Category Archives: Sales

WANTED – MORE LEADS

WANTED MORE LEADS

Most entrepreneurs are in business for one reason – to make money. And to make more money and increase the amount of business you do, what do you need? More leads of course!

ActionCOACH Ireland Managing Director, Paul Fagan recently spoke to Business & Finance Magazine about how you can generate more leads, and more customers for your Business. Read on to find out how…

Before heading off to spend more money on advertising to attract more leads for your business, it’s essential to stop and take stock of who you are trying to attract, what exactly you are trying to achieve, how are you going to do it?

whoWho is your bulls eye customer?

Who are you trying to attract?

 

Without knowing exactly who your target market or ideal customer is, how can you be expected to attract them to your business?

A brilliant product or service without the right marketing or lead generation approach can often result in failure. Too much advertising or promotion spend, and too much time is often spent on people who will never buy. We call this the ‘spray-gun’ marketing approach – sending one single broad message out to a wide audience, perhaps through a press ad, radio or direct mail campaign, and hoping that if you cast the net wide enough, a sufficient number of prospects will take the bait!

Your marketing efforts should actually help you to separate the suspects from the prospects. If your lead generation advertising does not weed these people out, it’s not working effectively. Rather, it’s putting a strain on your valuable resources whose job it is to process and follow up on the leads, and nurture them along your sales funnel to ultimately convert to a sale.

It’s important to remember therefore that the media you select, the offers you make, your creative strategy, and even your tone all play key roles in screening out suspects and in drawing in the high potential prospects.

What

What is your end goal?

How good are you at converting your leads at present?

How many leads do you therefore need to hit your target?

In the words of Stephen Covey, in The 7 Habits of Highly Effective People you should always begin with the end in mind. Now that you have decided who you are trying to attract to become a customer it’s essential to know what exactly you are trying to achieve.

What is your sales target for the year / quarter / month / week?

How many leads do you currently have and how many more do you need in order to achieve your end goal?

The term leads, also known as ‘potentials’ or ‘prospects’ refers to the total number of potential buyers you contacted, or who contacted you. Most people confuse responses, or the number of potential buyers, with results.

You might be surprised, but a lot of businesses don’t actually know how many leads they get each week. And if you don’t know how many leads you currently have, how are you expected to know how many more you need to hit your target?

I cannot stress how important it is to know your numbers. Keep a record of the number of leads / phone calls / enquiries/ visits received and how they heard about you. The sound of ringing phone does not necessarily mean cash registers are ringing as well.

This is further highlighted by conversion rate – the percentage of people that actually buy versus those who could have bought. An example of this is 10 people walking into a ladies boutique because they heard a radio promotion advertising a flash sale. Out of those 10 prospects, three bought something. For the day, the boutique had a conversion rate of 3 out of 10, or 30%.

There are lots of strategies to increase conversion rates, but sticking with lead generation – it’s essential to know what your conversion rate is so you can forecast how many leads you need to generate to hit your sales targets.

How, Colorful words hang on rope by wooden peg

It’s one thing talking about what you need to do. Now that you know who your ideal customer is, and how many you need to prospect to in order to reach your sales target, how do you do it?

How do you reach out to them and spark their interest in your offering?

The list is endless when it comes choosing between lead generation strategies to implement in order to increase sales and grow your business. So how do you determine which methods or media are the best for finding new customers for your particular product or service?

Firstly it’s important to really know and understand your target market – what their interests are, where they typically hang out, what media channel is most suited to reaching them, be it online, press, direct mail, and what really makes them tick, or what their hot buttons are.

For example, busy executives are much more often concerned about their time than about saving a few euro. Direct mail/email efforts that don’t demand a lot of time and that demonstrate how the product/service can save the recipient time can often work well with management segments. Remember though – your headline is key to grabbing their attention.

Secondly, and even more importantly, the best way to know what works best for your business is by testing several different lead generation strategies – and measuring the results. If you don’t test and measure your marketing campaigns to measure how many qualified leads they attract, how do you know whether the strategy is a good investment of time or money?

There are over sixty lead generation strategies we help clients to implement in order to increase sales, from online and social media marketing, to press and radio advertising, telemarketing, direct mail / email, networking etc. Here are three sometimes under utilised but tried and tested lead generation strategies to get you going:

Customer Referrals

Referrals are one of the most powerful lead generators. People spreading the word is a cheap and very effective means of lead generation. There is nothing more satisfying that getting a sales lead from a happy customer. Obviously, this is achieved by offering exceptional value and service, but it can be further promoted by using special referral programs with your loyal customers.

An existing customer also knows what you are offering and should have a good idea of the referred prospects needs, meaning that the lead should be well qualified by the time they reach you.

You will also have tremendous credibility with the prospect since you come highly-recommended from someone that they know and trust, so the probability of conversion to sale is much greater.

Strategic Alliances

Often, smaller businesses believe this to be a strategy for the larger corporates, but that’s not the case – it works equally as well for both.

This is where you join forces with other complementary, non-competitive businesses to exchange leads and promote each others products and services.

A good example is a local hotel and tourist attraction joining forces to cross promote each others services, and ultimately create a more attractive package for a prospective customer.

A useful tip is that whatever your industry there must be great synergy, both on a professional and personal level, and it must be a win/win situation for both parties.

Telemarketing

It can be daunting but don’t under-estimate the power of hitting the phones! Telemarketing is a quick and relatively low-cost strategy that can generate massive results in your business if practiced regularly.

It’s a great way to set appointments and get new customers. Just two calls per hour, every business day, for example will yield hundreds of calls over a year. While the number of hang-ups sales reps get is enough to make some people quit, it does still work. If it didn’t, people simply wouldn’t be doing it.

Some key tips: The key to success with telemarketing is:

  • Make sure you have a list of qualified leads that will be interested;
  • Use experienced telemarketers or sales people that sound friendly and relaxed on the phone
  • Ensure you have a great script that includes an enticing offer that hooks people in.

Now that you have selected the best lead generation strategies for your business, remember to be consistent.

All too often, businesses rely on one or two strategies and do them sporadically when revenues drop or they get around to it, which results in having to then chase for business.

Be consistent in your marketing and lead generation and remember – test and measure for results.

Now you are ready to go forth and multiply….

If you would like more tips on how to generate more leads for your business, or if you would like to speak to one of our expert Business Coaches about how you can develop and grow your business further please fill in your details below or give us a call on 01 891 6220.

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Business&Finance – Ask The Expert May16 – Operation Generation

Secrets To Sales Success – Independent.ie Podcast

IrishIndependent Podcast interviewFeb16 PhotoJo Collins, MD of Sales Performance Consulting & Training and Paul Fagan, MD of Business Coaching Ireland, join presenter Brian Purcell

What is the secret to sales success? Where do most sales people go wrong in the sales process, and how can you avoid these mistakes to convert more sales in your business?

These were just some of the topics for discussion on Independent.ie Ready Business podcast which featured our own MD Paul Fagan.

During his interview Paul emphasised the need for active sales follow-ups on an ongoing basis. “48% of sales leads are not followed up,” he explained.  “And 80% of sales are only completed after 5 or more contacts.”

What works best for companies is to have activity targets for staff rather than financial ones. “Activity targets are easier to achieve,” he says.  “Get focused on what you need to do today to move forwards.  It’s about smaller numbers and smaller timeframes.”

Both Paul Fagan and Jo Collin’s also emphasised the importance of really listening to and paying attention to a client’s needs.

“SMEs love talking about their business,” says Collins.  “Go deeper in your conversation with them; build rapport and trust as the foundations to work on over time, which will then serve the client best.”

Click below to listen to the full Independent.ie Ready Business Show interview on the secrets to true sales success…

Now that you have your sales process perfected, if you would like to learn how to become more effective in your marketing to attract more qualified leads into your business, join us next Friday 4th March at our Marketing For Real Results Workshop. Click Here To Register or call us on 01-891 6220 if you would like more information on this or any of our business training and coaching programmes.

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Small Business Edge Magazine

Small Business Edge4th Edition
This week we are delighted to share the latest edition of Small Business Edge Magazine with you.
What’s Inside…

Inside Small Business Edge you will find some fantastic articles by global industry leaders on:

  • How To Ensure Your Next Hire Is Your Best Hire
  • Putting The ‘Wow Factor’ Into Customer Service
  • The 6 Empirical Methods To Achieve Marketing Genius
  • How Great Leaders Move Mountains
  • And much more…

Just click here to read the digital magazine and comment below to let us know how it may help give you an edge in business…

If you would like one of our Business Coaches to give you a call to discuss how we can help you achieve greater success in your business just fill in your details below:

3 Top Tips To Generate Repeat Business

3 Top Tips To Generate Repeat Business
How To Make More Sales Without Finding New Customers

It’s much easier to sell something to one of your existing customers than it is to sell to a brand-new prospect. The key reason for this is trust. When you’ve already sold something to someone, you’ve built trust. They gave you money, and in return you gave them a solution to their problem and hopefully now have a track record of delivering on your promises.

Trust goes a long way but doesn’t mean they’ll automatically become repeat customers. Here are our three R’s to remember in order to create repeat customers from your past clients:

1. Results

First things first – make sure you product or service always delivers the desired results for your customer. The one sure way to guarantee this is to ask! Did they like your first product?  Did it meet or exceed their expectations?  Has their problem been solved?

Check in with your customer after the first sale – don’t just leave them out in the cold once the sale has been made. This is the difference between demonstrating that you’ll deliver a product versus demonstrating that you care, and will deliver a real value-add service!

One of our clients in the electrical goods industry has customers travel to their store every day from all across the country, not because they have the lowest prices, but because they have built a reputation for excellent after-sales service – if anything goes wrong, you are guaranteed they will look after you!

If you can prove that you have a quality product or service, and you care about your customers well-being, you’re already on track towards making the second sale.

 2. Relationship

Clever businesses know that the key to future profitability lies in fostering a close and enriching relationship with your customers. If you go into a restaurant and the head waiter remembers your name, or your favourite tipple, your impressed right? They have just differentiated themselves a little from the competition and made a lasting impression on you.

Don’t be afraid to be a little bit personal with your customers – it helps them remember you. Maintaining and enhancing customer goodwill will also help to generate positive word-of-mouth – a key marketing strategy in this day and age of advertising clutter.

Another tip – don’t forget to ask your customers back! It might be hard to believe, but your customers aren’t devoting nearly as much time to thinking about your business as you are.  Let them know from time to time that you’re still around.  It doesn’t have to be ‘salesy’—after all, you’ve already sold them once. Include them on a mailing list with product/service updates and special offers, or simply call once in a while to touch base or let them know of a new product or service they might really like.

 3. Rewards

Consumers appreciate feeling valued and they also relish getting a good deal! If you do not already have a loyalty programme established, why not offer your good customers an extra incentive to come back and shop more often with you.

An excellent example of this is the Dunnes Stores Shop & Save offer where if you spend €50 on groceries you receive €10 off your next week’s shop and if you spend €100, you receive €20 off. Always a lover of a good deal, I will go out of my way to make sure I get to Dunnes Stores to do my weekly shopping to use my voucher! This incentive scheme not only helps increase average euro sale, it also ties the customer into shopping with them on a weekly basis rather than chopping and changing between stores.

What can you offer your customers to make feel valued and increase their loyalty towards you?

Don’t forget, if you are interested in Sales Training or yourself or your team, why not join us at our Sales Success Workshop this Friday 5th February.  Click here for more information and to register your place or call us on 01 891 6220.

ActionCLUB Email Signature Sales 5Feb16

5 Ways to Convert More Sales From Your Website

5 Ways To Increase Your Websites Sales Conversion Rates

A website is a critical tool for any business, be it the Retail, B2B or Service Industry. It is not only your virtual shop window but is also your virtual sales person! And just like any sales person you employ, it’s important to get a good return on investment and convert more sales from your website.

Converting a chance visitor into a loyal customer is one of the main goals of your online marketing campaign. While an attractive website interface is important, there are some key adjustments you can make to increase your website’s sales conversion rate and convert more visitors into customers.

Here are 5 of our top tips to convert more sales from your website:

1.     Introduce a Live Chat Service

Give your potential visitor the chance to enjoy prompt and knowledgeable answers to their live-chatqueries regarding your products and services. A live chat service is a great way to grab their attention, capture their details, and ensure a high conversion rate.

Remember, current internet users want fast results, and if you won’t give them a prompt answering service, they will switch over to your competitor’s website.

2.     Images

Attractive product images are a must to grab the attention of a chance visitor to your website, and ensure they convert into a loyal customer. Besides product shots, images of people using your products or services also adds a touch of trust and sincerity to your brand, and helps your potential customer relate to your offering.

Good quality, attractive, engaging and inspiring images are a must to convert more sales from your website.

3.     Videos

Go the extra mile and add video to your website. Adding a visual element to your website is a great way to attract customers and stimulate interest in your offered products or services.

Video offers visitors to your website the chance to enjoy anaction-clapboard engaging experience, and promotes your offering through a preferred audio-visual format. There is no better way to make a decision on a product or service than to actually see it in action!

The videos on your websites can be introductory films of your entire portfolio of offered products, or could be be how to use guides for some of the most technical products you offer to your clients.

One of the best examples I have recently seen of this is the online clothing retailer ASOS. They allow potential customers watch a short video of the chosen product on a model walking down the catwalk. The impact this simple function has over a flat image is huge! It allows potential customers to really see the pros and cons of your potential purchase and is in fact an equal exercise in both customer service and selling power.

4.     Know Your Audience

It is very important to understand that you need to attract the right audience and traffic to your website. You need to know who your target audience is, and only focus on attracting them to the website, instead of amassing a large traffic which cannot be converted into sales and loyal customers.

Once you define your target audience, it’s important to post quality content to attract them to your website over competitGoogle spiderors, and remember – you must optimize every post for SEO!  You want your content to be the first thing that comes up during a Google search. Keywords are important and using them correctly can be the difference between potential clients finding you and converting into a sale or being buried on page 10 of the results.

5.     Opt For Usability Testing

Opt to get unbiased reviews about your website from strangers, who will give you valuable feedback about the different features of your site. In this way, you can improve the business site to ensure higher conversion rates.

Try implementing some of these top tips to convert more sales from your website and let us know how you get on! And don’t forget, if you are interested in Sales Training or yourself or your team, why not join us at our next Sales Success Workshop Friday 5th February.  Click here for more information and to register your place or call us on .

ActionCLUB Email Signature Sales 5Feb16

STOP Selling To Your Prospects – Help Them To Buy!

STOPSelling To Your Prospects- Help Them BUY

There is nothing more frustrating than a sales person trying to sell you something you don’t want! Don’t you agree?

If a prospective customer gives you a call, drops you an email or visits your store they are interested in your product or service. If they don’t make a purchase something has gone wrong in your sales process. And more often than not, the problem is that you have not uncovered your potential customer’s true needs.

With so much information now at our fingertips, and the ability to purchase almost anything online from the comfort of our couches, the modern sales professionals must really prove their value as consultants, rather than pushy sales people trying to sell their most expensive product. You must offer the right mix of assistance, understanding and advice to help clients make better decisions about what they buy.

By incorporating these 4 simple steps when first connecting with your prospects, it will help build their trust in you, guide them through the sales funnel faster, and if they’re a fit for your offering, it will most likely result in a sale:

  1.  Be Knowledgeable

To make the experience useful and genuine for your prospective customer, you must be an expert on the product or services you are selling and which they are interested in purchasing. Be one step ahead of your competitors. Advise your prospect about how your product or service differs from competitive offerings. Without this knowledge, the customer will soon see that they are better off going to the internet for answers, than talking with a sales person who doesn’t know their stuff!

  1. Ask Relevant Questions

I cannot stress how important it is to understand your prospects needs. In most instances you are not selling a product, but rather a solution to a problem. Here are some good probing questions to get your prospect to open up so you uncover their real needs and present the perfect solution:

  • What are you looking to improve on?
  • Do you have any initial ideas of what you’d like and why?
  • Who will be the users? Do they need to be involved in the final decision?
  • How often will you use the products or services?
  • What’s most important to you?

It’s also really useful to discover what the budget is to ensure you don’t waste your own, or their time going through products or services they are never going to buy! A good way to open up this discussion is by saying:

  • If you’re working towards a certain budget, and are happy to tell me broadly what it is, I can try and point you to the most relevant options.

The point of these questions is to find out enough to be able to advise your customer well.

  1. Offer Solutions

Now that you have a full picture of your prospects needs, it’s time to offer your thoughts and solutions. Frame your suggestions with phrases like “I think I understand that A, B and C are most important to you. With that in mind, you may want to explore products X, Y and Z as they most closely meet your requirements.” Explain the differences between each product so that customers can prioritise what’s most important to them. Remember to keep it simple though – you don’t want to overload your prospect with too many options as this could lead to confusion and delayed decision-making.

  1. Be Patient but don’t forget to follow up!

When you have presented your solutions, don’t rush the sale. Ask their opinion and develop your listening skills to give potential clients the opportunity to tell you what they really want. It’s important to not apply pressure, just offers of genuine help.

Finally, not all prospects will be willing to close the sale there and then. This doesn’t mean the sales process is over. Make sure you get their contact details, follow up to see if you can provide any more help or assistance and check in to see if they are well enough informed to make their decision and follow through on the sale.

If you would like to learn more about perfecting your sales process, come along to our next Sales Success Workshop Friday 5th February.  Click here for more information and to register your place or call us on 01 891 6220.

ActionCLUB Email Signature Sales 5Feb16

Make Your Customers Sell For You

Customer_Success_Map

Raving fans are customers who are so over the moon with the business and the service you provide that they will not only tell all their friends and colleagues about you, but actually bring them to you and help you make sales to them.

It’s a frightening fact that we spend six times as much money attempting to attract new customers to our businesses than we do to up-sell, on-sell and generally care for, and retain our existing customers.

Another frightening fact is that 68% of customers who stop buying from an organisation do so simply because of a perceived indifference. The business actually didn’t do anything wrong; the customer just thought the organisation didn’t care enough!

Would you like your customers to shout your name from rooftops telling people why, if they’re not dealing with you, they’re missing out on something amazing?

Here are some simple tips that you can introduce in your business today. These tips will help keep your customers not only coming back with more repeat business, but bringing their friends with them as well:

  • Use their name frequently.
  • Send them thank-you cards.
  • Ask them to come back.
  • Sell them everything they need to gain maximum benefit from the purchase.
  • Call them just to make sure everything is going well.
  • Call them when something new arrives in stock that you know they would like.
  • Follow-up & follow-up again.
  • Under-promise and over-deliver.

Try to implement just a few of these tips. As a Business Owner, you must lead by example; your team will do what they see you do.

The bottom line is that if you care for your customers, your customers will care for you and help you grow your business. It really is as simple as that.

If you would like to learn more about Sales and then come along to our half day Sales Success Workshop Friday 4th September.
Click here for more details and to register your place today.
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The Checklist and Questionnaire Techniques of Selling

The Checklist and Questionnaire Techniques of Selling

It is a good idea to try using a checklist or a questionnaire in order to increase the average euro sale.

Use a Checklist:

Similar to Add On Selling, you simply run through a checklist with your client whenever they purchase a particular type of product. This list should be prepared in advance and used with as many different products as possible. For example if a customer buys a tin of paint, run through the list to see if they need brushes, thinners, drop sheets, stirrers, etc.

Here are some useful hints and tips on using a checklist:
  • Make sure every team member has the list.
  • Check to make sure it’s being used with every customer.
  • Have a reward system in place that acknowledges team members who make additional sales off the list.
  • Test and measure – if it isn’t working change the questions.

Use a Questionnaire:

Dig as deep as you can. Make sure you ask enough questions to leave no stone unturned. The more questions you ask the more chance you have of finding another need or want that you can fill.

Also, if you’re unsure of any additional products or services that you could sell, a simple questionnaire can be effective. Use it to ask your customers what else they would like you to sell. Don’t limit yourself too much. Ask the customers to get a little creative… who knows, there could be a whole new opportunity just waiting to be suggested.

Here are some useful hints and tips on using a questionnaire:
  • Make your questionnaire simple but effective as a sales tool.
  • Offer customers an incentive to participate, or just explain how what you’re doing will help them.
  • Fill it out on the spot with you acting as a sounding board, don’t be afraid to ask more questions to dig deeper.
  • Ask for their suggestions, and act as quickly as possible.
If you would like to learn more about Sales and the Sales Process then come along to our half day Sales Success Workshop Friday 4th September.
Click here for more details and to register your place today.
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Increase Your Sales In 6 Easy Steps

ActionCOACH Business Coaching Ireland Increase Your Sales in 6 Easy Steps

Without a doubt, sales are the lifeblood of any organisation. How well – and how often – your business makes a sale, determines its success.  It follows then, that the proper management of the sales team and the sales process is critical.

There are a number of common mistakes that business owners consistently make when it comes to managing sales. Sadly, these mistakes inhibit growth and long-term success. Below, we look at what many business owners are doing wrong – and how they can fix their approach to sales…

1. Sales Targets 

The number of companies that do not have clear sales targets in place is constantly surprising. It comes down to simply planning for success. Sales targets have to be developed to demonstrate the following:

  • The overall financial sales target for the company for the year.
  • Sales targets then need to be broken down by quarter, month, week as well as daily sales targets.
  • Sales volumes: it is a very good idea to break the sales target down into the number of products to be sold by product category as well. This way, sales teams can obtain a very clear view on what products to prioritise.
  • Sales targets need to be detailed by region as well as by sales representative, so that sales management can track the actual versus plan on a daily, weekly and monthly basis.

2. Sales Implementation Plan

Once the sales targets have been clarified, the next step in the process is to develop a very clear but simple sales implementation plan.  This should include the sales call cycle, new business opportunities and how you plan to convert those opportunities into sales – as well as reviewing the progress being made in this regard. Here, a good idea is to develop a set of Key Performance Indicators (KPIs) that would include lead as well as lag indicators to success.

3. Clear Sales Process & Scripts

Too many companies do not have a clearly defined sales process. The importance of this element cannot be over emphasised.  Having a clear process in place means that a sales manager can be confident that all his/her sales staff are following a common sales process.  As a result, the company can now track sales conversion rates across various stages (e.g. Lead, Suspect, Prospect, Buyer) of the sales process – and is then able to take corrective action in order to increase conversion rates.

 4. Sales Pipeline Tracking

Ensure that you are using one of the many robust CRM systems available to be able to track the progress of each lead in the system.  This will ensure that you are keeping track of the very important next steps in the sales process, whilst also giving you the opportunity to build a trusting relationship with each of your prospects.

5. Identify Your Leads Personality style

It is very important to identify your lead/prospects personality style as early on in the process as possible. This enables you to adapt your sales style to meet their personality style:  e.g. highly driven people do not want to be bored with all the details, and once they see the value will quickly ask what the next steps are.  Alternatively, people who have a high attention to detail will naturally ask for more information, facts and testimonials before making a purchase decision.

6. Selling is about empowering prospects to make a purchase decision 

There are three main parts to any sales process:

  1. Build the relationship
  2. Develop trust
  3. Allow your prospect to make a purchase decision.

This process applies to any type of product, and every business must try to ensure that your marketing message and sales process takes a prospect through each of these steps if you want to ensure a good conversion rate. Increase your sales and take your business to the next level!

If you would like to learn more about Sales and the Sales Process then come along to our half day Sales Success Workshop Friday 4th September. 
 
Click here for more details and to register your place today
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by Pieter Scholtz ActionCOACH

How to Boost Your Sales Conversion Rate

 

ActionCoach Business Coaching Ireland Increase-Conversion-RateBusiness owners are always looking at ways to maintain, if not increase their sales.

One of the most common way’s businesses look to do this is to spend more money on lead generation /marketing, through advertising, mail outs, networking, telemarketing etc.

While there are certainly some fantastic lead generation strategies businesses should be implementing, these can be among the most expensive business growth strategies to use. Therefore, it is worth noting that there are some far more cost effective ways to increase your revenues.

One simple way to do so is to look at your conversion rate and work on  increasing it. Having a good conversion rate is the foundation of high sales volume.

There are lots of great conversion rate improvement strategies. Of these, here are five we recommend that are free and crucial for any business to implement:

1. Follow up

It is amazing how such a simple strategy can be so effective. Every quote, introduction, tender you do is just the start of your conversion process. So many businesses spend hundreds of euro’s getting a lead, many hours preparing a quote and then, if they don’t hear back, just say “oh well,” and move onto the next lead. This is such a waste of time, effort and money for any business.

Just think of how many times you have been offered something and then life has got in the way so you did not get around to ordering it. How pleasant would it have been if somebody had reminded you and helped you complete the purchase? Also remember if you do not follow up, your competition will!

2. Unique Selling Proposition (USP)

Ask yourself, why should somebody buy from you rather than your competition? When times get tough you may find more people in your sector trying to compete on price. Educating your prospects about your uniqueness and how you add value is the only way to ensure you get the business and still make a good margin. If you can communicate with your prospect all the benefits they will get by buying from you, why would they go anywhere else?

3. Guarantee

One of the main reasons people don’t buy is that they have a fear they will be let down at some point in the process. It is your job to identify in what areas these fears may lie and then to guarantee that by buying from you they will not be let down. Just look to the big companies like M&S, Domino Pizza and DHL for great examples of this.

4. Benefits and testimonials

Another great way to lessen people’s fears of buying from you is to show them what benefits your existing customers have received by buying from you by simple asking for a short testimonial. Remember, these should emphasise the real benefits to your prospect, not just “they are great people to buy from.” Here is an example of our latest client testimonial:

5. Measure it

It has been proven that just by regularly measuring your results, they will improve by up to 5%. This works because by monitoring your results you are setting your subconscious brain to look for ways to improve that factor.

Just by working on these strategies you can make an amazing difference to your revenues.

So go on, take action and increase your conversion rate today! Good luck…

Business coaching from the world's #1 business consulting firm: ActionCOACH. Professional Coaching and Training for Irish SME's, Executives and Corporates