Leads are like a box of chocolates
Forrest Gump famously noted that “Life’s like a box of Chocolates” - Well so it is with sales. You never know where the next lead will take you.
It’s what you do with the lead that takes it from not knowing what you’re going to get to getting what you want. Closing the Sale and winning the work…….
Here are a couple of pointers that can help improve converting your lead into a Sale:
- Make Contact - Treat each lead with urgency – don’t wait till tomorrow as you don’t know what the client’s expectations are.
- Listen to the client and see what they are after - tailor your quotation to their needs.
- Always Be Closing – trial close along the way and see if what you’re proposing fits in with the client’s expectations.
- Follow up – don’t be afraid to - you’ve earned the opportunity by providing the quotation.
- Close – don’t forget to close. Getting an answer either way is better than wondering what happened to that quote.
- Deliver on what you have sold. Great source of further opportunities.
- Finally, ask for referrals – warm introductions are so much better than cold.
If you have any questions or would like some further assistance, please contact us.
First published on LinkedIn (opens in a new window)
