If your sales revenue decrease while your competitor who sells similar thing is gaining revenue increase, it is most likely that your sales process is broken. Also, if it seems like there is no communication bond between you and your customer, it is more likely that the situation can be worse.
In this article, we are going to discuss the common mistakes that make your sales process broken. Moreover, we also let you know how our team at Exsaleration can help you recover this situation. Ready?Here we go.
#1 Bad prospection
Consider that we are living in a time when traditional forms of marketing used. There were aggressive marketing, when invading information to users, harassing the customer to get an answer, telemarketing campaigns based on purchased lists, consider all types of profiles as a potential market. Such deceptive advertising to hook users, is no longer an option to develop a good prospecting strategy.
If there is something we are tired of, it is a salesman talk to us to sell something that do not interest us. Even current the law protects us in case of being harassed by a company that wants to sell us a product or service.
Today’s develop a campaign, should have a good base of contacts. The prospecting work requires a much more organized work. It also needs analysis of information, metrics, and statistics that are essential to developing a good marketing plan.
The updated contacts, with real information, are necessary for launching email marketing campaigns. This way, you have a better chance to have higher response rate. Some tools allow you to see who opened the mail and how many times your customers opened it. Some even indicate the level of interest of the people who saw it.
Prospecting is the beginning of the process. We must remember that without prospects we do not increase sales.
#2 They do not qualify as customers
We should have a good profile of the client we want to attract. Knowing what customers want is very essential. Let’s say, it is useless to sell an elementary school text book to a university student, or vice versa. You got it? Cool.
#3 Deceptive promotions
How many times have we been cheated to sell us insurance or any other service? To make a good promotion, we must analyze many factors. In short, do not lie your customers. Give them what you promise. If you are not sure about the value you are going to deliver, then ask the customers how you can help them solve a specific problem with your product/services.
#4 Bad deal with the client
There are many types of customers. There are those who have an excellent attitude, and there are also those who have a lousy deal. The seller has to be very agile and intelligent, not to make these people feel offended.
Nowadays, sellers must be knowledgeable, active, astute and very agile people. From the hiring of the sales staff, the company will define if its sales force will be as such strength or a weakness.
#5 Inflated offers
Let’s position ourselves a bit in the shoes of the customer. If you are a customer, what is the first thing you look for when quoting options to buy a service or product? The answer is simple, the best price. I do not mean cheap price, but the best price that delivers the most value.
Sometimes, by selling a good amount of products, we exaggeratedly inflate the prices without considering that many other companies can offer a much more attractive offer. Fortunately, with the help of marketing tools available today we can do a competitive analysis, from researching the type of advertising, the promotions they launch and an average of approximate prices. It is, to know if we are higher or lower in the market and if we are competitive.
#6 Zero follow-ups
One of the most common reasons to lose a sale is when following up is missing. Especially when they are previously interested in your product/service but do not decide to buy yet. You will leave money on the table this way.
These points are what I consider the most usual. However, there are many more mistakes not to close a sale or lose it. Why? Because every business is unique, and this is why sometimes you need a help from the expert to analyze further and recover the situation. We at Exsalaration, ready to give you the best digital marketing advice to improve from a broken sales process. Contact us today and let’s make your sales great again!