4 Common Sales Mistakes and How to Avoid Them

When it comes to sales, success is not as easily achieved as some people make it out to be. Even though you might think you’ve figured everything out, you might still be left with some unexpected surprises that will ruin your business. Now, there’s no need to get discouraged. Plenty of people make sales mistakes all the time.

What counts is you being able to put yourself back together after making one and being able to learn from it. Moreover, with a little bit of guidance, you might even manage to avoid making any sales mistakes altogether. Just be sure to keep these things in mind:

1. Skipping the qualification process

When you are talking to a lead, it can be pretty tempting to just skip to the whole sales process. However, that is one of the biggest sales mistakes most people make. After all, you can’t possibly expect to sell your products and services to a person who hasn’t been qualified as a customer. For instance, maybe they don’t have the budget to afford what you have to offer. That just means you wasted precious time dealing with someone you can’t guide further down the sales funnel.

So how do you qualify a potential lead? Well, you need to know 3 key details to decide if they are a good addition to your client base or not:

  • What specific types of services and products they are looking for.
  • When they are planning to start purchasing from you.
  • How much they can spend on your products and services.

Even though this process seems like a no-brainer, it’s still one of the most common sales mistakes retail teams make. So make sure to always qualify your leads beforehand.

2. Agreeing with all the clients’ demands

Now, you need to understand that you are there to provide your customers with the solutions they are looking for. However, saying “Yes” to anything they propose is not going to get you anywhere. It will actually show them they are able to walk all over you, which will result in them making even more demands.

If what the client is suggesting does not result in you turning a profit, then you need to cut your losses while you can and start looking for other leads. Also, if you are not able to meet their demands, just let them know. It’s better to come clean and be perceived as being honest than to lie to your clients, since they will find out and tell other people about it.

3. Overwhelming customers with too much information

You might be tempted to start giving out all the details regarding your products and services, but it’s better if you don’t do it. Believe it or not, it can actually really confuse your clients. Just tell them exactly what they want to know about what you have to offer. They’ll get to discover other miscellaneous details as they progress down the sales funnel.

sales mistakes

4. Drifting away from the subject

Some chit-chat might be nice every once in a while, but not when you are in a sales meeting with a client. Remember to get straight to the point when it comes to selling a pitch. The only time it is acceptable to make some small talk is when you follow up, since it’s nice to start off the discussion on a friendly and familiar note.

How to rightfully avoid sales mistakes

Another huge fault most sales people make is not following up like professionals. However, if you want to make sure you do your best when it comes to follow-ups, then you need a quality app at your disposal. This is where we can help you out.

Our app allows you to perform proper follow-ups in a very easy and efficient manner, while also sporting a user-friendly design. This is one investment you’ll never regret making.

How to Transform Your Blog Content into a Powerful Sales Tool

There is no denying that running a blog can have a powerful impact on your sales process. Not only is it very efficient when it comes to attracting new clients, but it also does wonders for the credibility of your company. Also, you’ll get to actually use your blog as a very efficient sales tool without seeming too obvious.

After all, people don’t really trust businesses who are too direct about what they sell nowadays. You want to be a little more subtle if you want to achieve success. So just keep these things in mind when promoting your blog content:

1. It is vital to focus on your clients

While you might be tempted to solely use your blog content to promote your products and services, you need to focus on your audience first if you want to turn your blog into an efficient sales tool. If people just see that you keep on promoting your products without actually offering anything worth reading, then they will simply look elsewhere.

If you want to achieve success, then you need to structure your content according to your audience. Sure, promoting your products/services is a possibility, but don’t just focus on that. When it comes to building the foundation of a sales tool, you need to address the most important question: How does this benefit my clients?

Feature your products/services in your blog content, but be sure to point out how it helps your audience. Also, don’t forget to offer other alternatives as well. Otherwise, your blog won’t be much of a sales tool but more like a client repellent.

Money at hand by Don Hankins, on Flickr[Photo credit: Don Hankins]

2. Anticipate their needs

If you want to stay ahead of the game, then you need to anticipate what questions potential clients might ask. It’s no secret that pretty much all people turn to the Internet when it comes to solving issues, no mater how simple they might be. This is because it is more convenient than actually having to wait after someone to talk about the problem.

So try to anticipate what kind of questions your target audience might be writing in their search engines and write your content according to them. For instance, someone interested in roof cleaning supplies might ask “How do I get roof algae off my roof?”.

Once you manage to do this, you will see that more and more people will be contacting you regarding your products and services.

3. Diversify your content according to different audience segments

You can’t just think of your customers as all being alike, since that will get you nowhere. You need to segment your target audience according to all the needs they might have. This means putting a lot of time and effort into analyzing them, but it will definitely be worth it. This way, you’ll get more customers because you’ll address different problems.

The sales tool you need to achieve success

Putting together a customer-friendly blog is nice, but it’s usually not enough. This is where our app comes into play. With the help of the user-friendly CallerQ you could meet your endgame goals, by doing a thorough follow-up on potential leads in a professional manner.

 

What the World’s Top Sales People Do Differently and You Should Too

Whenever we feel like we’re stuck, we look for inspiration, motivation and we look at what other people who have the same job as us have done before to achieve success. This can work for anyone.

Motivation and inspiration are like fuel for people. By researching others, we’re also capable of expanding our point of view on certain matters.

Today, we’re going to talk about sales people and what advice we could take from the best ones in the world.

What to learn from the world’s best sales people

 

  • Be one step ahead. If you want to succeed in sales, you have to think about your clients’ needs all the time and you should start doing that from the moment you approach them. If clients believes even for one second that you’re only after their money, then the deal is not going to happen. Be one step ahead by finding solutions to problems they weren’t even aware they had.
  • Don’t be afraid to receive negative answers from your prospects. This is actually a good strategy that you definitely need to try and I’m going to tell you why. At first glance, this advice defies what sales people are constantly learning during training sessions: To get their clients to say “Yes”. But when a prospect will say yes repeatedly, then the more they say it, the less meaning that yes will have to them. After multiple negative answers, when a prospect will finally say yes, they will have more confidence that they made the right choice. This is the exact same strategy that is used by real estate agents and it seems to be working just fine for them.
  • Be honest. If you want to gain your prospects’ trust and turn them into your clients, then you need to be honest in everything you do. Don’t try to sell something that you don’t believe in because people will be able to spot these kind of things. When your prospects ask your genuine opinion about the service/product you’re trying to sell, instead of emphasizing how great it is, try to give them your real opinion. People appreciate honesty and they will have more faith in you if they realize that you’re not just trying to push something down their throat.
  • Protect your reputation. We all make mistakes or bad choices. It’s hard not to make them. It’s basically how we grow and how we learn as human beings, especially when it comes to our professional life. No matter what decision you make, always keep in mind that you need to protect your reputation. Clients come and go and money doesn’t define you. But your reputation is the only thing you have and will have from the moment you start your career.

One final tip from me

sales people

Following up is one advice that I would add to this list. I’m sure that most sales people are already familiar with the importance of following up, but I figured that it doesn’t hurt to mention it one more time.

Following up can make the difference between closing a sale and giving up on a prospect. If you’re a sales person who mostly uses their phone to follow up and you also manage a team, then you could try our tool, CallerQ.

With only one tap, you will be able to set a reminder for when your next call should be and also analyze your team’s performance. Its extremely user-friendly design will allow you to set up follow-ups with only one tap. Plus, all the reports are automatically generated, so that will be one less thing you will have to worry about.

What sort of advice would you, as a sales person, like to offer us in exchange?

How to Follow Up By Phone Like a Pro

In order for your business to prosper you need to keep the lead generation process to have a constant flow. However, it’s not as simple as just advertising your products and services, receiving a phone call and calling it a day. No, you also need to make sure you properly follow up with potential customers. Otherwise, you’ll get nowhere.

But how would you go about doing that? Following up by email is definitely a possibility, but it’s not very efficient. This leaves following up by phone as the next best option. However, you need to make sure you do it right if you want to achieve success. Keep these phone follow-up tips in mind and your client base will soon increase:

1. Always make sure to write down relevant information.

Especially when dealing with new leads. Just making mental notes is not enough. Many sales representatives fall into the trap of either skipping a call because they don’t know much about the lead in question or making a follow-up anyway, but having no idea who the person on the other end of the line is.

This is a sure way of not only losing potential customers, but also setting a bad name for your business. This is why it is vital to write down important information when talking to potential clients. If you call them up, address them by their name and bring up a subject you recently discussed with them, they will find it easier to trust you and your business. This will make it easier to convert them into long-term customers.

2. Get into a positive mood when doing a follow-up.

You might not think people can tell what mood you are in over the phone, but they can. Calling up a potential customer when you’re in a bad mood won’t end good, since they’ll be able to tell that you’re not too excited about giving them a call to continue your discussion.

Postponing the follow-up until you’re in a better mood is also not a good idea, since you’ll just end up forgetting about the call, giving potential clients the impression that you don’t care about them at all.

Your best bet is to take some time to gather your thoughts before making a call. Don’t think of it as something you have to do. Instead, think of it as an experience that will improve your communication skills and ensure your business will be more successful. This way, you’ll get into a positive mood when doing a follow-up, something potential leads will easily pick up on.

follow-up                                            [ Photo Credits: Danielle Chang’s Flickr ]

3. Act casual and be sure to listen.

If you dominate the entire conversation, then your call is bound to be a failure. It’s okay to start out by talking about your last discussion and what services and products you can provide, but you need to make sure the conversation has a casual tone to it. Don’t make it feel too forced.

4. Don’t neglect the next step.

When ending a follow-up, you need to make sure that both you and your lead know what comes next. It’s not pushy, it’s being professional. This will show potential customers that you are confident and know what you are doing.

Just be sure to also get their permission when setting up the next step of the process. It’ll show them you care and make you seem more trustworthy.

Our App Can Help You Make Your Follow-Ups More Efficient

Putting these tips to good use will definitely help you out, but you also need the right tools for the job. Use our app and you’ll always be prepared for the unexpected. Because of its convenient Two Taps Meeting and One Tap Reminder features, it’s an extremely efficient app that will never let you down.

Moreover, you’ll also not have to deal with reports anymore, since they’re automatically generated according to the way you use the application. Free trial included.

 

How To Motivate Your Team To Do Follow Ups With Prospects

Sales managers are constantly looking for new ideas in order to motivate their teams. Even if the manager has plenty of experience already, or it’s his/her first time on the job, they can often find themselves in the situation of not having a productive team.

This is where the motivation to do follow ups comes in. In sales, it’s all about following up with prospects, or with actual clients. People are so busy nowadays, that they most likely won’t reply to your emails or calls the first time.

That’s why follow up is so important, especially with prospects.

So here are some ideas that will motivate your sales team to do more follow ups.  

follow ups

1. More follow ups = more sales = more money!

Pretty much everyone that is a sales person is in it to make money. That being said, explain to them the following scenario. When they email/call someone, and they don’t answer the first time they do it, they lose money. Why? Because that person was probably busy, hasn’t had time to answer his/her phone, read the email but didn’t have time to reply, and just forgot about it.

But if your team would do a follow up, that person might pick up/reply to his/her email the next time, and even close a sale. It’s easy as that.

2. Rewards work every time.

For some, the bonus they get for each sale might not be enough, and they don’t really see the point of doing follow ups every time. You can go that extra mile, and offer them rewards as well, by setting up a target they need to reach in order to receive those rewards.

These rewards can be trainings, or other prizes they might want. If it’s something they’ll want, they will be motivated to reach their target.

3. Recognize their achievements.

There’s nothing worse than working diligently to accomplish something and your boss doesn’t appreciate all the work you put into it (or anyone else for that matter).

Think of a unique way you can show your sales team that you recognize their work. You can even start with something small like an “employee board of the week”, or an idea similar to that. Again, think of something that will motivate them personally, because not everyone thinks or feels the same way.

4. Let each member of your team be the sales manager for a few days.

Your sales team most likely doesn’t realize what it takes to coordinate salespeople. The manager is the person who is responsible for making sure that the team is doing their job. And if they’re not, then the manager needs to take action.

It’s a good idea to let your team members be in the manager’s shoes for a while so that they realize the importance of follow up. They will be more motivated to do follow ups afterwards, because they’ll appreciate and understand the challenges of being a sales manager.

A Tool That Helps You With Follow Ups

If your team finds it hard to remember to do a follow up over the phone, then CallerQ is an app that will help them be consistent. Salespeople can decide when to do the next follow up, and they’ll receive a notification on their phone that will let them know about that.

It’s also a great app for sales managers that want to track the performance of their teams.

Do you motivate your sales team to do follow ups?

How To Be A Top Notch Sales Manager

The title “Sales Manager” doesn’t even begin to describe the pressure that befalls this position. The word “manage” is extremely vague, considering all of the responsibilities resting on your shoulders. In order to be a top notch sales manager, you need to be a leader, a motivator and a teacher. Since all of these won’t fit into one word, “manager” will have to do. It’s just a word. The power behind it lies within YOU.

Sales Manager 101

The people in your charge must have respect, trust and admiration for you. This doesn’t come naturally. It’s earned.

To do this, make sure you have a clear, concise vision that explains in what direction you want your team to go. It’s not enough to verbalize this vision. Write it out. Display it in a common area of the workplace. If your team telecommutes, email it to them often or display it on your company site or anywhere that they’ll see it frequently.

The next step is to come up with a plan. Show them how you want to attain the vision with step by step actions. Develop all of your strategies, policies and sales campaigns based on the vision so that they have a clear path to follow.

Once they grasp the true value or purpose of the vision and they accept it, you will have a team willing to follow you. This is the very foundation of their trust.

sales managerPhoto Credits: Chinese Federation of Labour’s Flickr

Leading the Pack

Now that you have their trust, you need to maintain it through specific actions. It’s imperative that you lead by example. Do this by being the first to arrive or begin work and the last or one of the last to leave. Never ask anyone on your team to do something they haven’t seen you do. Lastly, never become so stressed or busy that your team feels like they can’t come to you with a problem or a question.

Teaching Skills That Guarantee Sales

As a sales manager, the most important thing you can teach your team is that failure has the most valuable lessons to offer. When you come across a team member whose sales are on the decline, the only way to help them is to listen. For many, it’s difficult to listen in on a call or a meeting where the sales rep is completely ruining the closing sale. The urge to jump in and take over is overwhelming, but your employee won’t learn how to sell like this.

Listen carefully to the entire conversation without intervening because, in order to teach them, you need to know what their weaknesses are. If you intervene, they don’t feel that sense of failure. It’s that sense of failure that brings a teachable moment.

When you’re aware of your team’s weaknesses, you’re able to help them turn them into strengths. Mistakes can only be corrected one at a time, so listening periodically and addressing one weakness at a time until it’s corrected is a guaranteed strategy to teach them the skills they need to excel in sales.

Motivating the Motivated

No matter how good a sales manager you are, if you don’t have members on your team that are motivated to begin with, your chances of getting results out of them are slim. Only hire motivated individuals. This way, you’re able to focus on alleviating any conditions that compromise motivation for your sales reps.

Often, office dynamics are out of the direct control of the sales manager. However, part of your duties do include providing an environment that’s productive for the entire team. Remember to take this approach when facing circumstances that hinder your team’s motivation and performance.

As a sales manager, you do indeed wear many hats and combat many stress-related issues. The power behind being a top notch leader ultimately rests within YOU. Our app can eliminate some of your stress and increase the effectiveness of your team. To prove this, we’re offering a free demo. Increase your impact on your team and on your organization’s sales today by requesting your demo right here.

 

Why Customer Care Should Provide Effortless Experiences For Customers

Customer care directly correlates with sales. A business cannot thrive or grow without both. With the onslaught of the digital revolution, potential clients demand a much higher level of customer service. This begins at the moment of engagement and lasts even after the purchase is made. In addition to these higher standards, each customer is unique and only wants to engage on their terms. This evolution can leave some companies in the dust…unless they have the ability to provide a personally guided experience for each and every customer.

This new trend is referred to as ‘Omnichannel Consumers.‘ This is because customer care now encompasses interaction on multiple devices (PC, mobile & tablet) across multiple platforms (website, email and various social media outlets). In order to engage, the content businesses provide needs to address product information, pricing and benefits across all of these channels and still be relevant to individual wants and needs.

customer carephoto credit: Daniel Rehn‘s Flickr

The New Era of Customer Care

This new era demands that companies make themselves and their products available 24/7 across all outlets. If they’re not, they’ll lose countless customers to their competitors. Customer care must encompass easy access on all channels at all times.

User Friendly Self Service Tools & Resources

Because technology has spoiled society, customers are always looking for immediate gratification. They want a user friendly experience when browsing, researching and purchasing. Tools to aid this concept are FAQ pages, educational (Youtube) videos and any information that empowers them to find the answers to their question quickly and independently.

A clear, concise terminology that thoroughly highlights the benefits of a product, provides an easy return policy and does so in a reasonable amount of time is highly favored. This involves being able to look at the customer experience from all angles during every process, from initial contact to final purchase.

Chat Solutions

While customers often want an easy, do-it-yourself experience, there are times when being able to connect online with a representative is valued. This can be either on their PC, mobile or tablet. For smaller companies, staffing a 24 hour call center isn’t feasible, so how can they compete?

Thanks to technology, website owners can connect an alert to their cell phones for every email they receive or every contact request a new visitor fills out on their site. Being set up to respond instantly is almost a sales ‘norm’ across all online industries. Offering this type of one-on-one experience establishes trust and confidence in any purchase they’re considering. It also makes a powerful statement regarding the value your company places on individual customer service.

Customer Tracking

A noticeable weakness in customer care happens when customers interact on one channel and then have to repeat what they’ve already provided to a live representative. Unless you have an app or a hard file that you carry with you everywhere, you’re not going to be able to meet the needs of your customers if you don’t have access to past communications.

As online business continues to evolve and infiltrate across multiple channels, many customers become frustrated when they’re promised a callback or a follow-up and they never receive it. Instead, they have to call the company. Not only that, but they have to spend their valuable time repeating what they’ve already told another representative.

In an effort to establish premium customer care, CallerQ is an app that ensures you’ll never forget or miss a callback or follow-up again. The app provides easy one tap rescheduling for when a potential customer doesn’t answer. It also provides two tap meeting reminders, pulling up the customer name, phone number and reason for the meeting or phone call. In addition, since many times you’re on the go or out in the field, CallerQ can provide real time reports that you can easily access from your mobile phone. This solidifies individualized service and follow through for companies. Try our demo today and discover the latest and greatest method for providing premium customer care for your business today.

 

7 Follow-Up Techniques That Will Improve Conversion Rates

Improving conversion rates is the dream of any sales manager. You might think your sales team is doing a great job of converting potential leads, but they might be making huge mistakes. Proper supervision is key, but it also helps to ensure they know their way around proper follow-up techniques. Here are some ideas to get you started:

1. Give prospects a free taste of what you have to offer.

By doing this you are ensuring your potential clients will be open to the idea of a sales follow-up. This way, you will improve conversion rates and dispel the myth that you only care about the customer’s money.

Start by showing prospects which areas their business is lacking in, how the competition is ahead of them and how you can help. It’s tough love that will help your sales strategy in the long run.

2. Improve conversion rates by networking with your leads online.

Having an online presence is a must. For instance, you’ll have an easier time making successful follow-ups if you have a LinkedIn profile. Don’t think social platforms are important? These statistics will surely change your mind.

If you have a pleasant conversation with a certain prospect, ask him/her to connect with you via LinkedIn. It will make it easier to follow up with them.

3. Make use of various tools.

Not a lot of people think about including all sorts of apps and tools in their follow-up strategy, which is a shame. A simple tool like Newsle can significantly benefit your business. It will let you know whenever one of your potential clients does something newsworthy, provided they have a LinkedIn account. This gives you the opportunity to send them a congratulatory email or note, opening the way for a new follow-up.

CallerQ is another useful follow-up tool that will make your life a whole lot easier by improving conversion rates. Not only will it save you a lot of time when it comes to doing reports, but it will also provide you with valuable field data. This tool is also very easy to get used to.

4. Plan ahead – this is vital.

Don’t start thinking about setting a follow-up after the meeting is over. Think about it during the meeting. Set a time and date that works well for both you and your prospects. This way, you won’t have to worry about needing to play a game of cat and mouse with potential clients.

Planning ahead will increase conversion rates.                                  [ Photo Credits: Hackathon Stefanini’s flickr ]

5. Using a newsletter can prove to be useful.

Email follow-ups are not that efficient at improving conversion rates, but they have their uses. Newsletters will introduce prospects to your business plan, thus increasing the chances they will respond to your follow-up calls.

6. Build up to what you have to offer.

Don’t start your first meeting with potential clients by shoving your products in their faces. Start out by asking them about their experiences with past products and what they think could have been improved upon. If you want to see those conversion rates go up, then you need to build up to a proper follow-up and offer your products only when prospects really need them.

7. Time it right.

If you want your follow-ups to be met with success, then schedule them towards the end of the week if you can. Keep in mind that people are generally happier on Thursdays and Fridays than they are on Mondays and Tuesdays.

Keep track of all your follow-ups.

So how can you manage your follow-up strategy in such a way as to ensure it’s successful and increases conversion rates? Well, according to Gary Vaynerchuk, a successful sale is all about being passionate about what you’re doing and using the right tools. You bring the enthusiasm and we’ll supply the software.

 

How to Properly Follow Up With Potential Clients

In this day and age it’s only natural to assume that the Internet is the medium through which most sales are performed. You might think that focusing on emails instead of cold calls is the way to go, but you’d be wrong. According to some companies, cold calls have a bigger response rate than emails. This means a cold call is more likely to give you the chance to follow up with prospects.

This leads us to another problem most sales reps face, namely failing to follow through with potential leads. This can be a difficult task, but there are ways to ensure it will be met with success:

1. Pay close attention to what the person is talking about.

In order to properly follow up with potential clients you need to be able to start a conversation. This means having a subject to talk about, preferably one the clients in question find interesting. But how can you know what they’re thinking about and what they like? After all, you’re not a mind reader. Well, it’s all about paying attention to what they say. It will allow you to take mental notes regarding their behavior and needs.

If you start off by talking about something they were interested in, your follow up will be much more powerful. It will make them remember you in both a friendly way and a professional manner.

2. A follow up needs to be firmly scheduled.

Don’t end your calls by simply letting the person on the other end know you’ll get back to them in a couple of days. Vague commitments won’t get you anywhere in life. Set a specific time and date. If none of the time frames you suggest are good, then let the prospect choose one.

You might think that insisting on a deadline will make you seem pushy, but it will actually show you mean business and know how to be efficient.

3. Never waste a potential client’s time.

This applies to everything from the moment you need to check in with potential leads to how long you keep them on the phone. If you didn’t get the chance to properly schedule anything, then you need to act fast. Contact potential clients in two days’ time and you’ll improve your chances. Anywhere after three days may be considered rude and inconsiderate.

follow up                                         [ Photo Credits: jessie essex’s flickr ]

Also, keep in mind that a follow-up call should never inconvenience the client by wasting too much of his/her time. Don’t insist too much if they don’t seem receptive and don’t use stereotypical phrases that sales representatives use. You will only annoy potential clients. Greet them, remind them what you last talked about and get right to the point. They’ll appreciate your professionalism and the fact that you’ll give them useful information without rambling on too much.

Making it all easier for you.

These pointers are just the tip of the iceberg. Making quality follow-ups is vital, but what happens when you just don’t have the time to keep track of them all? No need to worry because our app can solve all your problems. Sign up for a free trial and you’ll soon double your client base and turn a larger profit.