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Wednesday, October 17, 2007

SALES RATIOS

posted by on 11:45 PM || topic Sales

Sales Ratios

A wise old sales manager once said ‘There are only two ways to make a sale – By accident and by process – and accidents don’t happen very often’

A good number of years back I did a stint direct selling financial services (life insurance in plain speak!). It was a very useful period that taught me a lot about selling and consolidated all the things I had discovered the hard way trying to sell previously. After an initial training course I was told to get on the phone and start booking appointments. Two weeks later, totally demoralised, I went to see my unit manager to tell him that I just didn’t seem to be getting anywhere. ‘What’s your conversion ratios?’ he asked me. I didn’t have a clue what he was talking about. He sent me away telling me to record how many new leads I ...

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Wednesday, October 17, 2007

ARE YOU MAKING THE MOST OF YOUR SALES LEADS

posted by on 1:22 PM || topic Sales

Are you making the most of your leads?

Getting it right, on your web site, advertising copy and your trade stands means you may well be inundated with people interested in your product or service. They may not have had dealings with you before and this will be the first time they sample your customer service and professionalism. Will they feel confident in a week's time? Customer expectations are that an email or web based enquiry should have a personal response within one day. I'm not talking auto responders here, I mean real inter-activity. Anything longer and the potential customer can lose faith in the company and will probably move on to another supplier.

A recent 'mystery shopper' survey (by Hewson Consulting) of companies that drive people to their web site for information showed a total lack of adequate response from virtually all business sectors. The only exception being Personal Services (I'm ...
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Roy Gough

Having practiced Contact and Customer Relationship Management for many years, in a variety of industries (without realising he was doing it!), it wasn't until the late nineties that Roy Gough;discovered the successful formula he had been following for all those years.