Mind it!! There are thousands of people are searching you or waiting for you to pay you however, you are not visible & Credible enough to be on top of their mind.
Prospect wants you to be rich or wealthy.. you do not have capabilities to influence them for making their buying decision in your favor.
You have to be influencer to influence their buying decision. It need deep & detailed understanding about your product & services, your competitors offerings, prospect's mindset & their choices etc.. If you are okey with their parameters, you can easily influence their decision in your favor.
Every business has its own system ( Lead Funnel ) to take cold leads from various channels like Facebook, Google, India mart, just dial, Websites etc. by spending enough amount of money daily. Those leads have to be warmed up to become hot or very hot to reach to conversion by using strong follow up system with listed entire conversation history with timeline. Prospect history helps sales people to understand prospect's behavior pattern which again become very helping hand in fast conversion or at least conclusion where it;s worth followup or not.
Follow up timeline history also makes very strong difference if available for all stakeholder down the line to analyse & support their subordinate to conclude or convert it faster than anything.
Prospects are always very choosy to select us as a vendor / supplier for their business. sellers have to attract, educate & nurture to build relationship to get paid by them before or on time strategically.
Business Owners always look forward for potential Leads & then conversion of them. They use CRM or ERP system to capture the same at one place from various sources. CRM system must be strong but more than this, Will power of business owner must be strong & must have patience. CRM / ERP implementation in the process & then a lot 3rd party integration takes little time or sometime more than expected but has to be with valid reason. There must be process which must be followed by all team members including business owners or decision makers.
Now Let's focus of best practices if we want to get paid by your prospect faster than earlier. There are following practices which has to be followed or ensured to be exercised in the process. Make sure, These practices can be exercised again & again or every month to ensure whether things are right track or not. This exercise of below best practices can help to generate high potential leads which can eventually increase conversion rate.
1) Market Segmentation -
This is first challenge with all business owners. Specific market segmentation is foremost requirement of business owners. Segmentation has to be done based on their needs, probs, current challenges & long term business goal etc.
All Business Owners or sales person claim that they know all about their business challenges, target market, specific group of niche audience etc however, It's a big mistake. More than 80℅ business owner does not know their right target audience. While working on finding right beneficiary of your product & service, Sometimes your product & service is great fit for certain group however they don't want this.
More specific, more conversion
2) Reaching out to prospects ( Get Over booked)
Identification happened at level 1 & then reaching out to specific group of prospects at level 2.
Get to know whether seller is connecting / Sitting with decision maker??
3) Become Authority -
Seller has to set authority of product or service which is being sold. Setting authority influences buyer's decision that helps to get converted asap
4) Temperature check Methods -
Sales experts get to know about prospects & must be able to filter in two parts
1. Interested
2. Time-Waster
Sellers must spent good time with interested prospects & must be refrain from time waster. Be honest, If your service, solution or product do not match with prospect's requirement, Pls convey this message to your prosepect clearly.
A question must be coming in your mind how to judge interested or time-waster?
Perfect, Let's understand. There are 4 key parameters.. based on prospect's tone & involvement in the call, seller should have good understanding if they are cold, warm or hot lead.
1) Need (2)
2) Budget (2)
3) Authority (2)
4) Time frame (1)
5) Follow up - Followup script & sop ( Mail & Call)
6) Engagement -
7) Get Trained / Training to Team -
8) Industry Case studies -
9) Review meeting of 10 min - By using only CRM
9 things have to be taken care of during whole process from attracting to Conversion
Last two questions now --
1) Sir / Mam, I hope you are clear & comfortable with everything so far & you know how everything works now???
2) Other than money, is there any reason that it would not make any sense to go ahead??
If everything makes sense, we can get you setup & start working to reach to your goal.
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