Written by Sean McPheat |
There isn’t much in sales that’s more important than your pipeline generation. Without leads, you’re dead in the water, and to take control of the quality of leads coming through, and manage them effectively, you need a quality sales system that will back you up and keep those leads coming to you. Check out our Selling Skills Training for some proven ways to keep your pipeline full.
Here are some tips on how to generate and increase your lead generation:
Quality Referral Systems. These must be robust and offer both you and the customer opportunities for more business
Guaranteeing Orders Through Risk-Reversal. This means there is no-risk on behalf of the client actually agreeing to your proposal. You should offer a money-back promise if the product or service doesn’t do what you say it will. You should be baring the risks, so the customer feels they can trust you and not worry about consequences if there are discrepancies in performance
Long-Term Relationship Benefits. There should be a system in place that recognises when a client gives repeat and long-term orders. The longer they sign up to you, the better the results for them and the easier it is for you to manage.
Proper Use Email Campaigns. This means your list must be well-defined and that you have a good chance of hitting the prospects who are in the market for your products. A one in a thousand response rate is a waste of your and their time. Check out these Catchy Sales Email Subject Lines.
Effective Telemarketing. Your marketing approach should offer real, tangible benefits to the companies you are approaching, rather than just being a cold-call approach that undermines the morale of those making the approaches. For more please check out our Telesales Training so you learn how to be good at telesales.
Hold Special Events Or Information Sessions. These free-of-charge events should add extra value to all prospects. It allows them to see what you can offer and makes it a no-brainer to deal with you. It also gives you a great list of prospects that you can nurture
Develop A Unique Selling Proposition. You have to differentiate yourself in ways that will be beneficial to your prospects. These do not include quality, warranties, speed of delivery and such-like. All your competitors will offer the same. No, these are tangible benefits that the client will get from you that they can’t get from anyone else
Increase The Perceived Value Of What You Offer. You do this by showing the results you will bring to the client. The more they see how their business will thrive and grow by using you, the better your chances of doing business. Perceived value is what they get as a result over the long-term, not the cheapness of your product up-front
Better Client Education. Here, you become the partner to your client by showing your knowledge of their market and guiding them on how to exploit opportunities that you, with your wider experience and research, have found lurking in the undergrowth. They may be too close to the ground to see the opportunities that you can see from your higher position
Increase Your Sales Skills. You do this by researching the new ideas of what works and what doesn’t in today’s market-place. Take some Sales Training. If you’re still selling in the same way as you did five years ago, you are being left behind by those sales professionals who have adapted to the new markets and what is now required to drive businesses forward
Qualify Leads Up-Front. Not every lead will be worth the time and effort to pursue. Be aware of which clients will benefit most from spending time working on, and utilise that time efficiently
Deliver More Than You Promise. Your clients will expect the level of service that’s in your SLA. It’s only by going beyond that level that you will create excellent ‘moments of truth’, situations that will ‘wow’ them and make them delighted they chose you as a partner
Nurture The Relationships Through Quality Communications. This means sending them articles you find that will benefit them, referring them to customers you find on your travels, expanding the contacts within your company and theirs, and making them aware of new opportunities in new markets. This will prove that you’re not contacting them simply to sell more of your stuff…you genuinely are interested in their business success and want them to make more profits
Creating more leads can be as simple as getting more of your voicemails returned or following these cold calling tips.
For additional help please visit our Online Sales Training solutions and Sales Assessments.
MTD Sales Training | Image courtesy of Renjith Krishnan at FreeDigitalPhotos.net
Updated on: 17 January, 2013
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