You know referrals are a great way to sell. There are varying statistics on the conversion rate of referral sales, but it’s generally agreed that they convert somewhere around 50%. Much more successful than cold calling. Unfortunately, too many salespeople don’t ask for referrals or squander the referrals they get.
People sometimes think of sales like the Wild West – no rules, and all that matters is making a deal. This is far from true. The most important dimension of sales is building relationships and trust – and it all begins with a phone call. I’ve put together 4 unwritten rules of selling over the phone that allow you to build trust and earn the respect of your potential customers.
Do you know what your marketing team is up to? If your answer is no, you may be at a disadvantage when talking to prospects. If a lead comes in through content (say, a downloaded ebook or social media campaign), you need to know so you can talk to them knowledgeably.
According to Forrester, “today’s buyers might be anywhere from two-thirds to 90% of the way through their journey before they reach out to a vendor.” So it’s essential that you know what marketing programs and information they may have found in their research.
Here are a few tips for getting noticed by prospects with the help of your marketing team and some great content.
]According to Gallup’s recent State of the Global Workplace study, only 13% of employees are engaged at work. While this number is higher in the US and Canada (29%), those numbers are still surprisingly low. When you think the time we spend working, it’s shocking to realize that so many people are simply slogging through those hours.
As I researched this subject, more and more, the biggest detriment to poor engagement became clear – poor management.