The third way to grow your business is to increase your conversion rate.
Are you measuring your success at converting leads, quotes and proposals to sales? Do you regularly review why you aren’t converting more of them?
Are there stand out performers in your team who have a higher than average conversion rate? Are you using the right people in the sales process?
When you deal with customers are you dealing with the decision-makers? Don’t deal with gate-keepers, get straight to the people who can make things happen.
Your conversion rate might be sales made as a percentage of proposals delivered or sales meetings held. If you’re not measuring these, you need to start right now.
– Use a follow up system
– Sales training
– Proposals with options (the choice of yeses)