By 2024, 96% of leads will conduct their own research before the first 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
Top salespeople spend an average 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 gambling database online by 2040 3 . 76% of consumers are influenced before or during the purchase 4 . The figure highlights the importance of mapping each 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 difference between a qualified and unqualified lead is crucial. A qualified lead demonstrates a concrete interest in your solution, an unqualified lead has not yet shown signs of purchase intent.
Build a relationship of trust with your prospects
93% of consumers are likely to make why entrepreneurs and other professionals need it and how to create it 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 ready to get involved in favor of a transparent and sincere brand 7 . Clear communication strengthens their trust 8 . It motivates them to buy thanks to a better understanding of the offers.
Personalize interactions to increase engagement
A personalized email gets a 22% higher open rate 9 . 94% of consumers are more likely to reorder after a personalized brand experience 10 .
Adapt your offers to the needs of prospects
Companies that systematically taiwan lists adapt their offerings through the use of CRM exceed their sales objectives by 24% 11 .
Propose relevant, tailor-made solutions
Your sales team must adjust its proposals based on the needs identified. 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
Adapt your value proposition to each prospect. For example, for management software, highlight the productivity gain for a large company, the ease of use for a VSE.
Using Content to Convert Your Leads
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 compared to simple promotion. For example, a practical guide on tax optimization for freelancers or an analysis of e-commerce trends. The 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, 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-world situations.