Walk Before You Run
Do you currently have a solid sales process in effect? If not, it might be time to examine your sales and pipeline process. Far too often we see businesses have great marketing and lead generation success, but end up with no real customers. Fortunately, we are going to examine what a proper sales process looks like and how it can feed your lead generation and lead conversion rates.
What does a good sales process look like? Well it can take many forms, but most of them have some common similarities. In particular, we will discuss 3 best practice sales process steps.
- Having A Sales Representative
It is important however, to not rely on a script. Scripts are only useful for cold calling, which is has and always will be an obsolete form of marketing. Use a fact sheet or power sell sheet to emphasize the key points, but rely on the personable side of your sales personnel to close the deal.
As you would imagine, having someone there to answer the phones and lead the prospects through the buying process is the most vital part of the company. All the marketing in the world is useless unless you have the personnel and processes in place to facilitate the prospect closing with you.
- What Next
Being able to segment your inquiries into lists defined by cold, hot, qualified, or unqualified leads will give you clear vision as to what the next step would be after an interaction has taken place. All in all, cleaning up your sales process and your sales data will lead to higher conversion rates and less wasted time on unqualified leads.
- Follow Up Process
The length and extensiveness of your follow up process depends on what you are selling. However the steps and how you approach each prospect should suttle and direct, but not obnoxious. The worst thing a sales team can do is push your customers and prospective customers away by overloading them with calls and emails.
As I’ve stated before, the sales funnel and pathway to conversion must be firm, clear, and established by businesses before marketing is to drive traffic to them. Otherwise, the close rate will fall off the cliff and you will find yourself questioning the validity of the traffic, instead of the validity of the sales side interactions and processes.
Marketing Eye focuses on arming our clients and their sales teams with the collateral and sales tools needed to convert, follow up, and streamline the prospects and leads throughout the pipeline.