As a small business owner or entrepreneur, many times we fail to close sales because of poor follow up. I’ve actually spoken with business owners who have admitted that they don’t follow up and/or proudly proclaim: “I’m not a salesperson” or “I don’t do sales to well.” Typically my response is always the same: “If you’re an entrepreneur, you’re in sales. If you’re not selling something you do not have a business.” It’s that simple.
If you’re hesitant to embrace the selling process, you are doing yourself and your buisiness a big disservice. Experiencing success in sales is about establishing good habits that you repeat on a constant basis.
Below, I’ve listed 3 expert tips that I believe will help you establish good habits so that you experience greater sales success.
1 . Set aside time for prospecting.
Too many business owners and salespeople in general find themselves spending far too much time doing everything else but prospecting. If you don’t schedule it and hold yourself accountable, you will not do it. Prospecting is a must. Failure to identify leads, attract leads and nurture leads will result in a lack of leads and a lack of business. Of course a lack of leads means that your sales funnel is empty and there is nothing in the pipeline to convert to a sale.
The best way to avoid a dry pipeline, is to set aside time for prosecting on a regular basis. Consistent prospecting will be your key to consistent selling.
2. Practice consistent follow up.
It’s important to note that most business owners do not close the sale on the first, second or even third attempt. Those who practice consistent follow up, are more likely to get consistent sales. If you don’t believe that the quality of your follow up is important, check out the statistics below.
A. 2% of sales are made on the First contact.
B. 3% of sales are made on the Second contact.
C. 5% of sales are made on the Third contact.
D. 10% of sales are made on the Fourth contact.
E. 80% of sales are made on the Fifth to Twelfth contact.
The above numbers prove that it’s best to continue to follow up with a prospect until you’re sure there is no interest. The key is to make your follow up messages and communication come across as educational and helpful on a consistent basis.
3. Build credibility early.
Remember it’s not what you say that counts but what your prospect believes. Perception is reality in sales situations just as it is in real life. It’s your job to build credibility with your prospects early on in the process so they trust you and believe in what you’re saying.
Get to know your prospect. Ask them about their wants and needs in a way that gives you clues about how you can help them. There will be times when your prospect can’t articulate what their challenges or needs are. It is at that point, you must offer clarity about your unique selling proposition so that you position your product or service as the solution for them. The bottom line is simply, if your prospects don’t believe you can help them, they will not hire you or want to buy from you.
Credibility will pay off in the long run when your prospects go searching for others in your industry to compare you to. If you have not built credibility with your target customers over a consistent basis, you will not be top of mind when they are ready to buy.
As you can see, the one common thread to ensure sales success is consistency.
Did this article help you? If so, leave me a comment below. I’d love to hear from you.
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Lori A. Manns is an award-winning, marketing, sales coach and business strategist who works with small business owners to help them elevate their brand, get more clients and grow revenue. Lori A. Manns is CEO of Quality Media Consultant Group and founder of the Trailblazer Business Academy™ where advancing entrepreneurs go to learn business growth strategies the soulful way. Lori is also the creator of Sponsorship Sales Secrets System; ™ that shows you how to get more sponsors and sales for your business, guaranteed. To purchase consulting services on marketing, advertising or sales and, learn how to increase your revenue and grow your business; please visit the small business solutions page on www.qualitymediaconsultants.com.