[vc_row][vc_column][vc_column_text]In part one of the series we covered the stage where you initiate contact with your ideal customer. In the second, how to convince the lead and close a sale. Today we will be dealing with the last part. Which is the same?
Today we bring you techniques and tips to reduce friction in closing the sale and constantly encourage growth.
Speed up the payment process
According to Harvard Business Review’s The New Sales Imperative study, companies with an easy checkout process are 62% more likely to win a high-quality sale. It may seem very basic but the most common reason for cart abandonment / checkout is friction during checkout. The most reported problems are:
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Unexpected shipping charges
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Complicated site navigation
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Being forced into a long registration process
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security concerns
This is why simplifying the checkout process and offering live chat on your website and/or mobile app can help you increase sales. Potential customers will have the necessary information instantly.
This may seem complicated, since much of your workforce will need to be in chat. Zoho Sales IQ has the answer: not only can you use web chat, but you can incorporate a human-like AI chatbot, called the Answer Bot. It uses natural language processing (NLP) and a library of business terms to understand customer queries and respond using your built-in knowledge base.
will generate continuity
The sales journey should not end with the transaction. Follow up with emails on how to use the product/service and motivate customers to get the most out of the purchase should complete the funnel. This can be automated using Zoho Campaigns (Email Marketing Platform).
Periodically solicit feedback from your customers.
They always have an opinion that can help you improve. Neglecting their comments is a mistake, since many times they are aspects of your business that employees, being immersed in it, do not notice.
With live chat on your website, you can provide excellent support when customers contact you, and even turn them into (internal) tickets for the corresponding team to serve them. How? Integrating Zoho Sales IQ with Zoho Desk (Ticket System).
But what about those who don’t? Just because they don’t pose problems doesn’t mean they don’t have any. According to research by customer strategy expert Esteban Kolsky, 91% of dissatisfied customers who don’t complain simply leave. Periodically request feedback on their experience with your product/service, send surveys. This way you will not only be able to retain those who would otherwise have quietly left, but also get testimonials/success stories if they turn out to be happy customers.
Develop relationships with your customers
As we have stated before, customers do not want to be sold to. Developing and maintaining relationships with them will prevent you from falling into the vicious cycle of prospecting where you are always pushing them more than accompanying them during the sales funnel.
A satisfied customer is more likely to buy than a new one. Existing customers are an excellent source of repeat business. According to the book Marketing Metrics, the probability of selling to a potential customer is only 5-20%, while the probability of selling to an existing customer is 60-70%.
That’s why you have to find ways to keep in touch with customers even after closing a deal: in person, online, outside the business.
Some of the Zoho solutions that help fulfill this advice are Zoho Social (For the management of social networks and their community) and Zoho Campaigns (Sending email marketing periodically).
Ask for referrals from satisfied customers
It stimulates the so-called “Word of Mouth”, one always trusts more in the recommendation of someone who knows or has a certain reputation. When a company sees that another well-known company used your product/service, they will reduce their doubts when buying.
+ A plus: how to handle sales rejections
- Make sure it’s a definite no before you write it off (maybe they need a little more advice). Important: do not be too pushy.
- Don’t waste time on lost cases, use it to refine your sales process.
- Review your performance: Find out what works and what doesn’t. Analyze your sales data, call recordings, email follow-ups and chats to improve your sales strategy. These reports can be obtained from Zoho CRM .
Did you apply any of our sales tips/techniques? Tell us! Do you want to improve your process with Zoho applications? Our technical team can help you implement it.[/vc_column_text][/vc_column][/vc_row][vc_row][vc_column text_align=”center” width=”1/1″][minti_button link=”http://www.etixen .com/en/contact/” color=”color-2″ size=”medium”]CONTACT US[/minti_button][/vc_column][/vc_row]
