Archive for the Making Sales Leads Payoff Category

Making Sales Leads Payoff (Part 5)

Posted in General Management, Making Sales Leads Payoff with tags , , , , , on August 10, 2009 by Robert Finkelstein

Darts Sales TargetI trust you’ve found my suggestions to be helpful. Applying even one will undoubtedly yield positive results…but I recommend doing all of them. There is a very important element remaining. It’s critical that you keep your prospecting and sales teams excited about their leads.

Here’s how you do that….

more profitsFirst of all, make sure you are personally motivating your team, setting them up to win. Provide your prospects with best leads available. Starting with old, worked over lists is deflating and frustrating. I’ll assume you’re not doing that. So given that the leads are solid, make sure you collect as much information as possible on each prospect every opportunity you get. Give your prospectors well-design targeted questions that give your sales team an edge when they’re talking to prospects or upselling existing clients. “How did you learn about us?” “What is it about our products that interests you?” “How will our products impact your life?” Keep detailed and easily accessible records on each person. The more information your sales people have, the more equipped they are to close the deal. And that will excite them. If they’re confident in their own ability, and you’ve provided great qualified leads, they will be very motivated, chompin’ at the bit to get to work.

No excuses. Improve your lead capturing, qualifying, timeliness and execution. Now go close those leads!

If you have any questions or comments,
please write them below or email me at Robert@RobertFinkelstein.com.

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Making Sales Leads Payoff (Part 4)

Posted in General Management, Making Sales Leads Payoff with tags , , , , , on August 7, 2009 by Robert Finkelstein

Darts Sales Target Do you value leads? How about your prospects? Obviously, your answer is going to be yes, but surprisingly few companies act like it. Crazy, but true.

timer respond to leads7. Act quick. You’ve a got lead – how quickly does your team respond? You know from your own experience that all too often dealing with other companies, the response is slow coming. Your interest in whatever prompted you to call probably diminished with each passing day. Don’t let that happen to your prospects or leads. Respond within 48 hours…no excuses. Studies have proven unequivocally that shortening your response time will definitely increase your closing rate. If potential clients have a great experience with you right out of the gate, you’ll set yourself apart from so many other companies that just don’t value their leads the way they need to.

nurture sales leads8. Treatment. Most people generally don’t buy the first time they’re introduced to a product, whether it’s in person or an advertisement. You need to nurture them…if you want them to grow. If you understand this, accept the fact that you can’t always sell people right away, that it might take a few touches before a prospect makes a purchase, you can design campaigns that move them through the sales cycle and eventually to a sale.

If you take good care of your customers, they’ll take good care of your business.

If you have any questions or comments,
please write them below or email me at Robert@RobertFinkelstein.com.

Making Sales Leads Payoff (Part 3)

Posted in General Management, Making Sales Leads Payoff with tags , , , , , on August 6, 2009 by Robert Finkelstein

Darts-on-target Let’s continue to look at ways to find leads, manage and ultimately close them. Implementing these concepts will yield positive results very quickly.

announcement5. Source. How do your prospects hear about your company? I would assume that it’s most likely via ads, calls, referrals, and any other marketing methods you can think of. Make sure you’re keeping track of how they reached you and how they’re responding. Most advertising efforts require quite a few “touches” before a someone takes action. For each marketing method you use, you need to know what’s working, why, how quickly do people respond, how do they respond, what’s the acquisition cost associated with each prospect and anything else you can think of that helps you manage the sources.

customer_services2small6. Treatment. Between your CRM and your tracking source information, the whole team should be able to have complete visibility to the status of a prospect or customer. Keep in mind, your CRM system will allow an administrator to restrict certain information from whoever is deemed “need to know” only – often financial or personal information is guarded. But what’s important here is that with this visibility, prospects are treated with the same respect and service given to a customer. Answers can be given immediately, actions can be taken and documented for the next time there’s contact with this person. It’s quite amazing how this can impact a prospect’s perception of your company, which in turn, can help your sales pipeline.

Take notice of each new prospect that’s now turned into a customer because you are taking action and improving your systems. Keep up the winning ways.

If you have any questions or comments,
please write them below or email me at Robert@RobertFinkelstein.com.

Making Sales Leads Payoff (Part 2)

Posted in General Management, Making Sales Leads Payoff with tags , , , , , , , on August 5, 2009 by Robert Finkelstein

Darts-on-targetYesterday’s blog was all about communicating, making sure everyone understands their roles and gives award winning performances. Today, it’s about the tools.

crm_internship3. CRM. It’s essential that your team is given the necessary tools to be successful. Obviously, the support and communication from management is paramount. An effective CRM (customer relationship management) system needs to be in place. These tools provide complete prospect/customer visibility to your whole team, and since many are web-based, they can be accessed anywhere there’s Internet. Every interaction, transaction and measurable indicator is captured within the system. Personally, I’ve used Salesforce and had a great experience. Do your research and select a CRM program that’s right for your business.

measure_up4. Measure. Like the old saying goes, “You can’t manage what you can’t measure.” The CRM tool will provide plenty of KPI (Key Performance Indicators), but you need to determine what’s important to your business and why. Once you’ve determined what that is, you can make sure you’re capturing this information, managing it and ultimately, using it to improve your sales. Additionally, you can decide what advertising campaigns are yielding the best results – qualified prospects, leads and closed sales. From this, you’ll know what’s delivering the most bang for your hard earned bucks.

So, bottom line here: Find the right tool and start measuring.

If you have any questions or comments,
please write them below or email me at Robert@RobertFinkelstein.com.

Making Sales Leads Payoff (Part 1)

Posted in General Management, Making Sales Leads Payoff with tags , , , , , , on August 4, 2009 by Robert Finkelstein

Darts-on-target We all want to generate more revenue for our companies, but doing that isn’t always easy. How do you find leads, manage and ultimately close them? Consistent, predictable sales that hit your revenue targets can only be accomplished if you have a well-sharpened sales lead management system in place.

Allow me to offer up some essential strategies necessary to maximize your sales leads (in no specific order).

salesmeeting1. Meetings. Make sure everyone is on the same page. Establish clearly defined goals. You should have regularly scheduled meetings in which you discuss lead generation, relationship building, closing strategies, successes and failures, and your CRM (customer relationship management) program to insure that you’re taking advantage of every opportunity and improving your team’s skills. A lack of communication is inexcusable.

prospecting2. Lead? What qualifies someone as a lead? When does a prospect become a lead? When you know what that is, make sure the whole team understands it…eat, sleeps and breathes it. If there’s any confusion, you’ll have problems. Most leads never get acted upon – mostly because the person prospecting isn’t clear on what to do, never looks for solutions, and ultimately doesn’t get it to the right sales person in a timely manner. Keep in mind, when a prospect is reached, more often than not, they’re not ready to buy right out of the gate. It takes a few contacts before that happens. Most prospectors don’t hang in there. They’ll abandon the tough ones for the easy and often smaller prospects. The sales team never even got the chance. Make sure the entire staff is equipped with the tools and knowledge to win.

So this is just the beginning. Make sure these two steps are in place and we’ll dive into more tomorrow.

If you have any questions or comments,
please write them below or email me at Robert@RobertFinkelstein.com.