You are working hard on your marketing and getting lots of website hits, but it can still be really hard to convert those into new business.
There are many stages in the sales funnel, where potential customers can drop out, so focusing on all the different stages and optimising them, can really have a good impact on overall sales.
Consider some basic figures, obviously, these Key Performance Indicators are different for every industry, but in this example, if you can improve the performance of the metrics at each stage by 25%, you could double the sales.
Here are some quick hints and tips on improving performance through your sales funnel:
✅ Make it really easy for people to get in touch, some people prefer to call, others email and others social, so have all these available as options.
✅ Respond quickly to the initial enquiry and remember to ask prospects where they heard of you, so you know what marketing is working for you.
✅ If you are busy all day doing the work, then schedule time each day to respond to new business enquiries or have someone on the team who can do that for you.
✅ If quoting set expectations, always under promise and over-deliver. How quickly you get quotes out reflects on your business, deliver them on time and you’ll come across as super-efficient, which will of course help you convert more business.
✅ Have a template for quotes, so you don’t have to reinvent the wheel every time.
✅ Can someone help you by producing the quotes for you? A virtual assistant can often get a quote out really quickly. Work with them on a regular business and they will get to know your business and quoting style, so a quick call to them may mean you can get back to work and they can get the quote out efficiently for you.
✅ Track your sales enquiries and quotes. You don’t necessarily need an expensive CRM system, a basic spreadsheet system can work equally well.
✅ Schedule in a follow up – check in after a couple of days after sending out quotes to check the customer has received it, whether they have any questions or if they would like to go ahead with the work.
✅ Track and measure your sales funnel. Know how much you are spending on marketing, what leads that generates and what percentage of those you are converting.
✅ Regularly review what marketing is working for you and where in the sales funnel you are losing leads, so you can make changes as needed.
And, if you can’t do it all yourself, get someone like a Virtual Assistant or Sales Administrator who can run your sales process for you and free you up to do the work that earns you the money 😃
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