Sunday, January 8, 2017

Increase leads quality - increase sales

Increase leads quality - increase sales

My staff asked me how to increase leads quality.
This is my answer:
1. Leads is the start of sales cycle. So you must have leads
2. Leads can come from your Digital marketing and other traditional methods on getting leads.
3. You must qualify your leads otherwise your sales will not be good.
4. If your leads quality is 20%, then your sales will be 2 successful sales for every 10 customer meetings.
5. You are missing a lot of opportunities because you cannot see all the leads. Many leads you will ignore because you do not have time for it.
6. You are having a panadol. If you meet people with the headache, then chances are you will be able to sell the panadol. If you meet people that have no headache, then you will not sell the panadol.
7. How to do that?
8. Build your questionnaire to enable you to filter the leads.
9. What are the questions?
10. These are probably the relevant quetions that you should ask before seting the meeting with prospect:
a) Do you have any problems in the following areas that need solution:
[] Accounting
[] Payroll
[] Human resource
[] Customer Relationship Management
[] Point of Sales
[] Inventory
[] Product Distribution
[] Manufacturing

(....You can fine tune the questions so that it relates to your business...)

b. When is your plan to solve the problem
[] Within 3 months
[] 3-12 months
[] After 12 months

c. What is your budget to solve the problem
[] less than RM1,000 a year
[] Between RM1,000 to RM2,000 a year
[] Above RM3,000 a year.

d. Please tick if you already have a software to manage your business operation:
[] Accounting
[] Payroll
[] Human resource
[] Customer Relationship Management
[] Point of Sales
[] Inventory
[] Product Distribution
[] Manufacturing

You can organise your meeting and schedule it much better with this information.

You will also notice the following:
1. If your prospect is having certain problem to solve, then he will be happy to share it with you. See whether your panadol can solve his headache.
2. If your prospect is not having any interest to know about your product, then he do not have the headache. He do not need your panadol. Don't waste your time. He will call you when his headache is getting worse. Send him your product information.
3.If your customer is serious to buy the solution, he will be interesed to come and see your office. He wants to make sure that he is dealing with a reputable company, a leading product and a good support team. Invite them to come to your office.

By filtering your leads, you can increase your sales success. Imaging that your success is 40%. This means every 10 sales meeting, you are getting 4 orders. You double your sales with the same number of sales meeting. 

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