As a first we need to know what means the success of your sales process?
Generally, sales processes will not differ from the process features defined through process theories. It will also have inputs and outputs. One of the inputs will be potential customers with whom you are starting your sales process through first contacts. The output, or the results from this process will be your customers, persons who are making an order or pay you for your products and services.
The success of your sales process will be measured as a rate of successful sales from the number of potential customers with whom you have started the process. For example, if you have contacted ten potential customers and later it resulted in sales in five of them, the success rate of your sales process will be 0.5. It is 5 customers/10 potential customers contacted. If you improve your sales process that will bring you eight customers, then the success rate will be 0.8.
Most Important Steps in Your Sales Process
Focusing on most important steps in your sales process can drastically improve the success rate. I would like to point out that all steps are important, but here I will mention some of them according to my experience working with clients who bring biggest and quickest results.
- Gain knowledge about your customers. This is one of the most important steps in your sales process. Why? Because if you better know your prospect, or potential customer, you will better prepare the next steps of your sales process. You need to listen to your customers in order to know their needs, desires, wants, and habits in order to properly qualify your leads and learn how to present real value for them. If you succeed in this, you will increase the probability of success for all other steps in the process.
- Starting the sales process engines. The next important step is starting your sales process engine, which means contacting your potential customers. This is an important step because it is the first contact with someone who can become your customer. What impression you will leave to them and how much interested in your offer they will have? Answers on these questions can have a dramatic effect of the next steps and the success rates of those steps. For example, if you contact them through email, how many of them will open your email will depend on your email’s subject line. How many customers will respond to your email after they open the email? This will depend on the content, or offer you send them with this email. So, use the knowledge gained in the previous step, and create really offer that cannot be resisted.
- Build trust. This is not a special step in the process, but all steps will need to include thinking about trust. How you can build a trust in your customers? Starting from the first contact, closing the sale, and next sales with a customer, you will need to work on building and increasing trust. If your potential customers and customers trust you, you will increase the success rate of your sales funnel.