Tips To Optimise YourConversion Rates

Generating sales from a large portion of the people

you meet has a tremendous impact on your revenue

and profit. Regardless of your current conversion

rate, there are improvements that you can apply

across the selling cycle to optimise efficiency. The

following are several tips to help you optimise your

conversion rates.

Craft Targeted Buyer Personas :

To get people to buy your products and services, you

need to target people with a genuine need. In some

cases, there are multiple buyer types for your

solutions, but their needs and motives vary.

Generate one or more detailed buyer personas for

each of your solutions. Knowing who to target from

the beginning reduces the potential for wasted time

as you focus on appointment setting. After you know

the target, start making those calls!

Engage in In-Depth Need Discovery :

Even with detailed buyer personas, the specific

needs of individual buyers vary. When your sales

reps meet with prospects for the first time, it is

imperative to start with a thorough need discovery

process.

During need discovery, reps should ask open-ended

questions that invite the prospect to describe the full

scope of his problem, including the people,

processes, activities and resources involved. Include

questions about the impact the problem has on

revenue generation or cost-effectiveness.

It is beneficial to identify a sense of urgency as well

to determine how swift a decision is required. The

more you know about your buyer, the better you can

ensure you can provide value by having the right

solution for their needs.

Sell Value Through Differentiation :

When you have focused on appointment setting

with the right buyers, and implemented effective

discovery, the stage is set for value articulation.

During the sales presentation, your rep needs to

communicate the primary solution benefits that fit

the distinct needs of the prospect. If a prospect needs

an urgent resolution, for instance, emphasise your

company’s ability to deliver quickly and with

assurances.

Improve the odds of a sale when you differentiate

your solution from others. Doing so eliminates the

price orientation of most buyers.

Demonstrate With Proof Devices :

Even somewhat desperate buyers can hesitate

without visible proof that your solution meets their

needs. Proof typically comes in the form of a

product demonstration or some other format where

you show the ability of your solution to resolve the

issue.

When applicable, incorporate case studies, client

testimonials, third-party publications and other

supporting materials into your presentation.

Wrap-Up :

By focusing on best practices and optimised

performance throughout the selling cycle, your team

can consistently improve conversion rates. However,

appointment setting is often the make or break step

that influences efficiency.

You need to set your sellers up for success by getting

them meetings with qualified leads that have a high

likelihood of making a purchase. Internal Results

offers an appointment setting solution aimed at just

that. Plus, you only pay when a meeting is

established.

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