In order to do that, you have to have a set of sales activities that follow a robust sales process and help demonstrate to your clients that you truly value them as a customer.
At Elation we spend a lot of time working with businesses to help them understand whether the quality of their activity is suitable to get the maximum from their clients. We encourage our clients to take time, regularly evaluate the way that they communicate, and understand what is working and what is not. Being confident that the standard of communication is high is essential in a really profitable business.
By using a diverse range of sales activities you’re able to stay in the front of your prospects and clients mind without pestering them and appearing pushy in a consistent way.
The better your sales activities, the more you can inform your prospects and help them draw faster conclusions in their decision making process – the shorter your sales cycle the better your outcomes will be.
A great quality sales interaction will allow you to act as a trusted advisor and therefore support and influence their decision to buy – confident communication really drives decision making.
Tracking your activities allows you to understand what’s working and what’s not as well as what stage in the process your client is at, and therefore sign post what you need to do next – If you cannot prove your sales communications are having influence you cannot see where you need to improve.
Everyone has a preferred method of communication and everyone learns in a different way. It’s the sales person’s job to educate their clients, and the only way to do this is to make sure you’re giving them the right information in the right way at the right time for them.
It can be reasonably accepted that one of the key reasons for not having the right sales performance in place in your business relates to the quality of the communications your clients are receiving. Reviewing the communication your clients receive can have a big impact on your business. When you’re reviewing this, you should be looking at areas such as:
Is the messaging appropriate, is it well copy written or delivered, is it right for the target market, does it capture the right information?
Are there clear stages to the communication, is all the right information captured and shared, are there strong principles in place about what the customer sees?
Is the client seeing communication at the right time, regularly enough, but not so regular you come across as nagging?
Once you’ve reviewed your actions you’re able to create an action plan to put your changes in place. This should consider:
What new activities need to be inserted into your process and where?
What existing activities need to be refined and enhanced?
Who will carry out these roles?
The key thing here is that by truly understanding the impact of your activities and the areas in which they are not robust, you will more easily be able to influence decisions.
The more easily you can influence their decision, the better service you’ll be providing your clients.
The better the service you provide, the more they’ll come back and refer you to others.
The power of words is the biggest asset your sales team has so make sure you are using it to its highest affect