Have you noticed it can seem like it takes forever to close a sale these days? With competition increasing, meeting times with the clients getting shorter, and constant market disruptions, it can be tough just to get in the door, not to mention getting a customer to say yes.
The experts tell us that in a good economy when the stars align and everything is perfect, you can close a sale just by calling once or twice on a customer. In a tough economy, when the stars are certainly not aligned, it can take six touches to close a deal. During an uncertain economy, which is what we are in right now, it can take as many as 16 to 18 touches to close a sale.
So you know that if it takes 16 to 18 touches to close a sale, you are going to struggle more than to hit your numbers and grow your business. An uncertain economy is well, uncertain – and when prospects are unsure of what is going to happen with technology, the economy, competition, their employees and their customers. Their struggle impacts your ability to get the deal to close.
So how do you sell in the age of uncertainty? How do you shorten the sales cycle? Here are:
Four Surefire Strategies To Get You There:
- Niche To Expand – first, write down your top ten customers. Those top ten, meaning the customers who bring a smile to your face. You enjoy working with them, and they enjoy working with you. They have or should have more of your products. They are growing and expanding, and most importantly, they pay you!
- Catch the Themes – once you have made your top ten list, step back and look at it. Take a long-extended look at it. You will begin to notice themes, things they have in common. Maybe they work in the same industry, or perhaps they sell similar products, perhaps they are the same age, or the company is in the same growth stage. Whatever it is, write down as many themes as you see. This list, these themes, become the description of your ideal client.
- Use Your Ideal Client To Choose Your Ideal Prospect – now with your ideal client-defined; you have the list, the description you should use to choose your prospects. The more your prospects look like your ideal client, the easier the sale will go, the faster it will move to close.
- Reach Back Out –To your clients, your referral sources, your friends, and family. Tell everyone whom you are looking for, and whom you want to do business with. Then they’ll know whom to send to you. Again, the more you are in front of your ideal prospect, the faster the sale will go.
Sales today is a challenge, but if you understand the marketplace, use these strategies effectively, you will not only shorten the sales cycle, you will put yourself in the position to succeed no matter what this economy does.
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