Not every prospect to whom you pitch your company's product or service will follow through with a purchase – and that's okay. Regardless of what exactly your company sells, you should focus on numbers. The more prospects that you target, the more prospects you'll convert into paying customers. You can further improve your numbers, however, by using the following tips to convert more of your sales leads into paying customers.
Customer Relationship Management Solution
If you haven't done so already, consider investing in a Customer Relationship Management (CRM) solution. One study found that the average return on investment (ROI) for every dollar spend on using CRM was $5.60, yet only 1 out of 4 sales teams have adopted an effective CRM solution. You can look at options like Salesforce.com, Zoho, or Hubspot.
It often takes two, three or even more correspondences to convince a B2B prospect to buy your product or service. Even if a prospect rejects your engagement initially, don't mark him or her off a non-sale. Schedule a specific date and time for a follow-up correspondence. Don't just tell the prospect that you'll call him or her back “later.” Rather, set aside a specific date and time for follow-up correspondences.
Place Yourself in the Prospect's Shoes
You can often close more sales by taking a few steps back and placing yourself in the shoes of the prospect. What concerns does the prospect have? Does the prospect trust your company? How eager is the prospect towards your product or service? Addressing these questions can make a world of difference in your ability to close sales.
Sense of Urgency
This tip is particularly beneficial for B2B sales people If you instill a sense of urgency in your sales pitch, you'll have an easier time converting prospects into paying customers. Some prospects are reluctant to pull out their credit card and make a purchase, even if they've expressed interest in your product or service. So, try to instill a sense of urgency by offering the prospect a limited-time promotion or deal.
While email has become the preferred choice of contact for many business-to-business (B2B) salespersons, face-to-face meeting is still useful in today's professional world. HubSpot reported that 80% of professionals believe face-to-face meetings are better for building trust and relationships, attesting to its benefits. You can still use digital forms of contact and correspondence, but don't overlook the importance of traditional face-to-face meetings.
These are just a few tips to convert more of your sales leads and drive revenue growth.