So you’re a sales person who wants to increase their sales? What’s new? By now, you have probably realised that you need to generate leads and not just any leads but the right ones who will actually help increase your sales.
We know how hard that can be but we also know how to get the job done! So, here are 5 supercharged generation tips to set up sales for a win.
1. Create buyer personas
A buyer persona is a semi-fictional, generalized representation of an ideal customer based on market research and real data about existing clients. Buyer personas enable you to attract the most valuable leads by understanding their challenges, goals, and demographic traits. Generally three personas are sufficient to get you going. Try out this free HubSpot tool for creating buyer personas: quickly and easily: https://www.hubspot.com/make-my-persona
2. Set a monthly lead goal
We’re sure you’ve heard it before but it’s true - setting goals is essential to ensuring success. And, not just any goals - they should be SMART goals…Specific, Measurable, Attainable, Realistic, Time-bound. When it comes to leads, it’s important to assign a value to your leads - the overall goal for sales is to increase revenue so by taking that total revenue goal for the month and determining what percentage of it will come from leads, you will be able to establish your SMART monthly lead goal. You will be surprised at easy it is to generate those leads (if your revenue goal is also SMART!).
3. Build a leads system
It is key to know who your leads are and where they sit in your sales pipeline. The simplest way to do this is to develop a matrix consisting of four positions: Good fit / Poor fit / Ready / Unready. This matrix will empower you to first qualify your leads and then further build your system of knowing what touch-points to have with the leads in those different positions. This system must always ensure that every touchpoint has a purpose and value is added. Building a leads system will allow for a consistent and accurate way to access the effectiveness of the planned touch-points. The result? No more guessing games about where your leads are at because you are in the driver’s seat!
4. Develop a lead nurturing plan
Sometimes a lead who you thought was ready wasn’t but is still a good fit (easily seen in the matrix you built), so nurture them until they are ready instead of throwing all your resources at new leads! Nurturing includes developing regular touch-points that are meaningful and value adding to the lead - this means developing a great relationship even before they buy so that when they do buy, they become so much more than a once-off customer.
5. Talk to your current clients
Feedback is the breakfast of champion salespeople! Treat your current clients well and you will strengthen your sales system and create an opportunity for referrals from those that have experienced your products and services firsthand.
There you have it - 5 supercharged generation tips for you to improve sales and hit your revenue goals!