Do you know as per research conducted by Prime performance solutions more than 70{2facf265810d5c64deca339a00197305ceb917dadef902f2426694cb75f36e2b} of the sales leads do not get converted into orders because of they handled poorly by salespeople right from the beginning?
Friends in this Article I am going to tell you about the important steps to be taken as soon as received a sales lead.
If you follow these steps your conversion ratio from leads to orders shall go up substantially. And you will be able to add more orders to your kitty.
Friends my name is Rakesh Sharma and I help business owners and salespeople to grow their business and maximize their profits.
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So let’s talk about how to handle sales lead effectively.
Friends whenever you get a sales lead you immediately feel happy about it. You start thinking about converting it in an order. You start seeing yourself as begging an order. But this may not be a so easy.
- Research about their business: If you really want a lead to convert into an order make sure you immediately do some research about your lead. You need to find out who they are what they do. If they are into a business, find out what is the type and size of their business. Find out what will be use of your product or service in their business. what type of problem they may be currently facing and how your product is going to help them? This information which you search about the lead helps you understanding their requirements and help in answering their objection effectively.
- Build rapport with your lead: Contact your lead and exchange certain pleasantries for establishing the rapport. This first contact can be on phone or in person. If you done some research on google for your lead, then building rapport shall be easy. Building rapport shall make the further conversation easier for you. If you have built a good rapport with your lead, then getting more information from them shall be easier and serving your lead shall become easy.
- Third especially important step is to qualify this lead. You can use the ANUM format for the purpose of qualifying of the lead. You can establish the need and find out whether product meets their requirement. This is also the time agitate the need so that urgency can be created. Also, you need to find out who is the order signing authority and whether they have the required budget to buy your product or not. You must also find out that how did they get to know about you. This is very important to establish because it helps you finding out the source of lead so that you can build your future strategy around the same source of leads.
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- The fourth and particularly important step is taking immediate action. After you have made first telephonic or personal contact it is important that you decide the next course of action immediately. The next course of action can be your detailed presentation or sending the quotation or sending the samples of your product etc., whatever is the appropriate step you need to act immediately. Whatever you agree with your lead for, it is important to fulfill that next step immediately. Here the timelines for the first action is especially important. The time taken for completing the first step is crucial from the viewpoint of showering your commitment in serving your lead for fulfilling the order. After this step only you get into the selling cycle aggressively.
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