Profits and sales were slipping.
Using a number of fairly sophisticated marketing techniques, potential clients were invited to presentations, exhibitions, updates and seminars as opportunities for face-to-face contact. Yet sales conversion rates were disappointing. The practice was simply letting new business slide through its fingers.
Poor sales performance despite having a decent product.
Poorly trained staff and lousy systems.
A few simple changes that will have a massive impact on your bottom line.
- Who is the ideal/target customer? What are their problems? Why do they buy your product?
- Do you really understand what it is that the customer is buying? Are you selling the benefits rather than the features?
- Why should people buy from you when they can buy from the competition
- What makes you different from the rest?
- How to start and finish a conversation?
- Do you deliver a credible and compelling Audio Logo/Elevator Pitch/One-Minute Intro
- Can/Do you ask for the business? Can you ask for referrals?
- Are you able to close the sale?
In the six months we worked with our client we saw their competitors going bust and the industry lose its confidence. However our client saw client sales rocket. Compare the numbers (which lose their formatting on most machines - sorry!)
- Leads 300
- Conversations 140
- Proposals 50
- New Clients 20
- Leads 350
- Conversations 180
- Proposals 95
- New Clients 50
Well, small changes in how you go about the sales process have a massive impact. Many trainers use Micky Mouse numbers to impress their audience but here is an example where the numbers speak for themselves.