Today’s digital-savvy consumers rely heavily on the internet to learn about new products and services. Without an established sales strategy, your small business could still fall short when it comes to converting leads to customers. A sales framework that lays out steps to take before, during, and after a sales call or meeting can boost your sales. Incorporate these three essential principles into your company’s sales framework.
Know Your Target Clients
The fastest way to get a prospective client interested in your product or service is by showing that you understand the client’s business concerns. You stand the best chance of converting a lead into a customer when you can show exactly how your product or service can offer a solution to your lead’s problem. Part of your business development strategy should include in-depth research about prospective targets. Use what you find to craft a personalized sales message for your prospect. This is the best way to get meetings and capture the attention of decision makers with purchasing authority, says Jill Konrath. In some instances, decision makers might delegate initial contact with you to another staff member. When this happens, use your research to direct your pitch to the decision maker. This increases the chance that the decision maker will respond positively to the report about your meeting.
Your Prospect Is Always Right
Not every sales call and meeting will be smooth sailing. Some prospective clients may interrupt you with tough questions and objections well before you get to the end of your pitch. Some of your prospects’ objections might be inaccurate, or they might be completely wrong. If this happens, remember never to argue with clients or directly correct them. Instead, come prepared to respond to objections. Think of every question or criticism that can come up during your pitch, and prepare answers that turn a negative into a positive. One common objection you can expect to encounter is prospects who believe that they don’t need your product or service in the first place. When this is the case, your goal is not to tell your potential clients that they’re wrong. Show them that the problem or need exists, then show them how your product or service offers a solution.
Ultimately, you want your calls and meetings to result in sales. Each prospect has different needs, and each is probably on a different time frame when it comes to buying decisions. Make it your goal to end each meeting with a commitment without making the prospect feel rushed or pressured into a sale. One of the best ways to get prospective clients happy about getting on board is through free trials and or signup discounts. Be sure that your team is responsive to your customer’s questions and concerns to increase the chance that they will transition from trial to full subscribers.