Building the Sales Process

Posted by admin on May 24, 2012 in General | 0 comments

In aprevious blog I discussed the importance of a clever and consistently applied enquiry strategy. For many businesses after the initial enquiry an appointment is the next step in the sales process. The gap between the enquiry and appointment gives you the change to build tremendous value even before your appointment takes place.

Here’s how you do it.

Prior to your appointment send your prospect some value-added material to build unbelievable levels of trust and connection that makes converting your prospect into a sale so much easier. Here’s a list of great value-added material.

A special report outlining the 7 Pitfalls to Avoid When Purchasing XYZ.
Case studies of past clients success stories.
Client testimonials (preferably on video).
A personal video outlining your business mission and unique selling proposition.
A series of well written auto responders (email messages programmed in advance to deliver on set days). You can include any of the above in your auto responders.

Interesting and helpful information will immediately differentiate your business and position you as a market leader.

Appointment confirmation is another simple and effective way to position your business strongly. Try positioning yourself in this way. “Hi John, Jane here from XYZ Company. Look I am just calling to confirm that I am still available for our appointment tomorrow at 11am.” Confirmations are professional and save you time through no shows.

You may be saying that’s all well and good but my business is retail or has a much shorter sales cycle. No problem. You still have the opportunity to build massive value through clever point of sale material with value building messages and your team should be trained to share case studies or other client testimonials.

By implementing small points of distinction you will have prospects literally asking to get started when you arrive for the appointment.

Our mission is to change the face of small to medium size business so please pass this message onto your friends and associates if you think they would benefit!

If you have other strategies for building value with your prospects please share them with the rest of us.

Here’s to as yet unimagined levels of success.

Best Regards

Tony Fraser-Jones