Some businesses have a very short sales process and include only a few steps and others can have a very long and sometimes complex process.
An example may be when someone makes an enquiry about your product or service via phone or e-mail. You may first need to ask them a series of questions so you can best understand both their needs and wants, you may then need to send them some more information and arrange a time to meet with them, followed by you putting together a proposal and arranging a time to present the proposal to them in person (first prize) or by e-mail. Now if it is via e-mail then you will need to follow up the next day to check they have received and offering to answer any other questions they may have, if it’s a face to face meeting you can do this in the meeting and if you don’t close the sale then you will need to be able to follow up in an organised and systematic way. This may include sending some additional information, or some testimonials or a revised proposal and so the cycle continues.
Think about the steps someone goes through when they buy something from you.
If you know what the steps are you can focus on helping people move from one step to the next.
Do yourself a favour and spend some time mapping out all the steps someone goes through when they buy something from you and then focus on these steps and watch your sales soar.
I would love to hear from you on how this information has helped you or if you have other tactics or strategies that help you get stuff done.
Until next time