Closing sales strategies can be overwhelming and stressful! Are you constantly feeling stressed about selling your products or services? Do you get nervous about asking “Okay, are you ready to book this?” Then this episode is for you. Listen to learn our three quick strategies to ease your sales process.
When it comes to closing sales strategies, it is important to have the confidence in closing the sale and having strategies implemented into your business. Having an intentional plan and strategies can only set you up for success and instill trust into your clients from the very first interaction.
In this episode we talk over three quick closing sales strategies and encourage you to figure out your conversion rate. Stay tuned because we also have a little homework for you to implement into your business!
Measuring your Conversion Rate – Your conversion rate is the percentage of inquiries that turn into bookings. How you can figure this out is by taking your booked sales divided by your inquiries, and then multiply that by 100. You will want to decide how you want to measure your conversion rate. You can measure this by doing this on a Year to Date basis, a Quarterly basis, or a Monthly basis. This quick tip will help you understand your business better.
Add an expiration date to the quotes you are sending out. By doing this, you are immediately setting an expectation with the client and letting them know that there is a timeline for them to make a decision. With events that are more than 14 days away from the event date, our sales team gives a 14 day expiration date. For events that are 7 days – 14 days away from the event date, the client has a 48 hour expiration date. For events that are 5 days away from the event date, the client has a 24 hour expiration date.
We have implemented this to allow our team the accurate timing to order, scheduling staff, and getting together supplies needed to properly execute the event. This also sets the expectation with the client and our sales team clearly communicates this with conversations through email, phone calls and in person meetings.
It is so important to have a really good follow up process. Do you know the amount of interactions with your business that it takes before you close that sale or book the client? In 2016, the number was eight times. 8 times! Now, can you guess the average for 2022? Over 6 years, the average amount of times it takes to close a sale or book the client is 12 times. Twelve times! Why is this? Our attention spans are so much shorter! We have busier days, we get multiple calls, texts, and emails a day. This is where your marketing strategy matters.
We recommend getting creative and switching up your follow up routine to create multiple opportunities for your client or potential customer to get back to you. Create an expansive follow up process and follow up at minimum, 6 to 8 times. Like we mentioned, our attention spans are much shorter than before and you need to make sure you are getting in front of your client!
Invite your clients in for an in person consultation. Showing what you can offer and your services to a client face-to-face, you are more likely to close the sale or get that booking. Show what you have to offer, let the client feel your products, and introduce them to your team! This immediately instills confidence and trust into your business that you can and will execute what you are bringing to the table.
Introduce your onsite team to them! Let the client know that on their event day, they can place a name with a face and meet who they may be working with. This helps with insuring your reputation but also creating trust from the very beginning. When meeting in person, we encourage you to ask the client to bring the final decision maker with them. It could be the event planner, the parents or the coordinator. This further allows the conversation to have expectations met from the beginning stages and ensure your expertise. We know that sometimes an in person experience is off the table if the client does not live in town or is out of state, so we encourage you to offer a zoom call to still get that face to face interaction with them.
Now, do you remember the homework we mentioned before? We encourage you to implement our three strategies into your business, today! First you need to figure out your (current) conversion rate, implement the strategies we talked about and in three months from now, run the numbers again and see how your conversion rate has increased! We would love to hear from you and your success story about how your business has changed. Please DM us on Instagram at @therender.co so we can cheer alongside you!
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