You've already crafted the perfect game plan with a lead-generating landing page and a well-executed advertising campaign, both driving a strong flow of leads. Now it’s time to step onto the pitch and make every chance count. Here are some winning tactics to help you convert those opportunities into sales.
Don’t Be
Slow On The Ball
Ever reached out to a potential customer only to find they’ve already signed with the competition? If that’s the case, it might be time to sharpen your response strategy. In the sales arena, quick reactions are as crucial as they are on the football field. Don’t let an email enquiry sit on the bench for more than 10 minutes, and when the phone rings, it’s your chance to score. Pause what you’re doing and start the pitch.
It may seem like a simple suggestion, but we’ve seen too many businesses drop the ball because they weren’t handling their leads efficiently. If you're finding yourself too swamped to pick up the phone or respond to an email lead, then it's time to strengthen your lineup. Consider bringing in extra help, whether by recruiting internally or outsourcing to a third party, to ensure you’re converting those leads into winning appointments/sales.
Time to Step Up and
Show Your Skills!
When you're responding to an email inquiry or taking a call from a potential new customer, you’re in the first half, and you’ve got limited time to make your move. You need to quickly read the game, understand what makes them tick, and identify the winning plays that most customers positively respond to. Then, weave these into your sales pitch for all. Winning plays could be mentioning your local roots, your years of experience, your competitive pricing, or your rock-solid warranties available.
Top Tip – Most potential customers are like fans in the stands who don’t know your team. Building trust is key. If you have strong ratings and reviews on platforms like Trustpilot or Google, mention them over the phone. While they may not know you, they’ll recognise these big names which will help to build trust (stronger chance of a sale). Give it a go and see how they respond!
Keep Pushing Until The Final Whistle!
When you receive an enquiry via email and try to call but don't connect, don't throw in the towel just yet (remember, people are busy and have lives). Think of it as halftime—regroup and make your next play. As a general rule of thumb, call them back after 30 minutes on the same day. If you’re still not getting through, make another push between 5-6pm, either on the same day or the next, depending on when the lead came in. These times are prime time slots when people are more likely to pick up and engage with you. Essentially keep pushing for that goal!
Top Tip – if you have still had no luck contacting the lead, then don’t give up just yet, let the dust settle for 3-5 days before trying again. Trust us, this approach can lead to response, that sometimes leads to a sale you didn’t expect.
Meeting On The Field
Sometimes, depending on your game plan, you'll need to go beyond just making a pitch over the phone; you'll have to step onto the field and conduct a face-to-face survey to score the sale. In these situations, when you're meeting in person, it's crucial to play with the qualities of respect, knowledge, and trustworthiness. So, how do you bring your A-game? There are plenty of tactics to keep you ahead. The basics—like suiting up professionally, showing patience, answering every question, and avoiding pushy sales tactics are crucial. But if you want to go beyond the basics, consider bringing along a playbook in the form of a brochure that supports your key points and highlights the winning strategies that set you apart from the competition.
Top Tip – Every person’s home is their castle, when you’re invited into a potential customer’s home, make sure you take your boots off (unless told otherwise), simple gestures like this speaks volumes.
Prepare The Pitch
Sometimes, the emails you receive will give you a playbook on what the potential customer needs. Use this information to your advantage by crafting your pitch to directly address their specific requirements. By tailoring your approach to their needs, you'll not only set yourself apart from the competition but also demonstrate your proactive game plan when it comes to doing the job.
Top Tip – In some cases, you'll receive emails where the potential customer is asking for a specific brand, like a Titan roof. Think of it like a football game—if the customer is calling the play for a specific brand, don't try to pass them a different one. It's like offering a red shirt when they clearly want to wear blue. However, if you don't have that brand in your playbook, pivot to the closest alternative you offer and emphasize how this option has more advantages in comparison to the other.
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