HOW TO:
By Steve Jensen
CONVERT ONLINE
LEADS & SELL MORE
M
any of us think
the best way to
contact a web
lead is phone them, leave
a voicemail and then they’ll
call us back… But these
days, those old school ways
just don’t work anymore.
In today’s highly competitive
environment, you need to maximise
your lead conversions. Here are 7
ways to do so.
1
Contact your web lead
within one minute of receiving their
contact; otherwise it may take
between 7 and 11 attempts in order
to reach them.
2
Use the Call Matrix for
contacting leads. This suggests that
each voicemail message MUST be
18
different to the last.
3
Follow up each voicemail
you leave with an SMS and email.
4
Measure A1s (appointments
booked on the first day of the
enquiry) and A2s (appointments
booked on the second day of the
enquiry).
5
Understand that the
probability of closing a sale reduces
by up to 25 per cent per day,
with every day that they are not
contacted and booked in.
6
Use a phone prompt 100 per
per cent of the time, to help you stay
on track to create rapport and to
identify their compelling reasons to
book an appointment or buy.
Sales Fact:
Phone skills are
one the weak-
est skills among
salespeople. This
is because phone
skills are rarely
trained, or poorly
trained, and not
retrained or role-
played frequently
enough to main-
tain a high quality
of skill.
WHAT’S NEW IN FITNESS - WINTER 2019
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word sequences on hand, at
every salesperson’s workstation.
Always create value when
booking an appointment and inform
the prospect that you will give them
something of value when they
arrive; doing so will increase your
show rates.
The reality is, to achieve your sales
targets you need to do more!
Your business can make more
sales by:
• Always using a phone prompt
for incoming and outgoing calls.
• Arranging a secret shopper to
make an enquiry and inspect
what is happening on the
phone.
• Recording all incoming and
outgoing calls and review the
recordings every week. Be sure
to acknowledge great calls and
identify a weaker skill which you
can train and role-play three
times a day for the entire week.
• Always have a list of USPs and
When using the phone, it’s essential
you build rapport BEFORE you go to
work selling. When you’re on the
phone to a prospect, the goal is to
spend a minute or two establishing
commonality and connection.
Once you’ve established rapport
and credibility as an expert, it’s time
to start asking your prospect great
questions, listen and then follow
up by asking questions about the
prospect’s answers. Doing this will
separate good sales professionals
WHAT’S NEW IN FITNESS - WINTER 2019
from the great ones.
Phone work is a valuable sales skill
to master. To do so, just remember to
use your prompts 100 per cent of
the time and keep in mind that a
memorable call is a conversion NOT
an interrogation. Great phone work
and receiving links in the lead up to
meeting you can excite them about
proceeding, which can result in a
prospect arriving to an appointment
already 80 per cent sold!
Free Sales Growth Plan
https://youtu.be/03m5adI6Ehw
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