3 Ways to Pitch Less and Close More

Sales is a numbers game that can tempt you into feeling like the more people you pitch to, the more successful you’ll be. However, sales is also a time game – and since there are only so many hours in a workday, you have to decide where you want to invest every minute.

 

You have to work smarter – not necessarily harder – to maximize your efforts. Sometimes the best way to increase your close ratio is to make fewer pitches and focus on warmer leads that are more likely to close. Here are three tips to improve your close ratio:

 

Know Who You’re Selling To

Empathy is your greatest sales asset – you need to be able to sense your customer’s mood and perception of both you and your sales pitch. You also need a quick wit to adjust your tone and tactics based on their reactions. Be prepared with all the facts and benefits of your solutions; it’s easier to adjust the flow of the conversation, increasing the likelihood you’ll close the deal.

 

Ask Strategic Questions

You probably have an idea of what the customer needs simply because they’re seeking your specific services. But, that’s often not enough information for you to make a successful proposal. Prepare questions that allow you to get to the core of their needs and expectations and build a solution that addresses their problem and helps them achieve their goals.

 

Leverage Negative Responses for Information

You’re going to hear the word no – often – but it can work in your favor if you know how to respond. Often, no means you need to work harder to either nurture the relationship or build a stronger case. Instead of panicking or shutting down, use rejection as an opportunity to understand the barriers that prevent you from closing the deal. Find out if the issue is timing, budget or expectations and rework your proposal with that new information in mind.

 

Your close ratio involves a number of variables. Try to gather as much information as possible before and during your pitch, then tailor it specifically to that person. There’s no such thing as “one-size-fits-all” sales tactics. Taking the time to personalize each interaction is worth the time invested and directly impacts your ability to close more deals.

 

Ready for a better close ratio? Learn from the experts at the 2018 4u2grow Annual Conference in Clearwater, FL on September 12-14. The packed schedule of training sessions, workshops and discussion panels is designed specifically to supercharge the growth of your tech business with more leads, more sales and more profit. There’s never been a better time to register – click here to take the first step in growing your business!


Skimping on Social Media Marketing?
Big Mistake

Want to accomplish your marketing objectives? Start taking social media seriously. When you’re running a business, social media management tends to take a backseat to other priorities. But, savvy marketers know that the easiest way to consistently refresh your lead pool is to integrate social media into your marketing plan.

 

Facebook, Twitter and LinkedIn all offer multiple forms of paid social media opportunities. While organic content still has value, paid social media advertising is critical to the success of your overall digital marketing strategy. Read on to find out why.

 

You Can Only Get So Much for Nothing

The sheer amount of content available online reduces the likelihood of organically reaching users who need your services. We’ve all been riding the wave of organic reach, but social platforms – Facebook especially – are making it more difficult to engage with their followers for free. Facebook pages with more than 1 million likes have an average engagement rate of two percent, while an organic tweet reaches 10 percent of a brand’s Twitter followers. Paid social media advertising allows you to reach users that aren’t already interacting with you online.

 

Your Grandma Isn’t Buying Your Services

It’s going to take more than moral support from your family and friends to rake in revenue from social media – you need to position your brand, services and promotions in front of the people who actually need them. Paid social media advertising is a cost-effective way to expand your brand awareness online, with the added benefit of allowing you to target key demographics. On LinkedIn, for example, you can promote content to users based on factors like location, job title or business type, while Facebook allows you to target customers by age range, gender and interests.

 

You Need to Drive Action

Paid social media ads empower you to drive user response and boost online engagement by including call-to-action buttons. Users are 78.5 percent more likely to visit a brand’s website after viewing a paid advertisement. Whether you want them to fill out a form, watch a video, read a blog or download a whitepaper, paid social media is the most effective way to herd people to specific places online.

 

Paid social media is a vital component of any comprehensive marketing campaign. But, before you dive in, you have to consider the elements of an effective strategy – the creative costs of building and integrating social into your digital marketing plan, establishing an effective budget based on the available options on each platform, and the time and diligence required to execute, monitor, report and analyze the results.

 

Not sure how to make social media marketing work for you? We’re hosting a session about it at the 2018 4u2grow Annual Conference. Join us on September 12-14 in Clearwater, FL for a dynamic, three-day program of training sessions, workshops, discussion panels and networking opportunities. If you want to supercharge your business growth with more leads, more sales and more profit, this conference is designed just for you. Space is filling up quickly, so don’t wait – register today!