Did you know that more than 92% of customer interactions take place over the phone? On top of all, an old Google research report confirms that 70% of mobile device searchers prefer to call. But when that inbound call becomes a reality, it is up to you to convert the potential lead into a successful sale.
The truth is that leaky funnels have become more common than you sales professionals realize. Contrary to misguided perception, a consistent flow of traffic doesn’t always translate into successful leads. In fact, unexpected drop-offs throughout the purchase process can spiral out of control.
Fortunately, it’s not rocket science – you can optimize “how” you convert qualified sales leads and make customers happy. It’s a win-win strategy to attain and retain a high conversion rate. Although there are diverse marketing approaches available, sales calls have become more relevant than ever.
Let’s take a look at essential strategies that can help you increase your sales call conversion rates:
Set Benchmarks and Harness the Power of Call Tracking
With the right benchmarks, you will be able to compare your results with industry competitors. For instance, integrated call tracking tools like Phonexa.uk allow you to learn about your sales team’s phone call conversion rates. Gone are the days of page views and total visits. You have to think beyond traditional metrics.
On the surface, this metric can serve as a stepping stone. But if you want to drive revenue, you will have to integrate more metrics. For example, call tracking allows you to assign a particular phone number to a specific marketing channel.
If you have a specific channel, you can track as well as record all calls. You need to think of it as the source to achieve a more accurate ROI.
Conduct Thorough Research on Prospects
It may sound like a cliché, but you should ask people to take some time and research prospects before calling. It is, after all, the digital age, and finding information on the internet should be a piece of cake.
With this knowledge, you will have more wiggle room to make smart decisions during future conversations. Once you develop a prompt response, you can interact with more ease and confidence with the potential leads.
Build a Relationship Before Selling
Before you pitch the product, warm-up and build a relationship that can draw the attention of prospects. In fact, make an impression that could last and help you establish authority and build trust.
Yes, new dynamics and standards of sales are different than traditional approaches. You need a swift “mantra” to close and manage leads effortlessly.
When you think of building a relationship, think more than just asking, “Did you receive my email?”
Use a Script and Trigger Urgency
Following a script religiously is what distinguishes professional and amateur sales individuals. Sure, there are several red flags in the script that you probably want to avoid. Not to mention, you can’t afford to make any remarks that might be offensive.
In fact, even getting the name wrong can lead to disastrous conversations. The trick is to use a script that sounds natural and without a hint of robotic phrases. Again, no matter how complicated the structure of a script may be, you should follow it.
If you don’t want to experience drop-offs, fine-tune your sales pitch and get rid of obscure phrases. At the same time, have an empathetic approach before you drive the attention of the prospect towards a product. You can trigger urgency throughout the conversation to finalize the sale. It is an effective psychological tactic that works on loss aversion.
Don’t Forget About Follow-Ups
Similarly, make sure to combine your calls with ads. So, when you notice a potential lead may not convert, you can ask for a follow-up for the next couple of days. Your goal should be to ask for the email address of each prospect in the first call. After that, you can make consistent follow-ups through retargeted ads and email campaigns. Through these ads and emails, you can send traffic to a landing page to buy the product or book another appointment with you.
Of course, you can follow a more systematic approach towards sales conversion rates and take one step at a time. But you should be aware of the fact that it all boils down to revenue growth. So, make the most out of every conversion opportunity. In time, you’d be surprised to find high sales call conversion rate due to relentless optimization.