When it comes to improving sales, most small business owners think “I need to do more marketing!” or “I need to generate more leads!”.
But when was the last time you sat down and took some time to improve your conversion rate, or the process of converting all the leads you are getting already?
A great place to start is to document your sales process.
Here are four steps to help you get started:
1) Flowchart your sales process.
Document the steps that you go through to get the sale. For some businesses, this can be a very short process. What are the steps that help your customers’ purchase decisions? What do you do to make people buy your product or subscribe to your service and make them perceive your product as a good fit?
2) Review the number of steps in your sales process
Ask yourself these questions: “Do I have I got too many steps? Have I complicated things? Am I drawing things out where I don’t need to? Can I simplify parts of it? Do I need to actually add some steps?”. Perhaps it would be more effective if you were to add a step where you send a little video (testimonials or case studies) at the beginning of your customers involvement process to help them with their decision. Write down what works and what doesn’t so you know what to do next.
3) Work out what tools or resources you need to support each step of the sales process.
For example, a tool may come in form of a script. If so, don’t sound like an automated robot having it word for word. Think of key questions and be more personalised with your customers. What is the key information that you need to ask those questions to find out what the customer actually wants so you can decide if you are a fit? With the right information, you can make the right recommendations so that they can achieve the outcomes your customers are after. These tools would help them choose you on why you might be better to do that job or buy from you rather than your competitor(s).
4) Measure each step of your sales process
Lastly, by mapping out and documenting your sales process, you will be able to measure each step and will make business diagnoses easy for you. When you have a couple different steps for your sales process, you might even be able to work out where exactly your business is falling off, or the where the key issues are. Your conversion rate might be very high doing the quote, but might be a lot lower when you are converting the quote. So perhaps in that case, adding a step to follow up will be a likely solution that can be tested.
P.S. Whenever you are ready here are 4 ways we can help you build and grow your business:
1) Download your copy of 3 Proven Tactics That Give You 5 Hours Back in Your Week
This totally free guide includes tips, time-savers, and expert advice on how to immediately claim back 5 hours of your time each week. Inside you’ll discover 3 proven tactics to stop time being wasted in your day so you get more done each week. To access the guide click here
2) Watch the Business Freedom Formula Video
In the video you’ll to discover the step by step blueprint we use to help small businesses create their version of business freedom. This could be simply streamlining your business so it runs more efficiently, increasing your profits so you have more choices or setting your business up so you can have time off without worrying that it is all going to fall apart. Click here now to watch
3) Book a 10 Minute Exploration Call
If you would like to explore how Biznostics can help you run and build your business, then book your 10 minute exploration call. On the call we’ll find out a little bit about your business and work out if and how we can help you. Book your call here
4) Join our Business Freedom Program
The Business Freedom Program is designed for business owners who feel stuck in the day to day running of their business and their business is not running as efficiently as they like. It helps you make your business much more profitable, much more efficient and much more enjoyable to work at. We are putting a new group together next month so if you would like to build a strong and successful business email us here with ‘Business Freedom’ in the subject line.