1. Filter Lead Categories
Leads don’t feel special when they’re sent form letters, and it’s not possible to personalize group messages without the groups being broken down into small enough groups to add personal/industry based details and offers. Categorization of leads is a time intensive process, but it’s also a process you only have to do once… and them file each new lead into the categories that fit. Everyone likes to feel special – so do your leads.
We all know that sales people and customer service reps are contacting us to sell something, but that doesn’t mean sales people have to act like they’re trying to sell something. Some staff look forward to seeing a sales friend when they stop in. These are people who address you as a person first, and then take care of business. These are also the people that I enjoy giving business to. If two vendors are close in value – I always pick the one I like. Be this type of sales friend and customer service person.
When the transition from assumed negative perception to friendly rapport is made (through the use of sales skills and techniques), it’s time to assess the client’s need. What is it that we offer that this particular lead needs. If the prospect has no interest in anything your business offers – they wouldn’t be wasting their time getting to know you. Ask the questions and get to know them, because that’s what the lead is interested in.
A sales person is only as good as their ability to call back when they say they will. Many of the leads that meet sales are not ready to buy yet. Yes, it is possible to push them, but some are just too savvy to be bullied into giving you money. These are the leads that make the difference between five and six figure sales rep compensation. A system to keep up with all the information you need – when you need it is essential to sales.
There comes a point in every sales process that; either ask the question (give the pitch), or the moment passes. The pitch can still be offered later, and there’s a possibility that they prospect may still purchase. However, there are many times that the lead is not sure if they want to buy or not. If you ask them for the sale at the right time, you will gain a client. If you wait until the next time you speak (or don’t call back when you’re the lead is planning on giving you the sale), you may have lost for good. Know you pitch, know the buying cycle, ready their buying signals, and be ready to take their money.