Do you ever feel like you're spinning your wheels with prospects who just don't convert and end up being paying customers? That's exactly the challenge Arinze, a listener from Lagos, Nigeria, faces in the heavy machinery sales game (excavators, forklifts, wheel loaders, etc.).
He's running sponsored ads and seeing a frustrating pattern:
* 95% of leads ask for photos and tons of questions, then vanish.
* 3% physically inspect the equipment but never decide.
* A mere 2% actually close a deal.
Does this sound familiar? We dove deep into Arinze's dilemma, exploring how to find better clients and avoid time-wasters.
The "Tech Bro" Perspective
Forget just leads; focus on your Customer Acquisition Cost (CAC) and Return on Ad Spend (ROAS). If every N1M spent brings in N6M, then spending N2M to get N12M is a no-brainer.
It's all about understanding what you spent to acquire customers versus what they brought in.
The Sales Perspective
Our core goal is to improve conversions at every stage. If Arinze can get 10% of people to show up for inspection instead of 3%, imagine the impact on his bottom line! It's about optimizing what's already working and consistently moving prospects to the next relevant step.
Direct Answers to Arinze's Questions
Are there other ways to find clients? Absolutely!
* Targeted Outreach/Account-Based Marketing (ABM): Identify high-value construction and mining companies and go after them directly, perhaps with cold calls or LinkedIn Sales Navigator.
* Partnerships: Team up with civil engineering or equipment leasing/repair companies for mutual referrals.
* Inbound Marketing: This is a long-term play, content like blogs or YouTube can build authority over time.
How do you avoid time-wasters? Through strong qualification!
* Discovery Questions: Ask about current operations, projects, frustrations, timelines, and even who authorizes purchases.
* Budget Questions: Straightforwardly ask about their willingness to invest in a specific price range.
* Authority Questions: Find out who the real decision-makers are early on.
* Trial Closes: Test their commitment with questions like, "Where are we delivering to?" or "When are you looking to issue the purchase order?"
These questions help you gauge serious interest. If a prospect avoids them, they're likely not a serious buyer – or you haven't built enough trust yet.
What are your go-to strategies for qualifying leads and boosting conversions in high-value sales? Share your insights below!
And if you'd love to listen to the podcast, use the link in my bio!
#SalesStrategy #B2BSales #HeavyEquipment #LeadConversion #BusinessDevelopment #LinkedInTips
