Consumers are getting more and more demanding these days, which is why salespeople have to go out of their way to make an appointment or close a sale. All the more reason to have a good commercial performance during the prospecting phase. Every year, businesses lose almost a percentage of their customers. Increasing sales performance, therefore, represents a real challenge that must be taken up.
It is clear that it is not only companies that offer extraordinary offers that are successful. This is why it is essential to build strong arguments in order to provide real answers to customers’ needs. Discover 10 smart tips to improve the business performance of your business.
1. Defining an effective business strategy
No matter how good your offer is, you need to be on the same page as your target to build trust with them. In principle, your interlocutor will not be able to retain all the information.
It is therefore in your interest to only talk about the essentials, as long as this puts your offers forward. We, therefore, advise you to highlight three axes during your pitch:
- the arguments that allow you to stand out from your competitors,
- solutions to your customers’ problems
- the relationship between your offers and your client’s objectives
2. Prioritize your actions (Eisenhower’s method)
Your marketing campaign should follow a schedule established in advance. This will allow you to get past the ones that are most important and to focus on the priority actions. Scheduling also means delegating certain tasks.
It is a method to save time and achieve more productivity. Work on the Eisenhower Matrix trying to fit in all the tasks you have planned to accomplish.
3. Identify the positioning of competitors
Analyzing the positioning of other competitors is important to situate yourself in your economic environment. The Internet today offers you opportunities to see what others have in store. This will greatly help you position your business and identify your business effectiveness.
Start by analyzing the presence in the market segments, the size of the company, the positioning of the offers, the profiles of the customers they target.
4. Attract visitors
The Internet is a source of qualified customers. Consumers who have specific needs go online to find answers to their problems. Your role will therefore be to propose the appropriate solutions to satisfy these needs. In order to attract visitors, you must demonstrate your expertise.
Your site must be optimal and full of relevant information. All of your pages should contain impactful keywords. The information you present must be attractive enough to arouse the interest of Internet users. Take time to interact with visitors or other users on social media.
5. The conversion tunnel
Commercial performance goes through the conversion funnel. From the outset, you have to know your target and interact with it. Sending quotes is a good idea so that they go further into the details of your offer.
When you see that your prospects are showing interest in your offer, you must turn them into customers at all costs. Use your calls to action such as landing pages, contact forms. By getting a list of contacts, sort out the qualified leads, that is, those who are likely to respond to your offer, and then write down their needs.
6. Google analytics
At the end of the conversion funnel, you will be able to calculate your conversion rate. If necessary, use Google Analytics.
This is the best way to know the origin of your prospects, the time they spend on a specific page of your website. You can then adjust or improve your conversion strategy in relation to the stages of the conversion funnel.
7. Prioritize tasks according to prospect’s needs
Lead maturity is not the same for all of them. The actions you take will depend on the behaviour of the prospect at each stage of the conversion funnel: your content must be adapted to their needs.
8. Control the customer life cycle
A prospect becomes a customer when you are able to take certain parameters into consideration. To be able to control the life cycle of a customer, you have to know when your prospects became customers and by what information processes they got to know you.
You must also clearly state your objectives in this area: develop your conversion funnel over a determined period.
9. Customer loyalty
From the moment you master the lifecycle of your customers, you can then focus on them to improve your business relationship. You can dedicate newsletters, autoresponders or even send personalized emails to their birthdays, for example.
Your content must be more qualitative than ever. It’s not just about increasing your traffic, it’s about nurturing the customers value you have already acquired before.
10. Refer to performance indicators
These are clues that allow you to better perceive your problems. Any manager must be able to deal with subjects and evaluate the indicators in order to master the entire company. The more relevant and important the indicators, the less difficult the decisions will be.