The Art of Building Trust and Rapport
For most of us selling a solution (whether a product or service), we have come to expect a long, often drawn-out, sales cycle before the yes or no verdict. We also know that there are a lot of factors that go into the decision to buy/not to buy from us including the product/service in question, their needs, your salesmanship, etc; But one of the most underrated, yet extremely powerful, aspects of the sale is building trust and credibility with your audience.
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Defining Quality
Since we now know that turning a lead into a sale can often be a long term, sometimes slow process; we have to be certain that the fruit at the end of the journey is worth all of the effort.
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Developing a Lead Follow Up Process
One of the first steps to turning your leads into sales is to develop a clear roadmap on how to get there.
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Long Term Plan for Your Leads
If you have read any of my other articles, you will have learned that in order to Turn Leads Into Sales you need…
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Wanna Turn Leads into Sales? Don’t Give Them to Sales Reps!
Wow, what a title! For those of you who are already a bit wary, I challenge you to continue reading; if not for the ideas and thoughts herein, then at least out of pure curiosity.
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You’ve Got to Track and Measure!
Many years ago, when I just started out in this business, I remember sitting down with my clients or prospective clients and talking to them about the performance of their marketing investments – trade shows, magazine advertisements, mailings, etc… Expecting to hear about their detailed reports, analysis and statistics, I was amazed by what I heard:
“We got a lot of leads”; “We gave away lots of literature”; “I think I saw some leads come through the fax the other day” and my favourite, “It sure seemed busy in our booth”.
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