When we are having sales meeting whether that be face-to-face or over the phone, you want to look at ways to convert your ideal prospect into a customer.
If you are having a conversation with your prospect, it means that they have already gone through part of the sales process, which is:
To get them to the next step, which is BUY, you will focus on 4 key areas. These areas will help increase your conversion rate with prospects.
The start of the meeting is really important as you want to make both your time and your prospect time useful. The steps to increase your lead conversion during a sales meeting are:
1. CONTROL – grab control of the meeting and outline the agenda
2. CONFIDENCE – people will buy from people that are confident. Show confidence in your product or service. You may want to share results through case studies or testimonials.
3. COMMITTMENT – There are two forms of commitment required. The first is the prospect committed to your product or service. They believe that your solution is the perfect way to solve their problem. The second commitment is from you to them. This will demonstrate that you are committed to their cause.
4. CONVERSION – The last part is converting your prospect to a client. This can be taken even after the first transaction. Creating a system that offer additional communication or values after the transaction will further demonstrate that you are the right person for them. The follow up will help you also promote other products or services; build trust to gain repeat transaction; or get a referral.
Implement these steps to increase your conversion rate.
I hope you found this useful. Please do leave a comment below.