Last time we talked about how to find more opportunities as a way to make more sales. This time we are going to explore how increasing your conversion rate can also have a massive impact on your ability to build revenue.
How to increase your win odds
This is often the simplest but most overlooked method to increase sales. Basically, just win more of the leads that you pursue.
Some things you can try to increase your win odds are:
- Have a clear and concise position statement for your organisation and each of your offerings. I have found that business owners sometimes struggle to articulate a clear positioning statement about what they are offering a client. A good positioning statement comprises of a simple one or two sentence pitch that identifies what you do. You should also be aware of your competition and adjust the pitch to clearly communicate your unique selling points within that competitive framework.
- Sell on value not features. Tell the buyer what value they will get when they buy from you. Selling the value is much easier to achieve if you focus on the buyer’s business issues and show them how you can help rather than telling them what great features your product or service can provide.
- Ensure that you have access to the decision maker and spend as much time as you can helping them understand how you can create value for them by solving a current pressing issue.
- If you are not in the habit of confirming meetings with a quick email you need to start now. This ensures that you and the buyer agree on both the content, outcomes and next steps of the meeting.