Are closing new sales for your remote monitoring and family care management business a constant struggle? Rest assured; you’re not alone. In fact, according to Hubspot, 36% of salespeople say that closing the sale is the most challenging part of the sales process. On the bright side, there are ways you can up your remote monitoring and family care management sales by 50%. Here are some remote care monitoring sales ideas.
There is a brand-new method of sales, where your prospect is at the center of the process. It’s called Inbound Sales. In this technique, potential customers discover content you share and enter your sales funnel. Then, you become a trusted expert, as you help them make the best choice based on their current phase in the Buyer’s Journey.
Here are eight remote care monitoring sales ideas to enhance your “Inbound” sales process to close even more sales:
Offer academic content
According to Hubspot, just 29% of people will seek out advice from a sales rep when seeking product information, while 62% will leap right to looking online. This means content is an extremely important part of your sales strategy. Your content should offer solutions to the common issues faced by your prospects. Use several channels to reach as many people as possible. For example, you could regularly post case studies, social media posts, ebooks, white papers, and industry reports for your ideal customers to access and get the information they need.
Use these methods to leverage content in Inbound:
Make yourself available
You need to be as available as possible to potential clients. If they send you an email, respond quickly. If they call you, call right back. If they want to schedule a meeting, take the time. If you can’t meet in person, schedule a conference call. Try to meet at whatever time is convenient for them, even if it’s after hours or on weekends. Being more available will open up more opportunities for sales.
The trick to success in sales is to listen more than you speak. When working with a potential client in an initial meeting or discovery call, seek to learn more about them and their needs before going on and on about the benefits of your product or service. Ask questions about what they are looking for and take note of their responses. Take notice of both just what they’re claiming and also just how they’re claiming it. Keep an eye out for anything that will help you satisfy the prospect’s demands. Reacting appropriately to their needs and issues will help you in closing the sale.
Ask appropriate questions
How you manage the closing discussion with the prospect will determine whether or not you close the sale. Using the right words can make all the difference. Here are a few questions that could improve your closing rates:
- “I’m happy to prepare the contract. Is there anything that would stop us from working together?”
- “Great. I will certainly prepare your agreement. When would be a great time to go over the agreement with each other on another call? I want to make sure we address all your concerns.”
- “If I’m able to obtain you [unique rates, needs, unique service], would you be able to sign by [date]?”
Provide regular training
As you probably know, salespeople need to keep on top of industry updates and trends to remain successful. A Salesforce study found that great training could boost sales efficiency by approximately 20%. Therefore, it would be a good idea to hold regular or bi-weekly training sessions with your sales team. Take time to practice real scenarios your salespeople are dealing with. Give detailed strategies to help them work through these situations. Enable your sales staff to share information they have learned while working in the field. Over time, you will have the ability to see a boost in closing rates among your sales team.
Offer at least three options in your proposals
If you only give your prospects one option, they could decide to take their business elsewhere. For that reason, make sure to have at least three alternatives in each proposal. Potential customers should have the option to pick from lower-end options with only a few features up to high-end options with lots of choices. This gives prospects the chance to find a solution that is the perfect fit for them based on their needs and budget.
One of the best ways to get new customers is with referrals. You should ask for referrals after the client has received your service or product. If they are happy with the service, they should be happy to share their experience and help bring in more qualified leads. Even if they don’t do the referral right away, you will always be top of mind.
Nurture, nurture, nurture
A Hubspot study found that 63% of leads looking for information from your company will not make a buying decision for at least three months, while 20% will take more than 12 months. You need to consistently send out lead nurturing emails to give leads relevant information. Send them educational and non-sales related content that will direct them through the buyer’s journey. Ask questions and check in with your leads to see exactly what they need. This will help you supply content that is relevant and prompt.
The Final Word
The customer-centered sales process detailed above is part of the unique method called Inbound Sales. The Inbound Sales Methodology concentrates on helping your leads resolve their troubles by following their Buyer’s Journey throughout your whole remote monitoring and family care management sales process.
But this all can be hard to do alone. We at Responsify work with remote monitoring and family care management sales and business development pros to offer strategy, support, and aid in executing these tasks. By collaborating, we aid marketing and salespeople in tactically drawing in brand-new website visitors and converting them to qualified leads and pleased consumers.
We’ve helped many sales pros integrate Inbound right into their existing remote care monitoring sales ideas and process. Don’t hesitate to schedule your cost-free strategy session to help you examine your assets and get cost-free insights into how to close sales quicker!