Learn How To Convert Incoming Calls Into Sales!
From Potential Client Sales Enquiry to Engagement
When you’re running your own small business, the sound of an incoming call can be the start of a new opportunity with a potential client, but it fills some of us with dread.
How Most of us Deal with Sales Enquiries…
You’re settled in your home office, immersed in the day’s tasks when suddenly the phone rings. On the other end is a potential customer, expressing interest in a service they’ve found on your website or social media. After a brief chat, your go-to response? “OK, if you give me your email address, I can send you more information.”
But why do we default to this response? It could be because sales aren’t our main expertise, or perhaps the thought of guiding the conversation in a more assertive direction feels daunting. Most crucially, it’s likely because we lack a structured approach. To truly capitalise on these opportunities, your goals should be clear:
- Engage in a longer conversation.
- Gather as much information about the customer as possible.
- Secure a commitment for a second interaction.
Let’s get some structure for closing a sale with a potential client
Structuring the Conversation with a Potential Client
Step One: Acknowledge
Begin by expressing gratitude that the customer has reached out. Use warm, welcoming phrases like, “It’s great to hear you’ve found something of interest on our site.”
Step Two: Explore your potential clients’ drive
Next, delve a bit deeper with a few well-chosen questions. Ask them what specifically caught their eye and how they discovered your website. This not only shows interest but also helps you understand their journey of finding you.
Step Three: Investigate the needs of your potential client
Now, if possible, probe further. Ask how they see your service or product benefiting them, what other solutions have they considered, and what appealed to them about your offering. These insights can help you tailor your approach to meet their needs more effectively.
Step Four: Summarise your call
Keep it simple here. Thank the potential customer again and summarise your understanding of their needs and interests based on the conversation. This ensures both parties are on the same page and demonstrates your attentiveness.
Step Five: Sale Closing Options
The key term in this step is “options.” It’s crucial to maintain engagement with the potential customer beyond this initial call. Make them feel there’s a clear next step by suggesting a few alternatives based on the conversation’s tone. For instance:
Our 3 prime objectives for closing a sale with a potential customer should be:
- Propose a face-to-face meeting to ensure you can offer the best solution tailored to their needs.
- Offer to arrange a Zoom call to provide a more detailed walkthrough of your services.
- Suggest sending them additional information, such as samples or testimonials, and then booking a follow-up call.
If you opt for the third suggestion, remember to set a specific time and date for the follow-up and send a calendar invite to confirm their commitment.
Seeking Further Guidance on Closing Sales?
The transition from enquiry to engagement doesn’t have to be daunting. With the right structure and approach, converting incoming calls into sales can become a more intuitive and successful part of your business strategy.
For more tips and guidance on mastering this art, don’t hesitate to reach out to Michelle from Small Business Training Solutions. Let’s transform those potential customers into loyal customers together.
