Follow up straight away! As the old sales saying goes “SPEED STUNS”! How many times have you expressed an interest in something by emailing someone asking for information, only for it to take them two days to get back to you?
For me the answer is often and sometimes they never get back to me at all! So follow up immediately and STUN your prospects.
Ask effective questions. What are the questions you and your team ask? Are they the best questions? Or do you just wing it? In other words do you just leave it to the discretion of the person answering the phone. One of the most powerful things you can do in business is to ‘eliminate discretion at the operating level of the business”.
Provide additional information. Your objective is to close as many sales as possible. So the question is – how can you improve your current conversion rate? Do you even know what your conversion rate is?
One way of improving your conversion rate is to provide your prospective client with additional information either on the phone, or via email afterwards. For example, you could attached a testimonial sheet to an email.
Answer objections better. Most business owners have NO specific idea what to say when someone says – that is too expensive, or I need to get three quotes before I buy. My advice would be to work out what you are going to say on each of these occasions?
In you are meeting someone in person make sure you look your best. Most people dress for themselves and not for their customers. 95% of your body is normally covered by clothes during a business meeting and weather you like it, or not, people are going to judge you by what you wear. There is an old saying which states that “you never get a second chance to create a great first impression”. What impression do you, your office, your car, your shoes, your brief case and your clothes give to your prospects?
Improve your rapport building skills. Nothing in life will take you, or your business further than your ability to build RAPORT. It is simply one of the most important skills for your to improve. So go on, get some training.
As Winston Churchill once said “we will never, ever surrender”. Now don’t get me wrong, I am not suggesting that you keep chasing lost causes. But I do believe most people give up FAR too early. Keep on keeping in touch until they buy or die. Last week I had a phone call from a lady who said “I met you at a networking event 18 months ago and you have been sending me emails ever since and I now need a marketing advisor for my business”. I thought WOW! How many people would have kept going? I tell you that not to impress you, but to impress upon you the importance of determination and keeping going!
If you want help converting more leads into sales click Marketing Consultant.