Breathe life back into dead sales and grow existing ones through great processes
<Notes from A Presentation from Mary Crampton, Magnify Consulting to Sub Urban Northern Suburbs Meetup>
We all want to run successful businesses. Success looks like many things.
A big part of being successful is having a healthy cashflow, a healthy profit – which means you need healthy sales.
How do we get healthy sales?
How do keep our sales – our existing clients – healthy?
Answer – Great processes
So – what is a sales process?
Answer – A sales process is a systematic approach involving a series of steps that helps your business sell your products and services to clients.
Steps in the Sales Process
Good communications underpin great sales processes
Question - How will I know my processes are in great shape?
Answer – Happy Clients, Happy Staff, Happy Business
Question - How will I know my processes need help?
Answer – Unhappy Clients, Unhappy Staff, Unhappy Business
If my processes need help, how can I identify where the problems are?
There is no one right or wrong process for sales
The businesses represented here today will all have a different process for each step of our customers’ journey
Does this mean sales is completely spontaneous?
Take time to consider all parts of your customer journey
There are a whole range of statistics about sales processes. Even if you’ve never thought about your sales processes, you’re probably already aware of some of them.
Example – how do you bring a new client on board?
You can plot out the stages of your customer journey, question for yourself where you think the gaps are, and then consider how to plug the gaps.
Statistics from the National Sales Executive Association:
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people make more than three contacts
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact
Great follow up processes will grow your sales and grow your business
We can see from the stats that less than 52% of all sales people follow up
By following up, you stand out amongst your competitors.
Is there heavy competition in your market? Blitz the competition simply by using great follow up processes
For more information about Mary and the work that she does check out www.magnifyconsulting.co.nz.