Jan 05

Tried-and-tested sales techniques to move leads down the sales funnel quicker (1/3)

Salespeople are the front line of companies, they are both the face of the company and those who help potential customers to choose the right products to make the sale and generate income.

With its importance in mind, we have compiled a number of tried and tested sales tips to make it easy to acquire and engage with prospects. The first part of this series (1/3) covers the prospecting stage of the sales process and exemplifies how a customer engagement software (chatweb – chatbot) like SalesIQ can help with it.

Let’s get into it:

Know your perfect customer  

Unless you reach out to the right people, your sales skills will have no impact on your conversion rate.

Research and create a profile of your ideal client (Also known as a buyer person). How? Analyzing your customer base and mapping their journey.

You will be able to shape your sales process, taking advantage of your time by contacting only your most valuable prospects, those with the highest probability of purchase. If they don’t meet the requirements, the conversation can be shorter.

With Salesiq, real-time visitor tracking and lead scoring can save you time when examining through leads.

Automate lead generation

In sales, time is money. So it’s imperative to automate as much of the sales process as possible.

Configuring a chatbot to manage your first stage may be the key. What can a chatbot do? From gathering lead information to answering questions or even displaying the right products based on requirements, a well-built chatbot is a great asset that enables marketers to take care of qualified leads.

Nowadays, creating a fully functional chatbot is not that complex. The Zoho SalesIQ no-code bot builder comes with a drag-and-drop interface and pre-built blocks for creating a bot flow and adding responses. It is as simple as make a puzzle.

SalesIQ also comes with an AI-powered chatbot that’s as close as chatbots can get to being human-like—understanding customer queries irrespective of the words used, responding using your knowledge base, and even engaging in small talk.

Don’t miss the age-old prospecting goldmine: tradeshows

Amidst all the digital avenues for prospecting, salespeople tend to forget the importance of face-to-face networking and prospecting. Tradeshows and business events are still very effective lead generation tools. A study by The Tradeshow Network showed that 92% of tradeshow attendees come to learn about new products and services in the market. So even though there are costs involved, it is more likely to bring you quality leads who have a higher probability of conversion.

IMPORTANT: the audience of the event must match your ideal client.

Get complete details on your prospects

It is important to have a deep understanding of your prospects. For example, in B2B companies: the role of the contact person, company item, product of interest, pages visited on the website, time spent on the web, among others. It can help you make a specific sales pitch and anticipate roadblocks in the sales process.

If a user started their session on a blog update on how to train their marketing team and then visited your training section, you would know how to start the conversation.

With Sales IQ, you also get detailed website activity of your prospects along with time stamps and chat history, so you’re best prepared to get them through the sales funnel.

Periods of concentration

Block off time slots to focus on one activity—chats, calls, emails, proposals, and more—at a time. This helps you get in the groove and perform them more efficiently, leading to higher sales volume. Focus time of Google Calendar could help.

Be present at the right time

If you’ve read about sales, you won’t be surprised to hear again that a sale is more likely to be made when the prospect is actively thinking about their needs

Finding the solution to their problems at the ideal moment is the challenge.

Every minute on the website results in a decrease in interest, so don’t wait to finish your tasks to initiate contact. Set up chat triggers on your website on high intention pages with relevant messages based on the visitor’s stage in the sales funnel.

How to do it?

Don’t scare them with messages as soon as they hit a page. Schedule the chat activation time optimally: 20 seconds for first-time visitors and 30 seconds for repeat visitors.

Call from a local number

You may know all the secrets to closing the sale, but unless you communicate with your potential customer, all the sales techniques in the world will not help. If the number on your potential customers’ phone is detected as spam, a toll number, or a long distance number, they are less likely to respond. You have a better chance of communicating if they recognize the area code.

Getting local IP telephony that integrates with Zoho applications can solve the issue.

Follow up

Don’t be put off by an unanswered call. A clear and concise email can help you get back in touch. Think about the person’s interests, their problems, and how you can solve them.

 

Today we have covered the initial stages of the sales process: knowing your ideal customer and the initial contact. Would you add any more tips? Let us know. In the coming weeks we’ll continue writing about more tried sales tactics to drive conversions.

At Etixen we configure Zoho SalesIQ tailored to your company, so that it coexists with your ecosystem of applications.