Perfecting a strategic sales process is crucial to your long-term business growth. Well timed and thought-out practices are vital to closing the sale. Asking the right questions from the very beginning will position your business positively.
From the initial enquiry, be clear and thoughtful and you will be laying the ground work for not only the current sale but also for future opportunities. Be sure you are asking the right questions, ascertain exactly what the potential customer wants.
It’s all in the details. If you do not have an enquiry form to complete when you engage with your client, YOU NEED ONE. Conversion Management can help. Contact our office today. We will send you the ideal enquiry sheet. Completing this form for all enquiries, guides you through the required information including referral, budgets, history, venue, location and markets.
Once you have entered the data correctly into your CRM system, add an activity, a trace or a calendar reminder to call two days after. Why? To ensure your potential client received the quote in the first place. What if your initial proposal is lost in cyber space? A follow up call can set you aside from your competitors as well as create a significant memory in the mind of your client. Use this call to solidify your want for their business. Ask your client, ‘when can I call again to see the progress on your decision?’
Be Bold. Stand Out
What is your ultimate dollar amount that your business is excited about? Is it a $2k function or $10k job or a $120k conference with accommodation? As a team, define this number, it is your conversion number. If you have an enquiry that has this value, stand out from your competitors and be bold. Personally deliver the quote after you have emailed. Drop in to your client’s reception with your signature gift and beautifully presented quotation. Do not interrupt their day, simply drop and return to the office. This really shows your intentions and offers a personalised approach, which is the service their guests can expect for their future event.
If you are unsure of your sales process or have no clear processes, speak to our team at Conversion Management. Simple changes can offer opportunities.
Nicole Bates, Managing Director, shares sales strategies and solutions for your hospitality business.
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