How can you close more sales using your Know, Like And Trust (KLT) powers? It depends on where your lead is in its decision making and in your sales funnel.
Why Should A Buyer Buy From Me?
Your conversion rate is influenced directly by how you use your KLT powers at each stage of your sales funnel.
Demonstrate KLT signals in your marketing and sales actions to guide qualified prospects to convert.
Sales Funnel Drop Off
Why do potential buyers drop off your sales funnel? At what stage do potential buyers drop off and why?
- Awareness – Unclear, uncompelling message. Unqualified prospect.
- Consideration – Unaddressed pain points. Information is too complex. Poor follow up.
- Decision – Was not unique in solving the pain point. Did not establish trust.
When your prospect knows, likes, and trusts you, you are likeyl to convert that prospect.
Building Trust During Sales
Attract prospects that are like your ideal client to increase the qualified leads entering the top of funnel (TOFU). How can you move leads through your funnel’s middle and bottom? The middle and bottom, known as MOFU and BOFU, are where the action is!
MOFU And BOFU Goals – Reduce Buyer Risk And Anxiety.
In MOFU, prospects are aware of your brand but are evaluating options. Your goal is to establish yourself as a relatable, personable, technical resource. Key actions are:
- Nurture – Provide case studies, whitepapers, comparison guides, and webinars.
- Personalized Campaigns – Share product/service information at key moments.
- Calls – To understand specific needs, answer questions, and build rapport.
- Social Media – Share updates and invite feedback to engage.
- Follow Up – Maintain consistent contact without overwhelming prospects.
Humanize your brand and demonstrate empathy for your prospect’s challenges.
In BOFU, prospects are close to making a purchase decision and are influenced by:
- Trust and Confidence – Your expertise and your ability to deliver.
- Value Proposition – Your solution offers a unique benefit and addresses their needs.
- Calls to Action – Valuable offers and product demos encourage prospects to close.
- Social Proof – Testimonials, reviews, and case studies provide reassurance that others have succeeded with your product or service.
Personalized, immediate follow up and attention to detail make buyers feel understood and valued. It reduces buyer risk and anxiety.
KLT Impact
What happens when you apply your KLT powers? The impacts are:
- More sales conversions.
- More qualified prospects from the right fishing pond.
- More time to spend with A&B prospects.
- Shorter sales cycle.
These impacts produce greater revenue at lower costs.
Pulling it Off
You can’t do it alone. You can do it with a robust CRM that manages TOFU, MOFU, and BOFU. The CRM will free you up for your highest priorities.
Imagine having 8 extra hours per week.
