Sales leads and sales leads that turn in customers is what this post is all about to help you close a deal faster.
Lead generation a big step in the right direction for your marketing efforts, and a requirement for growth. It’s the top of any marketing-to-sales funnel. So, how do you quickly move those leads through a process to get the sale? Let’s explore some of the ways to close a deal faster.
1. Identify the Personas to Help Close a Deal Quicker
You need to understand who your buyers are. They will likely require different communication styles and different responses. Perhaps you will learn that you have competitive browsers, people who are scoping out all the different options and trolling through the web to compile information.
Or, you may have a driven, no-time-to-waste executive who needs solutions quickly. These two personas are going to need entirely different, targeted messages and follow-ups.
Salespeople spend just one-third of their day actually talking to prospects. They spend 21% of their day writing emails, 17% entering data, another 17% prospecting and researching leads, 12% going to internal meetings, and 12% scheduling calls.
2. Name that Funnel
The sales-to-marketing funnel is the process from initial contact with your company to making a sale. While there are some standard steps that are usually in the funnel, you need to identify what those steps are for your company. Each step should have a corresponding action plan. Typical steps in a sales-to-marketing funnel can include:
These are not absolute stages for a marketing-to-sales funnel. Review your processes and determine what should be happening and when. That will help you name all the stages in your funnel and identify the corresponding action plan.
3. Close the Gaps
At any point in your sales funnel, you could conceivably lose potential customers. Get smart tracking and insightful metrics on board so that you can see what is working and where people are exiting the funnel.
While still serving those customers who are firmly in the funnel, work diligently to ensure that those who exit will reconsider. Use Call to Action items or “wait … before you go” offers to pull those people back in, gathering their qualifying information during the process.
Identify when the sales team should take over and when they need to send a prospect back through the marketing portion of the funnel. The best way to know the timing on this is with lead scoring and qualified lead standards.
Do you find prospecting to be the most difficult part of your job? You’re not alone. More than 40% of salespeople say this is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%).
4. Lead Scoring
How good is your lead and where are they in the buying process? These are core questions that are answered by lead scoring.
Creating a system for lead scoring is underpinned by software, but you still must think carefully about what makes a good lead and work with the software to set up your parameters. You should also take a look at the kind of information you have on your customers before diving into lead scoring.
If you gather contact and demographic information via your site plus site analytics to understand how your leads are interacting with your marketing, you probably have enough to get started. If you haven’t been gathering that information, back up and revise your marketing. It’s no use scoring leads if you don’t have relevant data.
5. Divide and Conquer and Close a Deal Faster
Your lead scoring should reveal which leads are ready to move to sales versus which need to be targeted by marketing. The strongest leads are called marketing qualified leads, known as MQLs. These are people who, based on their interaction with your marketing and data gathered from their interest forms, are most likely to become customers.
It’s essential that marketing and sales teams work together to decide what qualifies as a marketing
Based on this system, you may want to put the prospect back into the pipeline for lead nurturing. This is a marketing follow-up, ideally automated, to provide more details about your product or added incentive to buy. If the lead is strong and MQL score meets your predetermined value, it can go on to sales for their customized approach.
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6. Automate Lead Nurturing
One way to start freeing up time and reducing your sales cycle is through lead nurturing with workflows. What’s better than being able to reduce your sales cycle and close a deal faster?
Following up on those who are merely “poking around” can move a prospect quickly into a higher MQL score. Automated systems with savvy workflow processes can deliver messages based on lead scoring and the defined persona.
Many companies drop the ball right here. Following up within hours in a seamless, relevant, professional way can move your potential customers on to the sales side much more quickly. One note of caution: Avoid sounding like “big brother.” Continue to frame your messaging as wanting to help your customers rather than spying on them.
Utilizing all of the tips above can help you increase the rate of conversions. Take prospects from leads to sales in a much faster, efficient way with these tools and tips. Your bottom line will thank you.
Wrap Up on How to Close a Deal Faster
It’s important to understand how to close a deal. It is the deal that drive money back into the organization, pays the sales reps commissions, and help provide vital resources to the business.
The post points out ways to help you close a deal faster.
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