Inbound Sales Tips
Inbound sales tips - Inbound sales are the front line in beating your competitors.
Get the call handling skills right, and you have a happy customer, who gets the right products, on the right day at the right price. Get it wrong and you have unhappy customers, invoice queries and extra admin plus the cost of putting the order right. It's essential that you look after those people who want to order from you. How you take an order does make a difference, any doubts? Look at our latest
survey results. Inbound sales tip customer care matters Make it easy for people and companies who do want to do business with you to spend their money with you. Return their phone calls, thank them for their order, make a follow up call to make sure they were happy with your product or service.
inbound sales tips Increase your average order values Increase your average order values where possible. On every order, try to cross sell other products which would help the customer. This doesn't have to be a pushy hard sell. Know the products that go with other products. If someone orders a stapler – “would you like staples with that”, if they buy several greetings cards – “would you like stamps to go with that” Draw up a list of products that go together, have it to hand, and ask ask ask. Think of it from the customers point of view. Imagine you had just bought a new cooker, and had taken the afternoon off work to have it fitted. When the cooker and the fitter arrives, you haven't ordered the connecting pack. You didn't even know there would be a connecting pack, why didn't someone ask you whether you wanted it - that wouldn't have been selling that would have been helpful. inbound sales tips make the most of your enquiries Pay attention to every customer contact – when someone telephones for details of your products or services do you make the most of that conversation, or do you just see that as a request for information and send a brochure? Here is a staggering statistic from the Aberdeen Group – on average 69% of leads get no follow up. Think about that, how many people in your company are out knocking on doors, fencing with gatekeepers, phoning decision makers, and there will be great leads sitting in your system because a driver didn’t give a business card to a rep, or someone didn’t see that the request for a brochure was really an opportunity to do business, not just a task on the to do list.
inbound sales tips get the details right Repeat back the order details, dot the i’s and cross the t’s. The more invoice queries that customers have the longer your company is likely to have to wait for payment. And when times are tough cashflow is essential to your business. In fact we know that on one of our call handling programmes we reduced invoice queries to such a degree that cashflow improved by 65%. So don't doubt what you do is important. Cashflow is the lifeblood of any business Resource Centre
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