A lead that has contacted you directly for a quote is known as a hot lead. The contact could be like estimate forms, he or she has walked into your office or called you up. Most of the contacts ask about three main points. These are: • Is your company liked by them and will they like to work with you? • Is the price charged for your service worth it? • How will it help their business? These are three main questions that are being asked, though more other questions are also there to ask.
As answer to the first question, make use of your portfolio, proof of results and testimonials, like charts, SEO rankings, and similar things. However, in all your dealings, be sure to be friendly and not to be pushy in your dealings. Make sure to treat them as you would be doing to a guest in your home. It is better to talk something on the personal front outside the realm of projects. It could be the history of their company, in which case you could show an active interest in their kind of job. This will create a trust between you and the client. This trust is extremely important for any sales meeting. In relation to the second question, your answer could be informing why your company is better suited compared to others, providing supportive reasons as well. You should memorize few points to answer. The points should tell how your clients could make money or better their brand recognition.
As an answer to the third question, it is better to get into the history of the company and come to know about their recent problems. Find out their existing performance and see how it could be improved upon by making use of online marketing or better planning. Make them know that a full analysis will be done by you, in addition to reporting them of their business and providing suitable recommendations.
Closing the Sale
Your client is likely to ask you for a quote at the end. You should ask a range of questions depending on the kind of project they ask for. A form could also be posted on your official website on which to direct them about it. This will help them to answer question in their own time. However, make them do some kind of commitments before they leave.
Stay in contact with the lead
You should keep contact with the lead till they either agree or is reluctantly to make an agreement. If they do not agree, do not delete their name from your CRM. Try to contact them by phone sometime later to know the reasons for their decline.
After the sale
Once the sale is completed, consider it as a beginning. This is the time to make the client understand that the decision they have made is quite right. Talk to them now about your other services that could be helpful to them. You should make sure to see that the project runs smoothly and on time.
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