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How to Convert More Sales
Written by: Adrian MillerArticle Overview: As a salesperson, it’s always helpful to have a long list of prospects. However, if you don’t have a well thought out plan for converting them into customers, you are simply setting yourself up for failure. A low conversion rate is a common problem for salespeople, but one that is correctable with understanding the steps to take through the entire sales process. These steps are easily implemented with little or no cost and can make a tremendous difference in converting a higher percentage of prospects into customers.
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How to Convert More Sales
As a salesperson, it’s always helpful to have a long list of
prospects. However, if you don’t have a well thought out plan for converting
them into customers, you are simply setting yourself up for failure. A low
conversion rate is a common problem for salespeople, but one that is
correctable with understanding the steps to take through the entire sales
process. These steps are easily implemented with little or no cost and can make
a tremendous difference in converting a higher percentage of prospects into
customers.
Pick Suspects with Care
Not all prospects are created equal, and it’s best to think
of them as suspects until they are screened and qualified. This is a fact that
seems obvious, but is often forgotten. The reality is that it’s very easy to
jump into selling mode, and mistakenly waste time dealing with someone who will
never become a customer. Without a process for assessing the potential of a
prospect, you are rolling the dice. You might get a customer, but more likely
you’re going to get someone who will take your time and not offer anything in
return.
Categorize Prospects
When you have multiple prospects, it can be a challenge to
keep tabs on where each one is in the selling process. A touch point management
strategy is a must. From sales quoting to billing and beyond, companies of all
sizes need to make sure that these vital touch points are handled on time and
effectively. Without them, the relationship will most likely come to a
screeching halt. Sensitivity to what a prospect or a customer is experiencing
is crucial and knowing that the proper handling of the most basic of
interactions can be what is required to ensure long-term, fruitful
relationships.
Improve Your Prospect’s Situation
You can have the most wonderful product or service in the
universe, but if it does nothing to benefit your prospect’s situation, they’re
not going to buy it. Take the time to understand their situation, their needs
and wants, and then show them how you can help them. Never assume that what
you’re selling just sells itself. In the vast majority of cases, it won’t. It’s
your job to sell.
Move the Process along the Sales Pipeline
Often the sales process heat up early on, and then fades
before anything is closed. If you’ve done your homework and know that you have
a qualified lead and a potential sale, don’t let the momentum die. Follow
through, keep asking questions, and offer your assistance. Don’t let a sale
slip through your hands due to a lack of follow through, and by all means,
don’t expect your prospects to do move the sales process along themselves.
Close New Business
It comes natural to discuss the features and benefits of
what you have to offer, but it can be unnerving to take that final step of
closing new business. This is often because many of us associate closing a sale
as hard selling. Rather, it’s not a cutthroat maneuver; it’s just a necessary
part of the sales process. If you’ve taken the right steps throughout the sales
process and recognize that your prospect is ready to buy, they will appreciate
the honest, mutually respectful discussion towards the sale.
Guerrilla marketing erects monuments to follow-up, honors it, and practices it.
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Article Tags: conversion rate, failure, fruitful relationships, management strategy, nbsp, point management, prospects, relationship, rolling the dice, rsquo, salespeople, salesperson, screeching halt, tabs, waste time
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Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Expanding to the US?
- Welcome DCM Convert!
Before we can help answer your question, could you provide us with a few more details about your business/industry first?
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Expanding to the US?
- Hi again DCM Convert,
I think BizLaunch will be expanding their small business training services to the US later this year with the help of Staples Business Depot, their current strategic partner.
Have you considered forming any strategic partnerships or joint ventures with related businesses in the US?
Re: How can I promote my site?
- [quote="smithndavis":2qlpkdk9]Do following to promote your site :
1) Use SEO techniques
2) Use more backlinks
3) Get a Google Sitemap on your blog to help to get it fully indexed
4) Participate in Related Forum Boards
5) Convert some of your existing articles into podcasts[/quote:2qlpkdk9]
Again, I agree with all these. The fifth point is especially good, I think. I'd add that you can also turn your articles into videos and post them on YouTube and other video sites, and then embedding them in your blog.
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