Sales people are constantly asked for larger sales, higher conversion rates, and better customer service. What if you could accomplish all that, at the same time?
It’s actually relatively simple. Here’s what you do. And yes, I’m fully aware of the simplicity of these steps. Most sales people just don’t like them, so they don’t use them, even when they understand how effective they are.
Step 1 – Contact your active customers
Active customers are those customers who either have a subscription-like deal with you (they pay you weekly/monthly), or you’re currently negotiating a deal with them. Offer them some additional services, products, or features. If you manage to create a relevant offer, they’re likely to buy it. But only if it truly is relevant for them. Upselling is by far the easiest way to create larger sales.
Step 2 – Contact hot leads
Hot leads are prospects who have recently bought something from you, or have asked for some information. After active customers, hot leads are the best customer group you have. Again, create an offer that’s relevant for them, and price it well. You can convert hot leads into customers more easily than any other ones.
Step 3 – Contact cold leads
Note that I said, “leads”, don’t start cold calling. Cold leads are customers who bought from you in the past, or asked for information a while ago. They’re unlikely to buy anything immediately, but if you can make a relevant offer, they’ll come back sometime. The point is to offer them what they wanted.
Is that it?
You can’t expect everyone to buy something, but your odds are still much higher. And you do accomplish the three tasks: higher sales and conversions, and you take care of customer service. Basically these simple steps make you the ideal sales person ;)
If you decide to contact them through email, read the short series on email customer contact first.
Do you have other ideas or more steps you should take to sell more? Share them in the comments below.
