Every single lead is a precious pipeline to increase the sales. In the average company, however, 79% of leads are never converted to the customers, and more than 30% are not even contacted by the company at all. It’s unavoidable because the time and labor are limited? No. Take a moment to consider how to make the best use of the limited resources of your sales team. By applying the appropriate strategies on the sales skills and the order of priority, the sales will jump with much less time and effort. Combine those strategies with your business communication skills, and you will soon find the positive change in the sales performance.
4 Tips To Boost The Sales
Immediate response will boost the contract rate. Insidesales.com introduces the relationship between the responding time and the percentage of leads who answer the calls. They are 100+ times more likely to answer the phone calls when they receive responses within 30 minutes after filling out the form on website. Note that the answering rate decreases dramatically after 30 minutes. The contract rate changes accordingly; if they receive the responses while they are still interested in the company or its product/ service, there is much higher possibility to convert them into customers.
In reality, however, the limited resources make it almost impossible for companies to respond to every single lead within 30 minutes. The average time required for the companies to respond is 38 hours. But no worries, there is a solution for this. Later in this article, you will find how to speed up your responding process and the proper way to prioritize the sales leads.
Positive comments brings positive results
One big myth of sales is that talking ill about the competitors makes people choose your company. In reality, it does not work, or even has negative effects on the sales. It is because psychologically people cannot help associating those negative words with you. If you want the leads to choose you, you should spend most of the conversation talking about the benefits of your product, not the shortcomings of your competitors. Additionally, remember to always start the sales conversation with positive comments; it can be anything such as a little anecdote or about the good weather. There is an experiment showing that if a waiter in hotel provide a positive weather forecast in the beginning, the tips from the customers increase by the average 27%. Positive conversations lead you to the positive results while negative comments bring you down.
Patience and persistence
Sales requires the persistence. The average times of calls required to convert a sales lead to a customer is 6. Do you know how many times a sales representative calls to each lead on average? 1.5 calls per potential customer, which is significantly lower than the necessary numbers of calls. Do not give up too soon. Especially a potential customer has the high priority in the lead scoring, always remember to practice the “6-calls” rule.
Go for the emotional side, not for logic
The 4P’s Method says “We buy with emotions and justify with logic.” Try to persuade the potential customers with the emotional appeals, not by logics. They actually don’t care the numeric statistics of your products. If they want your product, they will buy it; and the logic comes after it. The important thing is to make them picture themselves using your product. Main task for you is to make the leads to have the clear image of themselves being satisfied with your product.
Prioritize Sales Leads
Not all the sales leads are equal; some visit your website by chance but not really interested in your business, and the others are almost ready to purchase your product. With the limited resources, contacting all the potential customers is almost impossible, and also waste of time and efforts. It is very difficult, however, to prioritize and decide which leads to contact, and which ones not. Actually, each sales representative spends the average 40% of one’s time looking for which sales lead to call. You cannot say it’s a smart way to spend time because, as mentioned earlier, the responding time is one of the essential keys to increase the sales. Here are some tools that can help you to objectively determine the priority of the sales leads.
Take advantages of lead scoring
In order to identify the people who are most likely to be your customers, the objective analysis is vital; not the sales representative’s subjective intuition. Setting up the lead scoring on your website is must-do to fairly prioritize the potential customers. The lead scoring works based on the leads’ personal information and the engagement with your website. It will make your job much easier to prioritize the sales leads, and to determine who to call next. There are a number of sales leads platforms offering you the helpful tools to generate and organize the leads. Check each platform carefully and pick the best one for your company’s features and needs.
Analyze the high-converting lead sources
Sales leads is not the only one that needs to be prioritized. The lead-to-opportunity conversion rate is one of the effective ways to determine the proper allocation of the resources. There are various sources of sales leads such as website, customer & employee referral, webinar, social medias, and so on. Therefore you need to make the priority of the sources. By knowing the conversion rate of each sources, you can logically determine which sources should be the main focus.
Prioritizing the sales leads is not an easy task because so many factors affect each others. If you’d like to know more about sales leads priority, Insidesales.com offers an free e-book “Predictive and Prescriptive Selling Guide.”
Sales is very time-consuming and requires a lot of efforts. You will never ever have enough time or labor in your sales team to deal with all of the sales leads. That is why you need to be a strategist. Applying these sales strategies and prioritizing tips will help your team to maximize the sales with the minimum efforts.