It can cost you upto four times more to win a new customer than to hold on to an existing one. The amount you are paying OUT, long before they start paying YOU, can be scary.
Don’t make excuses while making sales. Your company needs sales to survive. It’s always a challenge to do sales and keep the customers for a long time. But don’t let those challenges stop you.
Below are 3 of the most common sales challenges every business faces and how to work around them.
#1. Difficulty in Prospecting & Qualifying Leads:
More than 37% of sales folks find it hard to build a connection with prospects.
Most salespeople say, “Get me in front of the client and I will close!” but how does one get this opportunity if they haven’t prospected properly and filled their pipeline with qualified leads in the first place? Is it possible to get new clients without having qualified leads and proper prospecting?
Well, it doesn’t happen. In order to find new prospects, the easiest and most effective way is to obtain referrals from your existing clientele. If you have already exploited your existing network for new business referrals, you need to start cold calling.
Once you have filled your pipeline with new prospects, the next step is to qualify those leads in order to ensure you are effectively utilizing your resources & time.
For some tips on how to qualify leads, be sure to read “How to Fill Your Sales Pipeline w/ Hot Leads”.
#2. Your Clients don’t have Time:
A client’s hectic schedule and lack of availability might cause you to resort to a simple sales pitch instead of the kinds of meaningful conversations you know you should be having to make that sale.
Don’t fall for it. Potential clients and customers will always have time for meaningful conversations. Take some time to engage with your prospects on the issues that are really bothering them and try to offer solutions.
#3. Disorganized & Inefficient Work Process:
“Time is what we want most, but what we use worst.” by William Penn
Poor time management can be detrimental to your success. Every day, salespeople are bombarded with multiple emails, phone calls, meetings, reports, follow-up requests, and if these tasks are not organized efficiently, most of it will never be completed.
In spite of how amazing your memory might be, be sure to always carry a “to-do list” and block off areas in your calendar to complete all of your tasks.
The key to success in business always depends on your ability to market and sell to your clients while creating relationships that will help them stay loyal to your business and products.
If you’re struggling with any of the above barriers, it may be time to sign-up for a CRM.
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Which of these barriers do you find the most challenging? Please share your opinions below.