Sunday, January 27, 2013
Convert Leads into Sales
To make the most out of your sales leads you should be treating each and every one as if it's worth a nice commission check. Just like you should never judge a book by it's cover, neither should you judge a sales lead. There is only one way to figure out if that sales lead with convert to a sale, by working it.
Respond immediately. When a sales lead comes in your chances of converting that lead to a sale increase dramatically if you respond immediately. You don't know how many other sales people might be calling so being the first to respond is highly beneficial.
Remind the prospect upfront how you obtained their information and why. You don't want to sound like you are calling at random so have a strong value statement prepared to explain why you are calling.
Research who you are calling. This is easy if it's a business and may be difficult if it is an individual but with today's internet and social media obtaining information is pretty easy. This can help understand you will be speaking to and possibly give you insight that you may not have otherwise known.
Help people buy, don't sell them. You do this by being a consultant rather than spewing out a sales pitch. Perform a thorough client needs analysis to uncover what the prospect really wants and desires.
Enter every call and conversation into your CRM system. This will help you stay organized and on point if you call multiple times and speak to different points of contact.
You must adapt your sales pitch to personally fit every situation. Do not get in a rut by spewing out the same information for every prospect. Become a friend of the prospect by being able to relate to them personally and your sales will increase.
Follow up when you say you will follow up. The worst thing you can do is commit to a follow up and miss the date and time. This will surely cost you the sale.