As salespeople, we need to not only master the ways around a Sales Agreement or the Property Market, but we need to be expert communicators as well. It takes a lot of work to generate leads and turn them into qualified prospects. It’s harder still to convert them into clients or customers and unfortunately, many of us tend to give up too early in the sales cycle.
Some interesting statistics indicate that ~50% of salespeople tend to give up after one follow up. If you knew you would be able to turn them into qualified leads after 2 – 5 follow ups, would you do it?
The trouble most people face is that they forget the following 5 Sales Communication tips.
Reach out within 12 to 24 hours
People want to get their questions answered and answered fast. Research shows that the sooner you call, the higher your chance is of converting them. Also, remember to schedule a follow-up call. Most people won’t “bite” on the first contact, so gently request for an opportunity to follow up, whether it is for more information or to personally touch base.
Know your Client’s needs
“Cold calling” is already a thing of the past. With numerous ways to access information about a prospective client thanks to Social Networks and Digital Platforms, a Salesperson can tailor their approach to each client. Pay attention to what they are saying, tailor your pitch to them and keep track of what your prospects tell you, in a CRM system or even a spreadsheet.
Qualify your Leads
Prioritize your leads so you don’t waste time on people who may not have the motivation, means and permission to buy. In some cases, a lead may be interested but isn’t ready to move or buy at this time. In that case, put that prospect into your long-term follow up. Touch base with them periodically through combination of email and phone but not so often that it becomes frustrating for them.
Use a Simple CRM System
If you are not already using a CRM (Customer Relationship Management) software, you are missing out on an essential tool that will help make your day easier. CRM systems allow you to record your contact’s information and track results of your conversation with them. Some CRM systems are also powerful enough to help you automate Tip #3 (above) and keep track of it. For salespersons that are always on the move, opt to use a Mobile CRM system instead.
In some cases, your potential clients will not be ready to buy, but might know someone who is. When you have built a good relationship with your potential clients, chances are they will be very happy to pass you some of their contacts and will remember your name when the time comes for them to buy. Don’t be afraid to ask for referrals!
Above all, you will need to take these strategies and make it your own. Find out your angle, story, and strategy and then make it work. More importantly, be yourself.