Follow up

While you don’t want to be pushy, it is important to keep in touch with leads.

“One of my favourite sayings is, ‘The fortune is in the follow-up,’ and it’s so true!” Day says. “You should follow up with everyone who enquires and continue to follow up with them. The average lead needs following up at least seven times.”

Keep follow-ups brief, engaging and personal.

Energy!

Throughout the process, be sure to cultivate a strong, positive energy that feels real to you. “Sales is an exchange of energy and you need to be showing up to your sales process with your best energy,” she says. “People buy from people, so be yourself, create real relationships and use your energy and passion to close the sale.”

Conversion

Of course, sales is ultimately about converting leads into clients. “You need to be on top of your conversion rates,” says Day. “How many leads do you need coming in and where do those leads come from? And what % then convert into sales?” Keep tabs on the stats while you are nurturing new leads.

Then add more

The process doesn’t end once you’ve made that conversion. You should always be thinking about what else you can do for the lead.

“Now more than ever customer service is a key part of the sales process, from the moment an enquiry gets in touch they want to be treated well, looked after and have the best customer service,” Days says. “What can you do to add more to your customer journey and wow them from the beginning to the end?”

Struggling to close down client leads and bring in new customers? Try the P.E.R.F.E.C.T. method to sell without the ick