How to triple your lead conversion rate

Do you seem to lose more business than you win? Have you got several proposals outstanding? Do you find you're giving away free consultancy to try and win new business? Or are you simply wasting too much time on prospects that go no-where?

Sales and marketing departments should work hand-in-hand; supporting each other to grow the business and ensure its success. You can have the best marketing department in the world producing quality materials that are generating numerous new business leads, but if you're not converting most of them into paying clients, you have a serious sales issue that you need to address.

We recently changed our entire approach to selling in order to improve our conversion rate. The results have been dramatic – both in terms of converting leads to business and also reducing the time we spend writing proposals. Here are some of the things we have changed.

Ask the right questions

Rather than wasting time speculating about what a prospect is thinking, just ask them. If you know what they want, you can put together a solution that really meets their requirements, making it much more likely that you'll win the business.

Don't go after every lead

Not every prospect will be the right fit for your organisation. Be selective about the leads you choose and filter out time-wasters who are only interested in free consultancy. You have to be brave at first, but it feels really good to just say ‘no’ sometimes.

Agree the next steps

You should never send off a proposal and just sit waiting for a prospect to call you. Always set out what's going to happen next and agree on an appropriate timescale.

Practicing what we preach

Since we invested in professional sales training our business has changed dramatically. We've increased our sales conversion rate by 3x. But it's more than just sales. The training has made us change the way we think about our business, our processes, and our existing clients.

Need some help?

If your marketing is on track, but your sales efficiency is not what it should be, why not contact us? We can put you in touch with our trusted partner to discuss your needs and see how sales training can benefit your organisation.

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