要將潛在客戶轉化為實際的客戶，似乎是漫漫無期的過程。你遇見了一名潛在客戶，然後話時間去跟進，希望有機會對他做場簡報，提供免費的顧問服務。然後再繼續跟進，嘗試交易結案。但是，數個月過去了，甚至要數年，他始終就還未在訂單合約上簽字。
你能夠不像一隻寵物一般地老是圍繞著他在做銷售跟進嗎？反復地問潛在客戶：“你準備好要購買了嗎？”是最好的做法嗎？
你如何能夠讓你的潛在客戶足夠信賴你，而向你下單購買？
對待潛在客戶如同真正客戶
這個擾人的問題的答案可能就是如此簡單的概念。對待這些潛在客戶有如你的真正客戶，只是他們還未付款。
想像看，如果你對待你每位接觸到的潛在客戶都有如已經是你的客戶一般，愉快合作著。每次你接觸他們，你會提供給他們一篇他們有興趣的文章，或是介紹一位可以幫他解決問題的人，或是邀請他參加在他的產業領域的活動。
當你見到他們，聆聽他們的問題，然後給他解決方案建議。和他們見面后，建議給他可以幫他解決問題的資源。
你所建議的方案或資源也許包含了你的產品與服務。但是，不僅如此。你的答案不一定包含他必須採納你的作法。
儘管如此，你的慷慨態度會帶給你的潛在客戶巨大的衝擊。他們會與其看待你的電話或email是打擾，轉而歡迎你。
他們不再視你為一位銷售員或供應商，而會視你為一位重要、有價值，值得認識的人。
改變你的心態
我不是建議你放棄商業。我不建議你提供給客戶免費的訓練、幫他解決問題而不收費。你完全可以要求客戶為你的專業服務付費。
但是，我給你的建議，是改變你的心態，你在做服務，而非銷售服務。讓你的客戶體驗到，如果採用你的服務，對他是有很大的好處的。慷慨的分享給他有價值的資訊，並且整理后納入你要給他的建議方案。你只需要用很少的時間來打一通電話，或是放到網站上，但是可以對你的客戶產生難以忘懷的衝擊。
你不會再恐懼于給客戶打電話，摒除掉做銷售的態度，而專注在你做的最好的部分，提供給客戶服務。
這樣的心態改變，也會在不知不覺中同樣帶動客戶改變心態。客戶也不再看待你為銷售員，而是邀請你一起解決他的問題。
要將客戶轉化潛在客戶為真正的客戶，也許只需要改變你如何看待客戶的態度。
Converting Potential Customers into Real Customers Quickly
It seems like an endless process to turn potential customers into actual customers. You meet a prospective customer and follow up with time, hoping to have the opportunity to give him a briefing and provide free consultancy services. Then follow up and try to close the transaction. But months later, even years later, he still hasn't signed the contract.
Can you not always follow up sales around him like a pet? Repeatedly ask potential customers, "Are you ready to buy?" Is that the best way to do it?
How can you make your potential customers trust you enough to place an order with you?
Treat potential customers like real customers
The answer to this disturbing question may be such a simple concept. Treat these potential customers like your real customers, but they haven't paid yet.
Imagine if you treat every potential customer you come across as if they were already your customers and cooperate happily. Every time you contact them, you will provide them with an article they are interested in, or introduce a person who can help him solve problems, or invite him to participate in activities in his industry.
When you see them, listen to their problems and give them suggestions for solutions. After meeting them, I suggest giving him resources to help him solve problems.
The solutions or resources you suggest may include your products and services. But not only that. Your answer does not necessarily imply that he must adopt your approach.
Nevertheless, your generosity will have a huge impact on your potential customers. Instead of looking at your phone or email as an interruption, they will welcome you.
They no longer see you as a salesman or supplier, but as an important, valuable and knowable person.
Change your mind
I'm not suggesting that you give up business. I don't recommend that you provide free training to clients and help them solve problems without charge. You can ask customers to pay for your professional services.
But my advice to you is to change your mindset. You are doing service, not selling service. Let your customers experience that if you use your services, it will be of great benefit to them. Generously share valuable information with him, and organize it into the proposals you want to give him. You only need a few minutes to make a phone call or put it on the website, but it can have an unforgettable impact on your customers.
You will no longer be afraid to call customers, abandon sales attitudes, and focus on the best part of what you do to provide customer service.
Such a change of mentality will also unconsciously drive customers to change their mentality. Customers no longer see you as a salesman, but invite you to solve his problems together.
To turn potential customers into real customers, you may just need to change how you view your customers.
