
  • Integrity
  • Trust

Simple, eh?

Think about it. Put yourself in your customers shoes. From where they are stood, there is the product or service. And there is you and your business.

The product or service

  • They have to think they need your product
  • They have to think they need it now
  • They have to think they can afford it
  • And they have to desire it.

You and your business

  • You have to have integrity; be honest and have morals
  • And you have to earn the trust of your current and potential customers.

If you want to guarantee more leads, more sales and more money, you need to know:

  • Who your customers are
  • Where your customers are
  • What your customers problems are
  • And what your customers opportunities are.

Know this and you will know what they need.

Do you have what they need? You do? Excellent. That’s the first box ticked.

You have dealt with the need factor.

But, if you want to guarantee more leads, more sales and more money, you also need to know:

  • How urgently they need to solve their problems or realise their opportunities?

Do you know this already? You do? Brilliant. That’s the second box ticked.

You have addressed the time factor.

To guarantee more leads, more sales and more money, you need to know:

  • What your products and services are worth
  • What price the market will bear
  • What your competitors charge.

You know this too? Have you established a price? Market tested it?
Fantastic. You are doing well. You have got three ticks.

You have addressed the cost factor.

That was the easy part. This is where it starts to get harder.

  • Have you established desire, in your customers minds?
  • Have you made your products and services look, sound, taste, smell and feel desirable?
  • So desirable that your customers’ simply have to buy them?

A bit? Maybe? No, not really? I didn’t think so. But it is okay. Not everyone manages this bit. Let me help you.

Ask yourself:

  • Is a Louis Vuitton bag the only bag on the market? Is it that much better than any other bag? Really?
  • Are telephone calls easier to make on an iPhone?
  • Do you really need another pair of Louboutins? Can’t you walk without them? Or do you just want them? Lust after them? Desire them?

What those companies excel at, is making products you desire. They make products feel sexy. So sexy, we desire them. But is it only sexy products we desire? No.

My biggest purchase last year was a home alarm system. It was also the least sexy thing I bought. I needed it. But I also desired it. It had useful features. I needed them. But it was explained to me in an emotional way. It would save my children’s lives. Who doesn’t desire products that save our children’s lives?
Make your customers desire your products and services and you are almost there. You are close to getting the leads, making the sales and earning the money.

You have addressed the desire factor.

Now we turn to you. Building your integrity and establishing trust.

I once read a quote: Integrity is doing the right thing, even when no one is watching. Think of the way you do business. Do you do the right thing? Even when no one is watching? Can you prove it? Talk about it? Write about it? Get someone else to talk about it?

Good people want to deal with good people. But there are a lot of not so good people out there. You need to show your potential customers you are good. Show them your are honest. Ask a customer to write up a testimonial. Post it online. Have you got a camera? Ask a customer for a short video. It doesn’t have to be an Oscar-winning performance. 90 seconds, talking about you, your products and services. Post it online too.

Show people you are honest and have morals. They will like you.

That’s five boxes ticked. We are nearly there.

You have addressed the integrity factor.

Trust. Hardest to win, easiest to lose. You won’t earn it overnight. It will take time.

Create great products now. Sell them, with honesty. Speak to your customers. Establish desire, with morality. Charge fair prices. Reinvest in newer materials. Create better products. Tell people about you. Offline and online. Create a buzz about you. Get people talking about you. Join forums and offer advice. Network and promote yourself. Be the person you want to buy from. Establish trust.

Actually, integrity and trust go hand in hand. Build one and the other will come. Work on both, at the same time, and the rewards will increase.

You have addressed the trust factor.

So, establish integrity and trust; charge fairly, and at the right time; and balance your customers’ needs and desires.

That, my friend, is how to guarantee more leads, more sales and more money. Fact.