Sales is always complex, No matter what age you live in. There are always rules that tell you how to go about it. Well.. ask any successful marketer (or ) salesperson, they’ll say that they had their own rulebook. Something that worked for others may not work for you. So though, one needs to keep away from obvious mistakes, they’ve got to find their own way to success.. Let us share some of our own learnings..
Apart from other departments, sales struggles mainly in the department of pipeline management. So here are few tips that help manage the leads better:
1. Never kill a lead..
Even if a prospect says ‘no’ initially, don’t kill the record. Keep persisting with occassional reminders, mails and occassional friendly phone calls. You’ll be surprised how many percentage of such people would eventually say ‘yes’ to your offering and also thank you for keeping in touch. This is the essence of a salesperson, i believe.
2. More is not necessarily good..
Keep your lead pipeline very precise.. Do not just keep consuming business cards and flooding your pipeline. The percentage of useful leads directly affects the effectiveness of your sales activity. And psychologically too, its better to talk to people who are encouraging rather than talking to random people.
3. Let Customers market your product..
Treat every customer as your sales channel. On a successful sale, just drop in a email saying ‘Its a pleasure working with people like you. Can you please refer more people who’d be interested in our offering’. You’ll be surprised how many customers would lead you to many more customers.
4. Score your leads..
When you’ve got a long pipeline of leads in front of you, its very easy to go through the cycle and start calling everybody one by one. This would generally consume long time and the percentage of misses would be too high. Lead Scoring would help you in prioritizing the list and making sure that every call you make has the highest probability of converting to sale.
These are some of the tips that can come in handy.. Happy selling.
– Satya Narayan
Lead Simplified – Lead Management Simplified