The main question you should ponder is, who is your customer? (I'm not talking about buyer persona). At what point do you decide that this person is now my customer? A simple answer to that is "when they have the option to leave your product/ service and they choose not to".

When trying to sell or market our products we often forget that our customers are also humans and the very thing that differentiates us from other animals is that we have the need of socializing or being around people and having some sort of human interaction. When trying to engage with customers it's often a better idea to reach out to 10 people with personalized messages than reaching out to a 100 people with the same message. And it is to be noted that just putting in their names in the email is really not that personalized. As a salesperson, your target is to get the maximum number of customers. So, why waste your energy and resources on a 100 people when you can accumulate that energy towards 10-15 people and expect much higher rates of conversion and retention?

To get you on the right track, here is a three step guide to converting your leads: Attract, Engage, Delight.

Attract: Humans would much rather talk to humans than to machines or read out a paper to know about a product. That's why it is very important to attract your customers with content of high interest and give them a way of getting back to you: via message, phone call, email etc.

Engage: Don't try to sell your product. Take your prospect's information. Treat them like your patient and note down all their problems. Your goal is to solve their problems, not sell your product. Because, a connection is more valuable.

Delight: When you are engaging with your prospects, your goal has to be to make them an advocate for your company. It's almost going to be as if you hired them to be your brand ambassador. If you can provide that good of an experience, you will see the results.

All of this is not just limited to your social media handles or your website. The entire experience your company offers has to be catered around these three key things with two goals in mind: ease of use, impactful problem solving. With these tools up your sleeves, you will already be equipped enough to give your customers exactly what they want: a solution.