Are closing new sales a continuous fight for your Healthcare Robotics firm? Don’t worry; you’re not the only one. According to Hubspot, 36% of salespeople say that closing sales is one of the hardest parts of the sales process. The bright side is that there are strategies that you can use to enhance your Healthcare Robotics sales by 50%.
There is a brand new method of marketing where your prospect is at the heart of the process. It’s called Inbound Sales. In this technique, leads find content you share and become part of your channel. Then, you become a trusted expert, and can help them make an informed decision based on their placement in the “Buyer’s Journey.”
Here are eight ways you can boost your “inbound” sales process to close even more sales.
According to Hubspot, only 29% of people will get in touch with a salesperson when trying to find item information, while 62% will go straight to researching online. This means content is an essential part of your sales strategy. Your content needs to offer solutions to the issues your customers are facing. Use several networks to get to as many people as possible. For example, you could regularly produce blogs, case studies, social media posts, ebooks, whitepapers, and reports that your ideal buyers could find and get the information they need.
You need to make yourself as available as possible to potential clients. If they send you an email, react quickly. If they call you, answer. If they want to have a meeting with you, take the time. If you can’t meet them in person, schedule a conference call. Keep them happy by being available on weekends and after hours. This will offer you more chances to connect with them and close sales more quickly.
The key to success in sales is to listen more than you talk. To make your potential customers happy, instead of just going on and on about how your product and services are the best, start the conversation with an exploratory call. This entails asking them questions and paying close attention to what they need and say. Take note of what they are saying and how they are saying it. Watch out for anything that will help you better meet their needs. Reacting appropriately to their demands and issues will help you strategically meet their needs and close more sales.
How you handle the closing conversation with the prospect will establish whether you make or lose the sale. Using appropriate words in the closing discussion can make all the difference. Here are great questions that you can ask to increase your closing rates:
“Great! I’m happy to prepare the proposal. What would stop us from moving forward?”
“I will prepare the agreement. When would be a good time to go over it on a phone call? I want to make sure it meets all your needs.”
“If I’m able to get you (special prices, unique attribute, service), would you be able to sign-off by (date)?”
As you surely know, salespeople have to keep on top of market updates and news to be effective. A Salesforce report found that excellent training can boost your sales by as much as 20%. It is a good idea to hold regular training sessions with your sales team. Take time to go over real scenarios that your salespeople will encounter. It’s also a good idea to let your salespeople information they have learned in the field. Over time, you will see this help increase closing rates for your salespeople.
If you only give your leads one choice, they might look elsewhere. You need to be sure to include at least three options in your proposal. Potential customers must have the ability to pick from lower-end options with a few functions to high-end options with complete performance. This means that the majority of potential customers will have the ability to pick a choice that is a great fit depending on their needs and budget.
One of the best ways to get new customers is with referrals. The best time to request a reference is when somebody has purchased your product or service. If these new clients enjoy their purchase, they will be more willing to offer their recommendation to others to begin their buyer’s journey as a qualified lead. If they don’t make a reference right away, they will at least have you in mind.
A Hubspot study found that 63% of potential customers requesting information about your company will not make a buying choice in the first three months, while 20% will take more than 12 months. You need to think about sending out regular lead nurturing emails to engage and attract potential customers until they make a buying decision. Send them informative and non-sales driven content that will help them through the buyer’s journey. Ask questions and communicate with your potential customers to learn exactly what they need to know. This will help you keep content relevant and timely.
The customer-centered sales process laid out above is part of the unique method called Inbound Sales. The Inbound Sales Methodology concentrates on the helping your leads resolve their issues by following their Buyer’s Journey throughout your whole Healthcare Robotics sales process.
This is a lot of work to do alone. We at Responsify work with Healthcare Robotics sales and business development pros to offer strategy, support, and help in applying these tasks. By collaborating, we help marketing and salespeople tactically draw in brand-new website visitors, convert them to qualified leads, and then happy clients.
We’ve helped many sales pros include Inbound right into their existing sales process. Don’t hesitate to schedule your cost-free strategy session to offer you solutions on how to make your sales process even better.