6 Key Tactics To Close More Sales
You need sales to grow your business and bring in profit. But a sales cycle can last for several months (and in some cases longer), or even end up not closing after a huge amount of time, money, and effort has been put into a prospect.
How can you close more deals within a shorter time frame? You identify the obstacles that keep you from seeing the results you want, and then you remove them.
These obstacles can include:
- Speaking to the wrong person
- Not understanding you prospect’s obstacles
- Lack of urgency
- Poor communication tactics
- Weak understanding of your product or service
- Bottlenecks in your sales processes
We’ll go over each of these potential problems and discuss what you can do to overcome them with these six tactics to close more sales!
1. Identify the decision makers in the group you’re selling to.
You will save yourself a huge amount of time and effort if you make sure you’re talking to a decision maker within the group you’re selling to. Decision makers will always give you a “yes” or “no” much faster than the people underneath them, and their referrals to other big players within the group can have a significant impact on the outcome of the sale.
But how do you identify and get a hold of a decision maker?
If you’re selling to a company, always check out the “About Us” or “Staff” page on their website, first. These pages will typically lay out the head of departments and other key players. You typically want to go for the employee directly underneath the department head because they’ll likely be more approachable and able to pass on information to their boss.
From there, you can pick the decision maker you want to target and check out their individual profile on LinkedIn to gather more basic information about them.
Email scraping software, like Hunter.io, can also help you search a website for any and all emails listed, including their details like the contact’s position and department.
Once you have your decision maker picked out, follow a personalized sales approach based on their needs and what you are selling. Be sure to also ask them directly if they are the decision maker, and if they can connect with the correct person if they aren't.
2. Figure out your lead’s obstacles before they do.
After you’ve picked your target, do some research in regards to any obstacles they might have to making a purchase, like:
- They already have a similar service/product
- They are worried about costs
- They don’t see enough use cases
- Onboarding and implementation might be too tough
- They’ve had a bad experience with a similar product in the past
- They aren’t currently vetting new tools or services
Identifying these potential problems early on will give you the best opportunity to address them in a conversation before the potential customer can use them as an excuse.
If you beat them to the punch, and help them understand how these things are not an issue, or are worth it when it comes to price and ROI, then you automatically have an advantage.
3. Provide a sense of urgency.
When you have a buyer on the fence, the best thing to do is to provide a sense of urgency in order to tip them over to a purchase.
The best way to do this is by focusing on the problem they want to solve. If you beat the problem to death, the solution will be like a drink of cold water after a 20 mile hike.
You can also create urgency with time restricted discounts. But make it clear that the discount is available to everyone, not just your current prospect, so they don’t think you’re desperate.
It also helps to make the sales process smoother for your customer by always following up with them immediately when they reach out, plus asking what you can do to help them move forward. Just like you, they want to save time and effort, and showing you’ll help them do that can reinforce them to keep working with you.
4. Be the ultimate expert on your product.
Your leads expect you to know every detail about your product or service—and they will be able to tell if you aren’t.
Make sure you can explain what you’re selling and how it works before you talk to any leads. As a rule of thumb, if you can't explain how and why something works the way it does, you don't know it well enough.
Be able to defend your product or service against competitors by researching what they do as well. Most leads will be doing their own research, and they will expect you to have knowledge of other products so you can explain why yours is the best fit for them. It’s crucial to know how your competitors operate too.
5. Keep your communication concise and clean.
Communication is what carries the sales cycle. Whether it’s you reaching out to the leads, or the leads reaching out to you, your goal when talking with them is to stay on point so the sales process continues moving forward.
Here are some quick tips on how to communicate efficiently with prospects on the three most important channels.
Emails need to waste no space and get right to the heart of things, especially when you’re reaching out to cold leads. Here are four things every email should include:
1. A subject line that grabs the reader’s attention
2. A CTA in the closing copy
3. A professional signature that links to your business
4. A link to your website or product in the first paragraph
You’ll also want your copy to follow to format of introducing a goal, then a problem that is preventing the reader (your prospect) from accomplishing their goal, then a call to action to to fix it. The best emails give the prospect something to take action upon, which is what all of these things do. People will only give you their attention for about 50 words, so keep it short.
Always give your content two date and time options to choose from for phone meetings, so you don’t fall into a game of phone tag. You can set up a time for the call via email or texting. (More on texting in a bit.)
When making a sales call it’s important to have your elevator speech down pact. You don’t want to spend the majority of the call talking, instead you want to be listening to the leads questions, comments, and concerns so you can deal with those with the best available information. That means to save the most time, you need one-liners for:
- What you and your team do
- How you’re different from others
- How your product or service works
It’s also always a good idea to keep a pen and paper nearby so you can document any notes that need to be added to your CRM.
Set expectations for how long the call will last and follow through on them, so the prospect knows you respect their time.
"Do you have anything scheduled for right after this? I want to make sure to respect your time."
Texting gives you a direct line to a lead, because you know they’ll be seen immediately and not end up in a spam folder.
Texts have a 99% open rate, and 95% are read in three minutes.
This makes them great for small nudges, meeting reminders, and sending helpful images or links to prospects.
Just remember to not overwhelm the lead with an abundant amount of messages and to stay away from text message abbreviations, like ttyl, tmrw, k, or lmk.
6. Streamline your sales process.
Only 40% of a sales reps time is actually spent selling, but with a few automations you can cut out the parts of your sales process that slow down your team.
These automations could include:
- Automatic emails when someone shows interest
- A keyword automation for those who text in a word for more information (i.e. They text in “BOOKS” and receive and an automated text message talking about some of the books you sell)
- Automatic reminders, so you can reach out to past leads without having to manually put them in your calendar
- Automatic workflows for when a customer takes a certain action
Most CRMs and even Text Request’s system allows you to set up some of these processes in order to make things run more smoothly.
Aside from automations, you can also take a look at your current process and pick a part which parts are or aren't helping you sell.
Using just one of these tips will help, but combining them all together will greatly increase your chances at closing more sales with less effort.
Want even more tactics?
Check out our Closer’s Handbook to get the ultimate in depth guide on how to close more deals and increase profits!