Sales Archives - Page 2 of 12
Five 5-Minute Tips on What to do After You Send a Follow-Up

Five 5-Minute Tips on What to do After You Send a Follow-Up

You have read a ton of posts and articles on following up with leads. You have become a master of the follow-up… Now what? Following up with your leads is a huge step towards sales success, but many people don’t know what to do after their initial message. Getting a response or closing a sale are the best outcomes from a first follow-up email. Frequently, though, your follow-up email will be sent to the trash and deemed unworthy of a response. Properly engaging your leads gets them filtered into your sales cycle and potentially turns leads to a sale. With so many people telling you how to follow-up, you need to learn what to do when your follow-up works and when it fails, and next steps to consider. 5 Tips for What to do After You Send a Follow-Up 1. Answer Questions Customer responses shows engagement and that they are interested in what you have to offer. Industry research shows that between 45-50% of all inbound sales are not followed up with after the original point of contact. Based on their response, you can better gage the customer’s needs and set up a plan of progress towards sale. Setting up times for calls, video meetings, or a way to further discuss the product would be a logical next step for sales. Well informed clients will feel more confident in their purchases. According to the Harvard Business Review, companies that respond to queries were 7 times more likely to have meaningful conversations, but most companies are very slow to respond or will not respond at all. It was found that companies that responded within the first hour to...
6 Strategies on the Best Time to Nurture Leads

6 Strategies on the Best Time to Nurture Leads

Summer is a great time to develop your garden. Delicate seeds require a lot of attention to grow into strong flowers. Just like your garden, the best way to ensure successful sales is to nurture your leads. Surprisingly, 80% of leads need 5 follow-up calls after the initial meeting to become a sale, but 44% of salespeople give up after only 1 follow-up, leaving a lot of room for improvement. Nurturing leads by making them feel important with a follow up improves the potential for present and future sales. Often a lead requires more than just a sales pitch to be convinced to buy or continue using a product. Knowing the best time to follow up with leads can be a difficult skill to master. Through trial and error you can determine the best times to contact your leads. To help you get started, here are some techniques we found: 1. Respond NOW The best time to follow up with a potential client is immediately. The longer you wait the less likely you are to qualify the lead. The odds of qualifying a lead decreases 6 times over the first hour.  Waiting more than five minutes before contacting your lead causes the chances of closing a sale to decrease 4 times, and 21 times if you wait 30 minutes.   After speaking with a potential client, they know your sales pitch. Increase your product’s value by feeding them important information through testimonials and a mockup of your product. This helps them better understand your product how your product can help them. You can also include answers to FAQs so the customer feels satisfied with their knowledge...
[INFOGRAPHIC] Modern Selling in 2015: Nurturing Leads in the Digital Era

[INFOGRAPHIC] Modern Selling in 2015: Nurturing Leads in the Digital Era

As a society, we have achieved many amazing things through innovation and technology. Our world is more interconnected than ever before. You would think that limitless connection would allow the sales process to become as streamlined and stress-free as possible, yet studies show that the sales cycle is longer than ever. How do you reach the ever-hesitant customer of the digital age? And how do you effectively market to them, and start nurturing leads as they come in? In our infographic below, you’ll discover the building blocks for the blueprint of sales in this modern world… [INFOGRAPHIC] Modern Selling in 2015: Nurturing Leads in the Digital Era Share this Infographic on Your Site! Please include attribution to blog.contactually.com with this...
5 Reasons You Should Track Your Leads (And How To Do It)

5 Reasons You Should Track Your Leads (And How To Do It)

We don’t think we need to convince you that the quality of your lead generation strategy is important for finding new customers. Or that effectively nurturing leads throughout the various stages of the sales pipeline is invaluable to building your business. But knowing how to best track leads can have a huge impact on your team’s productivity, as well as your bottom line. So, what’s the best method for sales lead tracking? Check out the advantages of automating this process and, we think you’ll agree that, if you’re not using sales tracking software, you’re missing out on some fantastic benefits! How to Best Track Your Leads 1. Better Organization  It’s spring and the top thing that has been on my mind has been to organize. It’s the essence of spring cleaning. However, one, year round thing that has always been a priority, at least for me as a marketer and I’m sure anyone on the revenue side of things, is to always keep our leads organized. When you use sales tracking software, organization will no longer be easier said than done. By having all of your lead information readily accessible and categorized by the different pipeline stages, your team will be able to better utilize their time on closing deals and providing excellent customer service. We’ve all been there though, from post it notes to a dry erase board, having a proper, scalable, and organized software or system to track your leads is essential. So what is the best way to organize your leads? How To: Some of these tips may be subjective and are dependent on the way your organization...
30 Effective Questions to Ask to Close More Deals

30 Effective Questions to Ask to Close More Deals

To fall in love with anyone, all you have to do is answer this set of 36 questions with each other. Recently, this was the topic of an article that I read on The New York Times’ website and how the writer tried this technique out. Ever since I’ve read it, I’ve seen these 36 questions everywhere and although I have yet to try it with my significant other (although, we’re past the beginning stages of using these questions ;) ), I understand the premise why they would work. There are psychological triggers behind asking questions and they create a connection with the questioner and answerer. They can compel someone to become more curious or interested. There are four different brainwave states that can be visited in the question and answer stage. All of these brainwave states will not happen at once, but they do outline why some questions would resonate with you more: Specifically, with the Beta and Theta waves. Most of the time, we are in the Beta state, which controls alertness, focus, and helps prepare us to answer questions. The Theta state allows for deep thinking, problem solving, and developing the answer. The Theta state, although mostly resides in the subconscious end, is something important to note because it is the gateway to learning and memory.  With the right questions, at the right time, the answers can open many doors and set off these brainwaves, especially in sales. Even though, as a sales person, you may not be trying to get someone to fall in love with you personally or intentionally set off these brainwaves, but...
One Page Best Practices for Getting to Know Your Prospects [Cheat Sheet]

One Page Best Practices for Getting to Know Your Prospects [Cheat Sheet]

I understand how small talk can be really uncomfortable; however, I may be one of the few people who actually enjoy it (probably because of my high levels of curiosity). I tend to use the general small talk questions, “How are you doing?” “Where do you work?” “What did you do this weekend?” etc, as ice breakers that could potentially lead to more explorative questions. In marketing the small talk comes in different forms and has to be interpreted by data at certain points; but, in sales it’s a little different. Conversations happen at many different points and it’s a sales person’s job to get to know their opportunities and prospects as soon as possible with the small talk and all. So, how do you get to know your prospects best? What questions should you ask? What data points should you keep track of? We have the answers for you in this one page cheat sheet. Here’s are some questions we’ll answer in this cheat sheet: How do you start getting to know your prospects? What are the best questions to ask? Are there best practices to keep in mind? What metrics should you measure? Download your copy of the Getting to Know Your Prospects Cheat Sheet...