Wednesday, July 4, 2012

Converting Sales Enquiries - 7 Top Tips



Converting Sales Enquiries - 7 Top Tips

1. Respond Promptly 
Potential clients will keep on looking until they feel they have found a good potential supplier. Your response and time to respond is the only tangible aspect they have at this stage to measure you against. People make important decisions, especially "no", based on first impressions, don't rule yourself out by a slow or lack lustre response.
2. Build Rapport 
Take your time and build rapport with the potential client, make them feel wanted and valued. You can enjoy the chat as well as winning more business, win - win for you and your business. People remember the nice person at... They don't remember the quick efficient person with nothing positive to remember them by.
3. Track the Lead 
You've spent the money and generated a lead, where did it come from? Ask the client and allocate the lead to the marketing activity that generated the lead. Once you build this information you can do more of what works and stop doing what doesn't work for you.
4. Enquiry Handling Form 
Whether paper or on-screen, have a format to follow so you gather all of the relevant information you'll need to effectively handle the enquiry. This should also include potential quantity, value timescale and decision making process. The who, what, when, where and why questions. Don't be afraid to call the client back and double check a detail, it shows you care and you're working on their needs.
5. Enquiry Evaluation and Escalation 
Don't leave your best enquiries languishing in the pile. Develop a simple, effective measurement so the best, most valuable enquiries get the attention they need and deserve. Pass your top 10% or so of enquiries by value and timescale, to the best/most appropriate person(s) to convert them. You should see a quick and significant improvement in conversion and order intake.
6. Remember you're in Sales not Admin 
Your job is to make the potential client feel valued and wanted, not processed. Differentiate yourself from your competitors and win more business - not a bad way to handle enquiries.
7. Agree Next Steps 
Sum up the enquiry to check that you've got it right and to let the potential client know you've got it right. Then agree the next steps and timescales, finally wording to the effect of "is that good for you"? Get their agreement, then stick to or better your agreed next steps.
To read more Blog posts from Sales Coaching visit: http://www.salescoaching.org.uk/blog-posts

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