Present your product as something exceptional
Posted: Tue Jan 28, 2025 3:43 am
Sometimes companies hesitate to offer trial versions of their product for a fee. Meanwhile, it is precisely because of this that they often end up selling the full version. The following logic works here: even if the trial version is not free, it means the product is truly unique and valuable.
Hint: managers should adapt to the customer's perception of the product, because he cannot immediately assess what benefits to expect from the purchase.
Mistakes in Operations That Slow Down the Sales Cycle
When it comes to large companies, there japan email list are several key issues that often prevent them from accelerating the sales cycle and achieving higher profits.
Mistake #1: Requests take too long to process
This happens when one manager has to accompany a very large number of clients (70 or more). Of course, there is not enough daily attention for everyone, it is physically impossible.
Marketers at one of the companies conducted special surveys annually to assess the level of service. Customers received a list of questions by email, which they answered based on the results of their interaction with the company.
Then the marketing department, headed by the manager, prepared a report in which the identified problems were identified, with methods and timeframes for solving them, and those responsible for implementation were appointed.
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According to the results of one survey, it turned out that quite often clients do not want to continue cooperation precisely because they are not given enough attention.
Measures taken: setting KPIs for answering questions. A new regulation was drawn up, according to which managers were given no more than two hours to answer a request. Practice shows that an hour is quite enough. In cases where the question is clearly complex and it is impossible to answer in two hours, the manager must accept the request within half an hour and notify the client of when to expect a decision.
Mistake #2: Manager reviews are done too infrequently
As a rule, training is initially conducted for new employees. And then they also choose who needs more training separately (after listening to telephone conversations and understanding where managers lack skills). However, if you want to speed up the sales cycle and get the most out of your employees, recertify them quarterly.
What to do: organize a written test. Questions - concerning the company's rules. All employees who interact with clients should participate in the test. Allocate two hours for answers. Assign the verification (manually) to the customer service.
Hint: managers should adapt to the customer's perception of the product, because he cannot immediately assess what benefits to expect from the purchase.
Mistakes in Operations That Slow Down the Sales Cycle
When it comes to large companies, there japan email list are several key issues that often prevent them from accelerating the sales cycle and achieving higher profits.
Mistake #1: Requests take too long to process
This happens when one manager has to accompany a very large number of clients (70 or more). Of course, there is not enough daily attention for everyone, it is physically impossible.
Marketers at one of the companies conducted special surveys annually to assess the level of service. Customers received a list of questions by email, which they answered based on the results of their interaction with the company.
Then the marketing department, headed by the manager, prepared a report in which the identified problems were identified, with methods and timeframes for solving them, and those responsible for implementation were appointed.
Read also!
"Landing Page Examples: Tips for Creating"
Read more
According to the results of one survey, it turned out that quite often clients do not want to continue cooperation precisely because they are not given enough attention.
Measures taken: setting KPIs for answering questions. A new regulation was drawn up, according to which managers were given no more than two hours to answer a request. Practice shows that an hour is quite enough. In cases where the question is clearly complex and it is impossible to answer in two hours, the manager must accept the request within half an hour and notify the client of when to expect a decision.
Mistake #2: Manager reviews are done too infrequently
As a rule, training is initially conducted for new employees. And then they also choose who needs more training separately (after listening to telephone conversations and understanding where managers lack skills). However, if you want to speed up the sales cycle and get the most out of your employees, recertify them quarterly.
What to do: organize a written test. Questions - concerning the company's rules. All employees who interact with clients should participate in the test. Allocate two hours for answers. Assign the verification (manually) to the customer service.