CLOSE MORE SALES AND IMPROVE CLOSING RATIOS

Close more sales and improve closing ratios by talking to more qualified prospects and put an end to the need to cold call.

Having split your sales force into three, you need to concentrate on providing your canvassers with quality sales leads and enquiries to contact. Qualified prospects are the lifeblood of any business and can be generated through a number of marketing mediums. Cold calling should be the least resort of any sales team as it can end up alienating more potential clients than you gain.

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It is important that you train your sales people about your products and basic training skills but you don't need to waste your money on outside training companies as there is nothing they can provide that is worthwhile. Your sales people should be trained to handle and anticipate common objections and they should be empowered to solve problems. One of the biggest mistakes that companies make is having several people within the company handling several tasks that could and should be dealt with by one person. If your client does not have a point of contact, you will find it difficult to build customer trust and client relationships. If a client has one person that they know, they will feel far more comfortable and you will be making it easier for your customers to buy.

• Internet advertising to generate sales
  
  
• Increasing sales with Search Engine Optimisation
  
  
• Successful Telesales and Telemarketing
  
  
• Guaranteed Response Advertising
  
  
• Marketing to increase sales
  
  
• Advertising to improve sales
  
  
• Websites Designed to close more sales
  
  
• Pay Per Click advertising for quality sales enquiries
  
  
• Accurate Market Research
  
  
• Positive Public Relations
  
  
• Direct Response Television Advertising
  
  
• Competitive Radio advertising campaigns
  
  
• Newspaper and Magazine advertising
  
  
• New Product Launches
  
  
• Start up companies - advice and backing
  
  
• Business Consultancy
  
  
• B2B email marketing
  
  
• Why sales training is a waste of time and money
  
  
• Internet Success
  
  
• Sales careers

It might require the expertise of someone else within the company to solve a problem or make a decision but your client needs to know they have one person to whom they can always turn to as their point of contact. People buy people first and foremost and if one person has a good relationship with a client, a better product or more competitively priced service is less likely to pull them away from your company. I can cite a typical example of how this works.

We have banked with the same bank for almost a decade, always dealing with the same account manager and when he was moved to another branch, we moved our account because we wanted to maintain the same point of contact. We had first class service, were able to call him without going through the rigmarole of having to prove who we were, he knew us personally, sorted out our problems and generally managed everything.

Last year, he left the bank for greener pastures and the person who took over our accounts advised us that the personal service the other chap had been providing was not actually permitted under the banks terms of service; that we were no longer allowed to contact the branch direct and that we had to deal with their call centre in the future. The first time we called their call centre, unused to the service and unable to fully understand the other person on the phone, we managed to get our online banking suspended.

All we were trying to do was set up a standing order, something that would have taken us five minutes in the past. We then started getting phone calls from people claiming to be from our bank; (turns out they were) but we had three different people in the space of a day, all trying to prise personal banking details from us for security purposes. Our concerns were that we couldn't be certain that we were dealing with our bank as we didn't know these people from Adam.

The point is, we didn't mind paying bank charges but we expected to get a personal service in return. As an internet company, we know how easy it is for scammers to obtain personal details and having three calls from three different people who clearly didn't know what the other was doing rang alarm bells and annoyed the hell out of us. The result was we are moving banks. Personal service may cost a little more but it retains clients and happy clients refer other clients and that is the best type of client lead you can get.

One client lost, several potential clients not referred and whilst a client may only recommend one client a year, they will bad mouth a company that provides poor service to anyone who will listen. The fact is you will do more business with exiting happy clients if you look after them and that has to be the best way to close more sales.