Do you find that closing new sales accounts for your Learning Management System a constant battle? Well, you’re not the only one. According to Hubspot, 36% of salespeople say that closing sales is one of the toughest parts of the sales process. Fortunately, there are strategies that you can use to grow your Learning Management System sales by 50%.
A brand new way of marketing, where your prospect is at the heart of the process, is called Inbound Sales. In this approach, leads find the content you share and become part of your funnel. Once you become a trusted expert, you can help them make an informed choice based on their specific phase of the Buyer’s Journey.
Here are eight ways to boost your “inbound” sales process to close even more sales:
Hubspot found that 29% of individuals will get in touch with a salesperson when trying to find product information, while 62% will start the process themselves by searching online. Because of this, content must be a key component of your sales strategy. Your content needs to offer solutions to the questions routinely asked by your ideal customers. Use several networks to get to as many people as possible. For example, you could regularly create blogs, case studies, social media posts, ebooks, whitepapers, and sector reports that your ideal buyers could access to find the information they need.
You need to make sure you are as accessible as possible for your potential clients. If they send you an email, respond immediately. If they call you, answer quickly. If they want to have a meeting with you, take the time. If you can’t meet them in person, set up a conference call. Make sure to meet when it is convenient for them, whether that means a weekend, vacation, or after hours. Being available for your potential customers will give you more opportunities in a shorter amount of time to learn more about what they need and close more sales.
The key to success in sales is to listen more than you talk. When meeting with your leads, instead of going on and on about the advantages of your service or product, start an exploratory discussion or phone call. These conversations include asking questions, hearing their answers, and observing their responses. Take notes and stay aware, and pay attention to both what they are saying and how they are saying it. Keep an eye out for anything that will help you satisfy the prospect’s needs better. Reacting in the best way to their demands will help you better understand how to market to them and will boost your chances of making a sale.
How you manage the closing conversation with the prospect can be the difference in whether you win or lose the sale. Using the best words in the closing discussion is critical. Here are a few questions that could help you increase your closing rates:
“Great, happy to prepare the contact. Is there anything that would stop us from partnering?”
“Perfect– I will prepare the agreement. When would be a good time to go over it with each other? I want to make sure all of your needs are met.”
“If I’m able to get you (special prices, attributes, services), would you be able to sign by (date)?”
” Great. I will certainly prepare your agreement. When would certainly be a great time to
Salespeople need to stay on top of their industry updates and fads in order to be effective. A report by Salesforce found that excellent training could boost sales by about 20%. Therefore, it’s a good idea to hold weekly or bi-weekly training sessions with your sales group. Take time to go over real circumstances that your salespeople face every day. Show detailed techniques that they can use in those circumstances. Additionally, let your sales team share their own understandings they have collected in the field. Over time, you will see a boost in closing rates among your team.
If you only give your leads one option, they might look elsewhere. For that reason, be sure to give at least three choices in each proposal. Leads need to have the opportunity to pick from lower-end services with a few attributes to superior services that have total capabilities. This means that the majority of your leads will have the chance to make a choice that meets their needs and budget.
Getting referrals is one of the best ways to snag new clients. The best time to request a referral is when someone has already received your service or product. If these new clients are happy with their purchase, they will be willing to tell others that are ready to start the buyer’s journey as a qualified lead. If they don’t make a referral right away, they will still have you in their mind.
According to Hubspot, 63% of leads requesting information about a business will not make a buying decision for at least three months, while 20% will take at least 12 months. Because of this, you need to think about sending out lead nurturing emails to inform them and keep them engaged until they make a buying decision. Send them regular informational emails as well as non-sales-driven content that will guide them through the buyer’s journey. Ask questions to find out exactly what they need to know more about. This will help you supply content that is valuable and timely.
The customer-centered sales process laid out above is part of a unique method called Inbound Sales. The Inbound Sales Methodology concentrates on helping your leads fix their issues by following their Buyer’s Journey throughout your entire Learning Management System sales process.
This is a lot to take on alone. We at Responsify work with Learning Management System (LMS) sales and business development pros to offer strategy, support, and assistance in carrying out these tasks. By collaborating, we help marketing and salespeople tactically draw in brand-new site visitors, convert them to qualified leads, and then satisfied consumers.
We’ve helped lots of sales pros include Inbound right into their existing sales process. Don’t hesitate to book your complimentary strategy session to help you review your properties and get free advice on how to close more sales quickly!