How Do You Close More Prospects, More often?

How effective is YOUR sales process?


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by Ant Henderson in Uncategorized

Reading Time: 2mins 50 Seconds

Marketers frequently talk about USP – your Unique Selling Proposition.

But is anyone (or anything) truly unique any more?

Sure, there are brands and niche product businesses that will stand out above the rest. But for many business owners — especially freelancers — they’ll often have a particular set of skills in a very crowded and saturated market place.

Of course, you need to define your niche as much as you can. 

Identify your “ideal customer,” and you can tailor your marketing messages to make your activities more effective. The end goal is that you generate more leads and prospects to turn into paying customers.

But it might be that, even after defining your niche, your skills and customer segment are slap bang in the same area as hundreds of others.

What can you do to stand out from the crowd?

Be Consistent

In Fanatical Prospecting, Jeb Blount highlights these numbers for how long it can take to get sales engagement with a prospect:

  • 1 to 5 touches to engage a prospect who is in the buying window and is familiar with you and your brand
  • 3 to 10 touches to engage a prospect who has a high degree of familiarity with you or your brand but is not in the buying window
  • 5 to 12 touches to engage a warm inbound lead
  • 5 to 20 touches to engage a prospect who has some familiarity with you and your brand—buying window dependent
  • 20 to 50 touches to engage a cold prospect who does not know you or your brand

The last two bullets are most likely to be how you acquire most of your prospects.

If it takes anywhere between 5 and 50 touches to get a prospect to engage, what can you do to move your face, name, and service front and centre of your prospect’s brain?

Modern-day selling allows us to do more than email or pick up the phone – not that either of these things, particularly the latter, should be ignored or avoided. 

Social platforms are a great example of how you can build those touchpoints. Building trust with your prospect is essential to move you another step closer to closing them as a customer.

If you’re on LinkedIn, do you post regularly or write articles?

Do you get involved with conversations, especially those where your prospects are also active?

Do you use Twitter? (Twitter has helped me build some incredibly strong relationships and driven some of the best referrals for business in the last two years)

Are you part of any business networking groups online that you can be active in and show your expertise?

Of course, its not all about activity online.

Are you attending relevant networking or industry events that might put you into the path of your prospects to have a face to face conversation?

If you met your prospect in-person to begin with, did you pick up on anything at the time that you can use to re-engage by email or on the phone?

Be Tenacious

According to “92% of sales professionals give up after the 4th contact.”

Business owners, who are spinning many more plates, often don’t even make it this far.

They continue: “83% of prospects who request info don’t buy for 3–12 months”.

How long is your sales cycle?

Meaning: from the point you start discussions with a prospect, how long does it take for them to buy from you?

And of all those prospects, how many convert to paying customers?

You need to know these numbers. They are vital to ensure you’re generating enough leads to achieve your income goals.

Be Organised

Getting ahead of your competition might not come down to flashy videos or expensive ad campaigns.

Sure, you need an effective marketing plan. Still, without a system to manage and nurture your prospects, you’re fighting a losing battle.

How are you managing your leads and prospects?

How effectively are you taking them from ‘interested’ to putting money in your bank account?

Do you want to make your life easier and your business more profitable?

Do you want to supercharge your sales but have no idea where to start? 

Contact me now, and together, we can make BIG things happen.

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