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What is a Potential Client – Sales?
Sales – A potential client is a person or organization that, due to its profile and purchasing power, has the possibility of becoming a buyer, consumer, or user of a product or service. These clients do not generate income for the company immediately, but it projects that they would apply the right strategies over time.
A potential client must have a series of characteristics that your sales agents should be able to recognize in advance.
For this reason, the profiling of potential clients is essential to know:
- Your needs
- Interests
- Affinity
- Economic capacity to acquire the product or service
- One or more of these characteristics will determine whether or not there is a sales opportunity.
- That is if a user can become a potential customer.
- In many industries, especially in technology, a sales opportunity is known as a lead. When the potential opportunity has a good chance of becoming a real customer, we speak of a “qualified lead,” which determines according to the user’s interest in the product.
Strategies to Convert Leads into Sales
1. Customer Service Software – Sales
A fundamental step is to implement a Customer Service Software to:
Keep track of all customer communications in a single program.
Integrate different communication channels through Live Chat Software and Chatbot Software (which are categories of Customer Service Software and enable functions such as video calls, traditional calls, etc.).
Make a more accurate profile of each client and make it easier to contact them. Centralize and automate marketing and customer service strategies, for example, with automatic mail templates. Conduct satisfaction surveys with varying degrees of depth and critical moments in the customer process. Organize a work team with service agents who can take calls according to their area of knowledge. Save on resources with self-management features, searches, FAQs, and automated emails.
2. Don’t keep Potential Customers Waiting – Sales
Leads are a new product and can’t wait until the next day. The prospect’s interest level drops dramatically after an hour, and they may prefer to go with a competitor. Therefore, it is essential to establish internal routines for handling incoming leads. Directing leads to a personal mailbox may not be the best option due to the email overload sales reps often receive. There may also be forgetfulness.
A better idea is to direct people to company email and ensure multiple people have access to it through Help Desk Software to ensure quick handling.
3. Difference Between Two Types of Leads – Sales
You can place the potential customer into two categories based on the purchase stage they are in. These are marketing leads and sales leads. A potential marketing customer can, for example, access free white papers about the features of a product or service. Likewise, a sales prospect can request a meeting or contact the sales department directly to access pricing and implementation data. Anyway, all leads are, in the long run, sales leads.
To provide a valuable first impression, it is essential that you first qualify the view. If you don’t get this step right, you won’t close the sale because you’ll be communicating with a potential customer who isn’t ready to buy.
One way to accomplish this process is to determine if the potential customer has already taken action before, such as attending a conference, downloading an e-book, or submitting a contact form. All this information store in your Customer Service Software.
4. Organize Sales Teams – Sales
Some organizations prefer to split their sales team into two: one for existing customers and one for new opportunities.
But beyond the title you give your teams, the important thing is the processes they carry out. To start designing customer service management strategies, you can guide by the following questions:
- How is it most convenient to contact prospects? By email or by phone?
- How will we Follow up with the Potential Client?
- How do we know how likely to close the sale before contacting the prospect? (grade of quality of the lead, according to the pre-qualification criteria).
As you answer these queries, you will be able to define a step-by-step that includes activities and document templates. These files will serve to locate the sales agents to understand at which stage of the Process the potential client is.
5. Keep Potential Customers in the Process
You should not let them cool down but rather take proper management of the times you make calls and offer the sale. The art of managing sales times (or timing ) is essential. For example, if you call the prospect within ten minutes of submitting a web form, they may not be ready to buy. However, he has shown interest in your product or service, so you shouldn’t miss the opportunity to reinforce the idea during the phone call. For example, you can ask the prospect if they want to be added to the company’s mailing list to keep them informed.
It is essential to know that customer service begins long before any sale is made. Keep prospects informed, show you know them, and they’re sure to come back when they’re ready to buy.
6. Monitor your Sales Channel
A sales funnel provides a single overview of the prospects you work with.
With Help Desk Software, it will be easy to monitor at what stage of the sales process the potential clients are and the activities to carry out.
Customer service programs have a metrics and statistics panel that shows sales, opportunities, conversion rates, agent effectiveness, and efficiency in each service channel.
This software also has features to learn how each employee behaves and audit their manners and performance while incentivizing the right actions.
You can access these options using professional software, such as Salesforce Service Cloud7. Attack from Several Flanks
By enabling a more significant number of communication channels, you will be able to test everyone and, little by little, discover which is the right solution for each person.
Then, you will be able to classify similar profiles within the same category and implement the route you have verified that works best for X sector of potential clients.
Do not forget to think of the potential customers of your business as people with different interests and specific needs.
What are the likely Reasons for a Low Conversion Rate?
Is your conversion rate lower than expected? You are possibly not looking at some critical factors of your web pages. Some of them are even considered irrelevant by many entrepreneurs. Identifying these crucial points will help you optimize your growth strategies more efficiently. Below, we list the most mutual mistakes made by companies performing more diminutive than they would like. Then, take the opportunity to analyze if you follow the same path and adjust your conversion actions in time.
Ten ways to Optimize Conversion Rate
1. Be different
2. Include testimonials, opinions, and seals of trust
3. UX
4. Optimized product pages
5. Offer multiple payment and shipping options
6. Have a responsive purchase process
7. Simplify forms and request data that is strictly necessary for your objective
8. Return and withdrawal policy, clear and visible at all times
9. Use cross-selling and up-selling
10. Use email marketing
Conclusion
Contrary to long believed, a sales department does not depend on natural talent to persuade and convince. Instead, sales is a science, and people can learn which strategies work best on a case-by-case basis. The most successful sellers work in a structured and organized way, following the strategies we have listed and centralizing their actions in Customer Service Software.
If you don’t know the best software options for your sales team, visit Compare Software to receive free advice and evaluate professional alternatives
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