Sales Productivity Tips: How to Earn Consumers’ Trust

Warren Buffet once said, “It takes twenty years to build a reputation and five minutes to ruin it.” Establishing trust between your brand and consumers is critical to retaining customers as well as acquiring new ones. Word of mouth marketing still works. Consumers still rely on review sites to determine the right fit.

Fortunately, it’s easy to build trust in a business relationship. Here are the basic rules to live by in sales.

 

The Don’ts

  • Don’t make impossible promises.
  • Don’t spam.
  • Don’t be pushy.
  • Don’t treat customers like fools.
  • Don’t cherry pick. No company has splendid reviews. Everyone has one or two things they need to improve on.
  • Don’t forget to protect customer information. Security is of high importance to customers.

 

The Do’s

  • Do reply promptly to inquiries.
  • Do genuinely listen to customers.
  • Do be transparent.
  • Do less talking and more listening.
  • Do be fair.
  • Do be honest with customers.
  • Do give customers time to think and sleep on the information.
  • Do do some giving without expecting anything in return.
  • Do stop worrying about sales so much and be honest with your customers. Your reputation is at stake.
  • Do keep a clean reputation online.
  • Do use some form of productivity software to help you manage customers and their accounts.

If we missed an important point let us know in the comment section.

It’s important to meet the needs of your customers, whether they say it explicitly or not. At the same time,  you should make sure you are setting realistic expectations. If you’re resolving an issue, be sure you direct your customers through any process and communicate regularly, thanking them for their patience and their business. Building relationships with your customers and managing their expectations takes extra time and effort, but it is rewarded by positive word-of-mouth and loyalty.

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CRM Software – Knowing Which Leads are Good for Business

It can be very tempting to look at the number of leads you have compiled and be satisfied. However, those figures can be deceiving and may eventually do nothing for your bottom line.

“More leads” does not mean that “better” sales are the only objective. You can generate hundreds of leads, but if none of them convert then you just wasted precious time and resources.

 

Not All Leads are Created Equal

A quality lead is not someone that just gives you their contact information. If they do not fit your target audience, they will most likely not convert and hinder the productivity of your staff. In economics, there is a concept called “the point of diminishing returns”. “The point of diminishing returns” refers to when the effort/resources expended becomes disproportionately high compared to the output.

Some customers are more ideal than others. This means they will spend more, purchase related products your company offers, and make referrals. How you find the ideal lead is by analyzing your existing customer base, finding the high-quality customers and documenting the attributes that make up the ideal prospect through your CRM Software. When you clearly know the leads you want to target, you increase the number of leads you close.

 

Retention over Acquisition

The best way to generate leads is to spend more on customer retention and less on the acquisitions. Studies show that only 12% of marketers focus on retention, despite the fact that it costs five times as much to acquire a new lead.

When devoting resources to existing customers to either upsell, cross-sell, or resell your efforts will be focused and have a much higher probability of converting. A recent study showed that just a 5% increase in retention spending can yield anywhere from 25 per cent to 95% in returns! This is especially true if you already started with a base of high-quality leads.
 

Quality over Quantity

It’s not about collecting as many leads as possible but rather collecting leads that are most likely to lead to a sale or stay engaged with your product/service. These leads get added to the CRM software database where future communication is much more customized and most likely stems directly from a sales representative. In this scenario, a brand would measure their spend vs the number of qualified leads that turned into sales.  The benefit that a lead would typically receive in this scenario would be a bounce-back offer towards the purchase.

 

A comprehensive CRM tool that is customized to your needs will help you distinguish between good leads and bad and assist you with retaining the current client base for longer periods. Don’t be afraid to say no. It’s better to be upfront and honest, then to make consumers purchase a product or service that they may not need. Remember: your reputation is more than the acquisition. Click here to try our CRM tool 30 day free trial.

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