We increased sales conversion by 10% here’s how

Recently we’ve had quite a few clients work with us on increasing clients. There is a two pronged approach that’s needed for both generating the leads and then converting those into sales.

Today I wanted to dive into the latter to help increase those conversions.

I by no means am an expert in sales. However after paying an extortionate amount of money to learn directly from 3 entrepreneurs making 7-8 figures yearly. I’ve learnt a fair amount.

Especially if you are a consultant or coach that does high ticket sales. This 10 step process is brilliant.

Here’s the current structure I have myself and my team follow.

I hope it’s helpful to give you more structure and increase your sales conversion.

P.s. if you didn’t check out my post on 3 systems for sales … I would suggest checking it out!?CHECK OUT HERE

1. Attitude and environment

• You need to be in the right state to close sales
• I would always recommend standing up if you have a standing desk
• Have a professional background for calls
• Research the potential client and really think about how you could help them

2. The Greeting (0-30 seconds)

Build rapport

It’s important to build rapport as soon as possible. Ask about their day, make them laugh and share about something that you read about them. P.s a compliment will go a long way!

Position the call

For example: “Great so let me clarify the purpose of the call today. My aim is to understand what your goals are and the challenges that you have and see if we have a service or if I know of any resources that can help you move forward. Make sense?”

3. Clarify their situation

This is what we call the fact finding section or the staircase. Here is where you dive deep into the challenges and goals that your potential client has. You can’t help them if you don’t really understand the challenges they’re facing.

NOTE: If you don’t ask what they mean by “revenue” or “procrastination” then you’ll be guessing. Dive deeper into what they REALLY mean so you can really support them to achieve their goals.

4. Summarise and transition

Relay back to them what you’ve understood so far, make sure you’re on the same page and you haven’t missed anything before you go into the pitch.

Note: One of the best ways we have found for doing this is through sharing an analogy that will resonate with your potential client. Be creative and share a story of where they are and where they want to be, this works very well as stories can influence people on many levels.

5. Pitch

Here you are sharing what makes you different and the core pillars that you help your clients with. The key here is to link them with what you’ve found in fact finding, to both the pain they’re experiencing and the goals that they want to achieve.

For example: You mentioned you wanted to gain more clients - our first step is called the Client Attraction Process where we help you to gain more clients in your business.

6. Trial close

Gain clarity on if they would want to go forward with you, or if they need more clarity.This is a temperature check, there is no point in sharing more details if they aren’t interested in what you have to offer in the first place.

My favourite question: On a scale of 1 to 10. 10 is let’s make it happen right now, and 0 is I will never speak to you again. Where are you at present given the process I’ve described to you so far?

7. Objections

Work through any objections that they have. Remember that often people will lead with saying that money is the biggest issue. However, dig further and you’ll often find there is something else holding them back.

Make sure to be calm here and relaxed. You don’t have to SELL, just be genuine and human.

8. Negotiation

Here you may add more value to the offer that you have or downsell the client to some alternative coaching packages. The key here is finding a service that will help them to achieve the result they desire.

You want to think about how you can add more value to your offer ahead of time, so that you are fully prepared for this step.

9. Payment /deposit

Here you may add more value to the offer that you have or downsell the client to some alternative coaching packages. The key here is finding a service that will help them to achieve the result they desire.

You want to think about how you can add more value to your offer ahead of time, so that you are fully prepared for this step.

10. Wow service

Don’t just end the call there, you want to WOW them. That is key.

If you have an unexpected bonus or something else that could really add value to them, here is the time that you would add that in. This will reinforce their decision and make sure they have a great experience working with you.

If you found this helpful, do make sure to give it a like or share if you think others could benefit from this.

Warmly

Ben Ivey