Learn Your Lines and Double Your Sales
How well do you and your team deal with your current and potential customers? Do you leave contact with your customers to chance, or do you have a set, uniform approach, especially when dealing with enquiries from those who haven’t dealt with your company before?
What questions are you asking? How do you respond when they ask “How much do you charge?” within seconds of opening the conversation? How are you keeping them engaged, even after the conversation has concluded?
A simple phone or in-person script, modelled from the staff member that consistently gets the best sales results, is a simple way to start implementing scripts into your business. What if you found that your conversion to enquiry ratio went from 1 in 10 enquiries converted to 2 in 10 – that’s a doubling of your business, and it’s cost you nothing. Wouldn’t you then be encouraged to implement scripts for on-selling, up-selling, setting the next appointment, and so on?
And what if those scripts each gave you an extra 10% increase in sales? Your business would skyrocket, and your competitors would wonder what you’ve been up to!
Analyse your interactions with customers. What could have you said that would have prevented them from leaving empty handed? What has worked in the past? What hasn’t? Scripts shouldn’t be set in stone. Trailing different approaches in a controlled manner and picking the ones that that provide the best outcomes means that they will evolve.
It’s also important to define the measures. Intermediate measures are just as important as the actual sale. For example, have you got contact details for follow up? Is there an action the customer has committed to taking? Has further contact been agreed? And what are you going to say to achieve these outcomes?
There is a real power in implementing and testing the use of scripts, and yet it would have to be the strategy that is most ignored by business owners.
Why aren’t you benefiting from scripts today?
May Your Business Be – As You Plan It.
Dr Greg Chapman – The Profit Whisperer
Learn more about how these marketing strategies would work in your business when you request a Free Preview copy of the best selling Small Business book; The Five Pillars of Guaranteed Business Success
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