3 Ways to Close More Leads
Generating leads is the first stage of the sales funnel. The next important step is closing those leads, the overall goal of every sales team. Much can happen during the sales process to cause a lead to fall out of the funnel. In this blog, we will share three simple tips to help close more leads.
1. Master timing and targeting
Timing and targeting are essential tactics to successfully closing a lead. Competition makes it essential for companies to set themselves apart. One way of doing so is by targeting a specific market segment or customer demographic and effectively connecting with them. Statistics show that 75 percent of prospects do business with the company that contacts them first. Statistics also indicate the average lead response time is 17 hours. Initiating quicker response times is an immediate change that can set your business apart from its competitors.
While timely communication is important, being intentional and strategic with targeted communications should be a top priority too. Thoughtfully establishing a sales funnel, promoting a product mix that meets the prospects’ needs. For example, if the company is building a community of large family homes, it doesn’t make sense to target ads to baby boomers or retirees. Missing the mark by targeting the wrong market/audience or sending the wrong message, can attract ineffective leads that will not result in increasing sales. Fortunately, focusing on both timing and targeting can quickly make a difference in generating positive results.
2. Offer relevant & valuable connection
Generating more leads, requires attracting customer interest. This begins by providing potential customers with information that showcases the value a product or service has to offer. It is also important to gain a clear understanding of a customer’s unique needs and challenges in order to create value and build trust.
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Gathering customer data helps sales and marketing teams gain a better understanding of its customers and develop relevant, valuable communications. Forget the flashy sales pitches; instead, utilize tools to capture customer information via questions that help better identify and qualify prospects’ needs. Using a CRM solution, whether it’s a customized CRM system or an out-of-the-box option, provides sales and marketing with the data and tools to identify and better connect with customer leads through more relevant communications and campaigns.
3. Invest in the right tools
Investing in the right tools to manage the sales funnel will help close more leads. Thanks to CRM or Customer Relationship Management software, the sales process can be personalized, while making it automated and accessible. With the touch of a button information is accessible in real time. When a CRM solution is implemented and adopted, a salesperson can access new leads on mobile, learn what they are looking for and follow-up almost immediately.
Many homebuilding companies use a CRM platform, but often don’t use it to its full potential. We typically find our clients to be capturing potential customer information, but sometimes missing crucial details making it difficult for sales to access, or it isn’t providing the reports and analysis the sales team requires. For a CRM to truly make an impact, it works best when it is designed with the end users in mind and tailored to fit the business.
If you are looking to enhance your sales operation, learn more here about how a custom CRM can help you close more leads.
If you think your business would benefit from a more automated environment to manage its sales funnel and close more leads, a customized CRM is quite possibly the best solution. Reach out to the Wipfli team to schedule a demo call and discover what it can do for the sales function of your organization.
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