Written by Patrick Galang
If you’re an online coaching business running a sales team, there comes a time when you will inevitably hit a sales slump.
This happens as a result of your market moving forward and how your marketing fatigues.
Now, most businesses will adjust and find ways to improve their marketing, but there are simple measures that can be done to limit the damage.
Often overlooked, sales processes can play a vital role in this.
If reviewed and kept up to day, it can help alleviate these form slumps
What’s important here is that sales processes aren’t one size fits all.
And it’s very dependent on a number of factors.
Here are a few things to look out for:
- How warm is your audience?
- How good is your content?
- How sophisticated is your market now?
Once you’re clear on that, here’s how you can keep your sales process and conversions in good condition..
- Review your conversions at each stage – booking rates > show rates > close rates + keep a record on why people ain’t saying yes more often
- Fix one stage at a time. Start with the conversions or numbers that aren’t to an acceptable standard. This way you can isolate the exact issue and track the impact of the change.
- Put yourself in the prospect’s shoes at all times. See things from their perspective so that you know exactly how they view your business or offer. You want to understand what they’re expectations are and the reasons they want to work with you in the first place.
When we’re auditing and testing sales processes at Setters & Closers, this is where we start and then focus in on with clarity.
We find that more often than not, small changes are responsible for massive results
At times these result in doubling conversions or creating revenue that go missing from time to time.
So, keep reviewing your sales process instead of focusing entirely on improving marketing to get more leads or book calls.
Opinions expressed by CEO Weekly contributors are their own.