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So you have been using inbound marketing to attract visitors, convert those visitors to leads, and now you need to convert to sales. Having many leads is wonderful but they do not mean income. You need sales to increase your income. It is time to focus on closing the sale. How do you do that? We are here to tell you!
Sometimes closing a sale is the hardest part of your business but if you have a procedure that has been proven to work then, it should not be so bad. We have a few tips that will help you build a procedure that works for you.
One of the first areas you need to think about in your sales process is a CRM. The CRM should help you to manage your leads. It should assist in following and tracking interactions throughout their entire path from visitor to customer. A CRM can increase customer retention if it implemented correctly and used to its full potential.
You should also be sure to respond to inquiries quickly. Even if you respond within a few minutes, it is not going to guarantee a sale. You need to add knowledge to the mix. If your reps cannot answer the questions effectively then there is a good chance those potential customers will go somewhere that can.
Be sure to treat your every inquiry with respect and be personable. You do not want to have your reps read from boilerplates. A customer can tell when a rep is reading a script that is used on anyone that contacts your company. Nothing turns a potential customer away quicker than treating them like they are not important. A face-to-face meeting will add a human element that will make the potential customer feel as if they are significant to you and your business. If a meeting is not possible, then be sure your phone calls or emails are friendly and not generic templates that are sent to everyone.
Finally, follow up with potential customers. Don’t make that initial contact and then disappear. They need to know you are interested in them and filling their needs. Leaving someone hanging is bad for sales and bad for business.
Treating your potential customers or leads with respect and making them feel like they are vital to your business is key to closing the sale. Incorporate these tips into your sales process and you will be closing sales in no time! For more assistance on closing the sale check out What does lead nurturing mean for your business?