If you’re reading this blog, chances are you’d like to sell more. Who doesn’t? It’s the key to any successful business. Many people confuse sales as being a science, but truthfully there’s no magic formula. Instead it’s more of an art form. Creativity is key – as any artist will tell you. Still, with any genre of art comes guidelines on how to do it well, and this is what you’ll find below…
Time is money
Whether a customer has e-mailed you for a quote, wants to book in a meeting, or has phoned about visiting your shop, speed is of the essence. Make sure you respond quickly and effectively. It has been found that between 35% and 50% of sales will go to whoever responds to the customer first. Time matters.
If you have a new lead, it is important to reach out to them within less than an hour.
Harvard Business Review has found that those who reach new leads within one hour are seven times more likely to qualify them than those who wait between one and two hours. They are also 60 times more likely to qualify them than those who wait beyond 24 hours. Using software such as Tubular will help you to manage new sales leads effectively, and will ensure you can streamline your processes to respond efficiently. It will also help you to convert more leads and close deals quicker. It pays to be organised!
Ensure you follow up
If you make any phone call with a customer, always follow this up with an e-mail. This has been proven to be the most effective sales process. It shows you care, that you’re keen to pursue the business, and that you’re reliable. Communications plays such a big role in sales, and when people drop off the radar, they lose custom.
People buy from people
Sales is not always about what you’re selling. Sometimes it is about making friends with someone and getting them to look at the world in the same way that you see it. It’s also about finding out what their issues or concerns are, and marketing your product or service as the solution. A great sales tip is as follows: sell the problem you solve, not the product. If you identify where they need help, the rest will come naturally.
Sales can be a tricky game, and it requires a serious amount of dedication and perseverance to close a deal. You’re up against a lot of competition. On average it can take up to eight cold calls before you will reach a prospect. Don’t give up.
80% of the time, you will need to follow up five times with phone calls before you convert a customer. The benefit you have is that 44% of sales people typically give up after making only one phone call – that means if you stay persistent, you stand a much higher chance of securing a new customer over any of your competitors.
Have a clear strategy
Research has found that those who write down their goals and ambitions are around 50% more likely to achieve them than those who don’t. It will be significantly beneficial to you if you have direction. Using software such as Tubular will help you to instantly visualize your sales pipeline. This instant snapshot can be crucial in ensuring you and your team are headed in the right direction. It also means you won’t be dropping the ball when it comes to warm leads, and you won’t need to rely on guesswork for your sales forecast.
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