Friends as a business owner did you realize that your sales results keep going up and down from one month to another month. Did you wonder why your sales results are not consistent?
Today I am going to share with you the secret of getting the consistent sales results. Therefore, be with me on this article till end.
My name is Rakesh Sharma and I support the business owners and salespeople to grow their business and maximize their profits.
I work with lots of business owners and one common complaint I have heard from them is that their sales results are not predictable, they are not consistent, and they keep going up and down. This mainly happens because they do not know how to to keep their sales Funnel full.
Therefore, today I am going to share with you the detailed strategy of keeping your sales funnel full so that you will keep getting predictable and consistent sales growth.
Let’s get going. But before that I must remind you to subscribe to our YouTube channel and click on the bell icon so that you keep getting our future videos time to time.
The professional selling has three stages. These three stages are common in all type of industries. These stages are prospecting, presenting and follow up and closing. If your sales results are not satisfactory then we are going wrong somewhere at any of these stages or all these stages. What I mean is that poor results of sales may be due to lack of prospecting, or we are not presenting enough, or we are poor at our follow up and closing. If you want to increase your sales, then it is imperative that you must increase the quantity and quality of your activities at these three stages. You start with the large number of prospects and give presentation to lesser number of your prospect and then new start following them. But not all of them give you the order only few of them give the order. So, you start with a large number at the top from the prospective level and then and finally get reduced to a small number at the order closing level. This model of three different stages starting from large number at prospecting to smaller number at the order closing is called sales funnel.
An intelligent sales manager will always keep an eye I on his ratios from prospecting to presenting to follow-up and auto close. And he wants to continuously improve upon these ratios. These ratios are called conversion ratio. To get consistent and predictable sales results you need to keep your sales Funnel full which means you must have large number of prospect, then must deliver your presentation to large number of prospects so that finally you can get large number of sales orders.
Today we are going to share with you the seven tips for keeping your sales funnel full up to the brim.
1. Run Prospecting Campaigns: For keeping your sales funnel updated it is important that as a salesperson you put extraordinary efforts for prospecting. We can find different ways of prospecting, which can be done through networking, referrals, and introductions, you can also do cold calling if required. Our focus must be to get quality prospects. The quality prospect can be defined as follows.
a) Quality prospect has genuine need for a product
b) Prospect has favorable impression about your company
c) Prospect values the result and the benefit of your product and the amount you charge as price
d) Prospect is willing to make a buying decision
e) He is a good source for future potential sale
2. Attend business networking meetings: These days there are lots of business networking platforms available. You must become a formal member of some of these networking platforms. You must do deep networking on these platforms. Do not try to sell. Rather become a giver. The business will start flowing to you after some time on its own. The biggest mistake the amateur networkers make is that they try to sell during networking meetings.
3. Work on your elevator pitch: Many networking platforms provide you opportunity to formally talk about your business and explain what you do. But they give you a really short time for this not more than 30 to 45 seconds. Therefore, you must prepare your elevator pitch in such a manner that it attracts the people attention immediately and deliver your elevator pitch in an impressive manner. Post your presentation you will get certain prospect enquiries. You must connect with these prospects and follow up for the business. The elevator pitch can also be used in one to one discussion during informal network meetings. The whole purpose of effective elevator pitch is to tell your network partner about yourself in short and concise manner, in minimum possible time.
4. Follow up… Follow up and Follow up: Follow-up is the mother of sales. If you analyze properly all the leads which you have been getting in recent past you will find that you have lost many leads only because you did not follow up consistently. Consistent follow up is the key to successful selling. As per one research it has been found that as many as nine follow ups are required for concluding a sale. But most of the average salespeople do not go past 3 follow up. If this is the situation you can imagine that how much business, they may be losing to their competitors.
5. Host private events: Hosting private events like birthday parties, festival celebration, performance celebration, invitation to your factory, office and so many other good ways to get new prospects. This is also a good way of building a relationship with the old customers and prospects. If some orders are stuck with some prospect and you invite them in some private events there is every possibility that you might get the order very soon. Similarly, you can strengthen your relationship with the existing customers, and you can expect new business from them. However, currently due to COVID hosting private events is becoming difficult but you can always find out the alternatives and you can still hold small private events in place of large ones.
6. Contact your old customers: Contacting your previous customer is a particularly a good way of keeping your sales-funnel full. Your previous customers already have a high level of trust on you and they would like to do future business with you. But remember that your competitors are also knocking the doors of your existing customers. Therefore, if you do not keep in touch then you might lose them. On contrary, if you continuously keep on building and strength relationship with your existing customers they will become an ongoing revenue stream for you.
7. Participate in trade shows: Trade shows and exhibitions are particularly a good way of exhibiting your product to large number of prospects. As a salesperson you need to be exhibitionist. You must find opportunities to demonstrate your product and service as and when possible. You can participate in the meetings of business associations and talk about your product and services and find the opportunity to demonstrate your product. Once you exhibit your product and service you create the visibility and credibility of your business. So, we recommend that you keep finding and every single one of such opportunities.
Friends, develop a powerful opening statement for a question about your business that will immediately grab the attention and interest of a good prospect. Keep record of the number of prospects at each stage of funnel and find your ways to keep adding more and more numbers at every stage. Sales is ultimately a number game. If you want to get more orders you need to have more prospects. Constantly monitor your conversion ratio and keep finding new ways of generating more and more prospects and qualified leads.
My mission is to support more than 1 lakh business owners and sales people during coming three years by providing them quality and affordable business growth and sales tools. You can also become the part of this campaign by circulating this article with all of your business friends.
Thank you very much for reading and Happy Selling!
