Five sneaky call to action tips to boost conversions

Your call to action is one of the most important parts of any copy you write. While your words may be clever and compelling, and your images eye catching and engaging, if you aren’t calling people to act, you won’t get the results you want.

So how do you make sure you are calling your potential customers to act effectively? Here are five sneaky call to action tips to help boost your conversions.

1. Map out your sales process

The key to an effective call to action is to know what actions you need your potential customer to take. While it would be nice for a potential customer to go from not knowing you to spending thousands with you instantly, and yes it does happen, in most cases though trust and rapport need to be established first. 

This is where your sales process comes in, working out each step that needs to be taken to build trust and turn your potential customer into your ideal customer.  

For each marketing piece you write, whether it is a sales letter, brochure or website think about the very next step they need to take. Is it to call you? Answer your phone call? Sign up to your mailing list? Go to a landing page? Download a free resource? Make a small ‘teaser’ purchase that will lead them to a bigger purchase? 

Break each step down, giving clear instructions as to what needs to happen next.

2. Create urgency

The whole point of a call to action is to get your potential customers acting now, not saying, “I’ll do that later”. But to do this you need to communicate the urgency. 

You can do this by using scarcity and competition to hint at what they could miss out on if they don’t act quickly, and/or using urgent language like “try it now”, “immediate access” or “call today”.

3. Use triggers

Sometimes you need to give potential customers a little extra help to get over the line, that is where sales triggers, little messages that motivate, come into play. 

It could be a testimonial with results you know they will want, a risk minimising message like a guarantee or even some bullet points that overcome common objections and establish your value all put near your call to action to ‘seal the deal’.

4. Make your ‘buy buttons’ green or bright coloured

We have been programed in society that green = go and red = stop or a hazard, are your buy buttons giving off the right signal? 

While green is a good idea for your buy button, bright colours, particularly against duller colours (if you were wanting to highlight a particular package, membership or option for instance) can also draw the eye and send the right signal.

5.  Get rhyming

While it may sound funny or corny, research has shown that rhyming phrases are perceived to be more truthful and accurate. Get a little creative and give rhyming a go for one of your calls to actions and test your results.

Hopefully this has helped you a fraction, what tips will you use in your next call to action?

Amanda


How to identify what your customers love about you

While you know exactly what you love about your business and what you think are your biggest selling points – do you really know what your customer’s value and love about you?

More often than not business owners are selling what they want to sell rather than selling what their customers want to buy. To make sure you’re not one of them, here are four quick checks to ensure you’re not assuming what your customers want, but rather listening to what they value.

1. It’s in their frustrations

If you want to know what your customers and potential customers value, look at the common frustrations and stereotypes of your industry. What do people groan and complain about? What are the common bad experiences?

Now that you know what people don’t appreciate, list the opposite and you will start to see what your customers and potential customers will really want.

2. It’s in their objections

Don’t be put off by objections, objections are your potential customers way of voicing their concern and when handled right they give you the opportunity to make a more personalised sales pitch to get them over the line.

Though in saying this it is important to pay attention to them and make a note of the objections that keep coming up. Is there something that your customers and potential customers need that you aren’t providing? Are there benefits or features that you aren’t promoting that you should be? 

Through objections your potential customers will tell you what is important to them, what they need to know and give you insight into how they make their buying decisions.

3. It’s in their testimonials

Look over the testimonials you’ve received from your past and current customers. What have they praised you for? What have they valued? What are the common themes through all of them?

Chances are that the key features, benefits and results that your past and current customers loved are also the same features, benefits and results that will appeal to your future customers.

4. It’s in their introductions

Referrals and introductions are also a great way to gain insight into what your customers and business associates value about you. More often than not when someone introduces you in business they will lead with what they see to be your biggest point of difference, key area of expertise or your top benefits. 

So the next time someone introduces or refers you, don’t just focus on the new contact, focus on what they have said to get the new contact interested and wanting to talk to you.

When all else fails remember you can ask!

Amanda


How to make more sales through less talking

When so much emphasis is put on what we say to promote our business, how we say it and when we say it, it can be easy to forget that sometimes the best sales strategy is to talk less and listen more. 

So to remind you, here are five tips to help you make more sales by doing less talking. 

1. Give only enough information to spark interest

One of the biggest mistakes business owners and professionals make when networking, selling or talking about their business is to try and jump from introduction to sale. 

When someone asks “what do you do?” or you need to give an overview of your business, your goal should not be to try and make your listener understand every facet of your business, but rather give them just enough information to pique curiosity so they want to know more. 

2. Get people asking questions

One of the benefits of giving just enough information is that it will inevitably lead to a question, giving you the opportunity to share a little more with their permission. 

But perhaps the greatest benefit is that their questions will give you insight into their level of interest, understanding of what you do and their current needs, allowing you to hone your approach and deliver more relevant information to the person you are talking to. 

3. Only answer the questions that have been asked of you 

To keep people engaged you need to keep a level of mystery. One way to do this is to only answer the question you’ve been asked and not give any more information. This way they need to keep asking questions to find out more. 

Keep in mind though that there is a right and wrong way to do this. You want people to be intrigued not frustrated. To avoid the latter make sure you give real information and value in your answers, but at the same time keep some information guarded so they want to know more.

4. Let silence be your friend

So many people find silence uncomfortable and rush to fill it with as many words and questions as they can get out – but don’t let this be you. 

I’ve seen this happen so many times at sales meetings, pitches and networking events and you’ve no doubt seen it to. A business owner or professional, thinking that silence means they haven’t related well with you, you haven’t understood their point or that you are wavering in interest, talks more, trying to convince you of their value. But the only thing it convinces you of is their desperation. 

There is power in pausing, so embrace it. If anyone is going to fill the space with conversation let it be your potential customer so you can learn more about them. 

If you are someone who struggles with this and you feel you do need to say something, then ask a question. It could be as simple as “did that answer your question?” or a more targeted, thought provoking question that can prove your value or expertise.

5. Listen!

As it has been said, there is a reason we have two ears and one mouth. Listening is the most powerful role to be in, particularly when you are selling – and we are all selling something. It is here that you pick up frustrations, needs, queues and opportunities and get to ask more strategic questions in order to position your business as a solution in a personalised way which is key. 

So pay attention to the questions they ask, the responses they give and the experiences and frustrations they share. This is the information that will help you add more value, lead to more opportunities and bigger deals, and help you close more sales so keep those ears open! 

I am always happy to create website content  or press releases that can do the talking for you.

Amanda 


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