By calling everyone in your sales process a “lead” you are losing valuable sights on how to improve which results in fewer sales. View YouTube Link Here
Here’s a conversation every owner needs to have with their marketing and sales team which starts with,
“What is the company’s acquisition cost of a client? Is the trend increasing or decreasing? And what specifically can be done to improve it?”
If you received vague answers then here’s what the best marketing and sales teams do:
- Build a sales relationship process recognizing these four stages:
- Target audience - your ideal client based on demographic and psychographic data
- Suspects - those that responded
- Prospects - contacted and engaged
- Leads - qualified for your solution and can make a decision
- Measure your conversions from target audience to suspects to prospects to leads to customers/clients.
- Evaluate why people move and/or don't move from stage-to-stage
- Calculate your acquisition cost at each conversion
- Make changes in marketing and sales scripts to improve effectiveness and efficiency
Need to improve your sales relationship process? Let's talk. I'll offer you a Complementary Sales Assessment.
Call me today: ph: 972 709 6776 eM: StephenMarino@ActionCOACH.com Let's get started...
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