Success is not a random occurrence.
It's a systematic result that you can learn, plan for, and execute.
In this article, I'm going to share the 7 stages of systematic sales success
After a long, intense year of pandemic lockdowns, we’re finally returning to business as usual. I predict there will be an entirely different kind of “normal” going forward compared to what was experienced pre-pandemic. Many people will have pent-up energy from the lockdown and that same energy will be ready to erupt soon. The only question is, will your business be prepared for it?
It’s time to assess your business and the 7 stages that MUST be present to ensure maximum profitability in your online sales.
Most entrepreneurs focus the majority of their marketing efforts on traffic. However, they ask the wrong questions. For example, they ask: "How much traffic am I getting?”
They should ask:
• How many different sources of consistent traffic do I have?
• How many unique visitors do I get from each particular source per month?
• How qualified is each source of traffic measured?
To grow your business, you must diversify your marketing channels. When you rely solely on one channel such as SEO, you are putting your business at risk. If Google makes a new algorithm update, you could lose all of that traffic overnight!
Sure, there are some shady tactics out there that can drive thousands of visitors to a website or landing page, but what about the quality of those visitors? Quality is more important than quantity, so make sure there is a system in place to measure the quality of new leads (and their conversion rates).
2. Lead Capture
Lead capture is the practice of collecting information from visitors who haven't yet decided to buy. The most common example is a free report offered in exchange for the visitor's email address. Once an individual has taken the time to download and read your free report, you can then use their email address to pursue other opportunities to sell them on your products & services.
If you aren't offering a lead capture feature on your website, then one of your top marketing priorities should be to implement this. Most of your visitors don't have ready-to-buy interests so you must capture their information and nurture them until they are ready to buy.
3. Prospect Follow-up
It’s important to follow up with a lead as soon as they express interest. After the initial contact about your product or service, it's important to follow up until the lead is ready to make a purchase.
According to a recent survey, nearly half of leads will purchase in 18 months, and 85 percent will do so within 3 – 18 months.
A system of follow-up can significantly increase your potential sales. If you don't have a system of follow-up in place, you're missing out on at least 42% of potential sales.
It's important to know the sales process of your business. Most will have an advertising campaign and a website along with social media that will draw in potential customers.
But what happens from the first phone call to the closing call? This is an area where most businesses neglect to optimize.
Your sales calls can benefit from a little preparation. But remember, the steps to success are measured and repeated, not spontaneous. You’ll make improvements each month by refining your sales scripts based on data from your sales calls.
5. Product/Service Delivery
The most important part of the customer lifecycle is the first step — a welcome email or call from your brand. This can help boost sales by simply reaching out and saying hello, and it shows you care about your customers. A little gift is also a nice touch. It shows you understand how to build relationships and cultivate loyalty with your customers.
By placing a customer WOW factor front and center, you’ll see an immediate decrease in returns, refunds, and complaints. This will also allow you to identify and solve problems before they escalate into consumer complaints.
Upsells are an excellent way to increase the value of a customer and increase their lifetime value. If you don’t upsell, then you’re not doing either your customers or yourself any favors.
You do your customers a major disservice when you don’t upsell them. Upselling is about providing the customer with even more value than they expected. This way you can make it easier for the customer to realize their goals.
This is the final stage of the customer lifecycle. You should ask for recommendations from your customers, friends, and family. When a customer doesn’t feel comfortable referring to you, then they will not bother doing so.
You need to have a referral system in place to ask your customers for referrals. You can ask for them through any channel you use, be it email, phone, direct mail, or social media. But make sure you’re asking people who would have been happy to buy from you anyway. Otherwise, you risk leaving money on the table.
The more you over-deliver, the more likely they are to refer you to friends and family. The key is to have high-quality products and services so that your customers feel good about recommending you.
Giving away or giving discounts to people who refer you to new customers is a proven method for increasing sales and closing more of them. Treat your referred customers right, and they will be more likely to refer you even more business.
Are you tired of wasting time chasing down bad leads?
ProspectPuma is an all-in-one sales and marketing prospecting software suite that helps you find, nurture, and close high-quality leads faster.
ProspectPuma’s powerful lead generation tool box gives you the insight to find your ideal customers while our CRM keeps track of your entire sales pipeline. Our easy-to-use dashboard gives you the information you need to close more deals in less time.
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