If you’ve been following along we have been exploring opportunities with our sales qualified cabinet leads. The next step that we need to take is to make plans for the future with this customer.
Up until this point we’ve just been gaining efficacy with our clients and learning more about their business and how we can partner with each other. But now we’re actually planning on how our relationship can be successful and what we are going to do from here after we close the sale.
That’s exactly what we’re going to talk about. I believe that this step, if executed properly and on a consistent basis, can increase your closing opportunity by at least 50% because that’s what happened to me.
When I started making a sales funnel, or a sales process I never realized that selling and closing were two entirely different things. During the selling phase, the planning step is the last thing before moving into closing the job. So this is very important process and if executed correctly you will find that you won’t lose those customers who are on the bubble. In their eyes they already have such a time commitment into you and you have also invested the same amount of time into them that it makes sense for you to move to the next process.
Let's lay the groundwork for planning with sales qualified cabinet leads so that you can convert them into a close-able sale.
Remember that you are in the last step of the sales process, so you are as close to the decision phase as you’ve ever been. Start discussing long term goals: What do you do for your current customers that will benefit this new client the most? What is your shining light that your company does which is better than anyone else which can make your potential customer’s company even better?
2. Finalize a Future
You must address their goals. During the expiration phase you have already learned about what they are looking for as their company grows, so take that information and use it! The lead should know that by doing business with you, they will end up a stronger company in the future.
Try to meld their future plans with what your company can offer. By being at this point in the funnel, there is obviously some form of synergy with your company and theirs. From here you must know what their plans are so that you can combine them with yours and verbalize that during a conversation. It’s key that you do it during a point of contact so it lets them know how you will address their goals. This conveys that you have been listening to what they have been telling you through the whole process
3. Money Talks
One thing that I like to address during this part of the funnel is how your customer could save more money, or make more money by doing business with you. Tell them how your efficiency or your facilities can bleed over to efficiencies in their facility or processes. How can they make more money? Ultimately every business has a bottom line, and the point of sales is to make money so it’s a great conversation to have about how your business can convert into cash for them.
4. Efficiency is King
Another great question to ask yourself is: How can you make their life easier? Meaning, how much easier is it to do business with you, purchase products with you, or deal with you? In our cabinet component cutting business, we like to push the fact that we sell our products online for ease of access. Anyone can create bids so that they can be saved and later converted into a job making much less back and forth communication about what a customer wants in order to create a bid. Instead, they can simply create exactly what they need online and send it to us.
All of this is to say that you should find what you do as a company which will make your customers life easier, and really highlight that point. This will be the best reason to do business with you!
5. Constant Contact
During this phase you need to be perpetually contacting the customer. It doesn’t have to be every single day, but you need to make sure that you have tasks set up and scheduled so that you are always in contact. Make time slots that are dedicated to that customer.
This is such a vital time in the process that you must always be on top of things. You’re not being pushy at this point because you have developed a relationship with a customer that you know fits in with your business and you don’t want that opportunity to go to waste.