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Reassessing your sales process

Article by Fatality Marketing

If you feel as though your sales are slowing down or stalling, then it may be time to take stock of your sales processes and think about how they can be improved. Asking yourself the following questions is a good place to start.

1. Is your sales pitch effective?

Your sales pitch should be concise but contain everything that a prospective client needs to know about your business. The name ‘elevator pitch’ comes from the fact that you should be able to complete it in a single elevator ride.

2. Do you have a script for your sales calls?

Having a script in front of you when you make a sales call can be a very useful tool. However, you do not want to sound as if you are reading from a script, so practise until you can remember all the points that you want to get across.

3. When you get a new lead, what is your process?

In some respects it does not matter where your sales leads come from. The most important thing is what happens when you have them. The most successful companies will have a clear process that is followed whenever they get a new lead. As part of this process then you should determine which of the leads are most likely to convert quickly, and make these the priority.

4. Is your sales funnel working?

Your sales funnel is the process that all leads will go through until the point when the sale is made. You need to identity all the different stages of this funnel so that you know where sales are most likely to be made. You should know how you are going to work through all of these stages with your customers, but you do need to bear in mind that some clients may need longer to work through some stages than others.

5. Are you focusing too much on price?

You should not concentrate too much on becoming the cheapest company in your industry as this may raise questions about what you are cutting back on to offer these low prices. Instead, when you are contacting potential clients, give more emphasis to the value for money that your service provides and highlight the ROI that your clients get. When you are making a presentation, then ROI rates should form a large part of this.

6. Do you need to examine your conversion rate?

Each step of your sales funnel should be examined carefully to see where your potential sales are dropping off. When you have this information to hand then you are able to see exactly where changes can be made in order to give you more conversions.

When your sales improve it brings with it the opportunity to make changes in all other areas of your business as well. If you are honest with yourself about the answers to the above questions then you can really start to make a difference in the amount of sales that you make. It is never too late to start making these changes!

Fatality Marketing is a proud Member of the NSBC.