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Do a lot of people express interest in your business? Do you have plenty of leads? A good list of prospects?

If you’ve got all of that and you’re still not getting enough real business, enough paying clients, you need to focus more on your conversion process.

A prospective client is not going to magically convert into a paying client without your doing something to make that happen. There are actually quite a few things you need to be doing to help with that transformation.

Be more upfront about asking people for their business. Ask more people to give you money. Not a loan, not begging. Ask more people to spend money with you, whether directly in a conversation, through an email promotion, or by sending traffic to a page on your website where you’re selling something. If you’re only asking five or ten people a day for money, you can’t be surprised that you’re not getting the paying business that you want.

Maneuver yourself into a position where you’re seen as an expert; where people know about you, and your reputation precedes you. As a result, you will get people automatically seeking you out as an expert.

Have more conversations with more people. The simplest way to move someone from being an interested prospect to a paying playing client is to talk to them, either face-to-face or over the phone. Make time for those one-to-one conversations, especially in the beginning. It is in these one-to-one interactions that you can surface every type of objection, engage with clients and continue working with them.

Be willing to do whatever it takes to get your prospect to see the value. If you truly believe in the value of your service or your product, if you think it’s the best thing ever and that more people should be using it, what are you willing to do to help them use it?

Listen to what your prospect is saying. Before you go into your pitch, determine their current situation, their needs and their desired end result. Only then can you offer a solution that is of value to them. Once they know your value, they’ll be willing to pay for it.

Don’t let obstacles or excuses stand in your way. If the website isn’t ready or something else still needs to be done, you can still focus on talking with prospects and converting them to clients.  Do what you can, with what you’ve got, from where you are.

Have a strong follow-up system in place. Know what your process for following up with prospects is.

Vary the media you use in your follow-up process. Use combinations of email, phone calls, cards and text messaging to keep contact with clients fresh.

Add one more step to your follow-up process. If you’ve tried every medium to follow-up with a prospect, try one more thing, one more time, before you give up. Don’t think you’re being a pest, either. Most qualified, serious prospects won’t feel that way about you if you follow up the right way.

Think of your webpage or print sales material as your personal 24/7 salesperson. Make sure all the information is in place to help prospects make the decision to do business with you.

Bernadette Doyle is a small business marketing expert. Get more tips and advice at http://www.clientmagnets.com

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