Advice for Expanding Your Customer Base
FACT
About 71% of Internet Leads Are Lost, according to Ken Krogue, President and Founder of InsideSales.com.
CHALLENGE
Turn 100% of leads into customers.
TAKE ACTION
Five Ways to Turn Leads into Sales
1. Your company probably has a system in place for lead follow-up, but is it working? Take a step back and measure your current success, find where you can improve, make the changes, then measure again.
2. Be consistent. There is nothing more frustrating to customers than not being able to get a straight answer to their questions that is both accurate and concise.
3. Call every query back within the hour. According to Harvard Business Review, sales professionals who follow up on a query within the first hour are 7x more likely to turn a lead into a prospective sale. Pick up the phone fast, and call them back!
4. Don’t give up! If your query doesn’t respond on the first call or email, try again. Letting those customers fall through the cracks is a loss of potential sales that a few more phone calls could easily have prevented. “In a business with strong follow-up, you will foster connections that expand beyond just the one opportunity,” says David Benson, Vice President of Sales at Architectural Ceramics.
5. Be personable. “Building long-term relationships foster success in the sales industry,” Benson explains. “Gain the trust of all related parties for that sale.” Potential customers don’t want to feel hounded by a salesperson—they want to feel encouraged by a friend. Add some personality to your messages and conversations, and, most importantly, take an interest in who your customer is and what they care about.
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