I was recently searching the Internet for statistical information regarding successful sales. How much more likely are you to land a transaction when you pick up the phone when the client calls? Or, how does a quick response to an inquiry impact your likelihood of your gaining the sale?
There are a lot of statistics on how to increase sales performance. There are plenty of metrics and data on this topic, especially for those sales people whose job requires them to cold call or respond to a lead driven business.
Harvard University did a study on cold calling and cold emailing. Did you know that Wednesdays and Thursdays are the best days to cold call? Did you know that the most important factor to getting prospects to open your letters for an email campaign is having a snappy subject line?
You can learn all types of sales information online. Sales training resources abound in the form of live training programs, seminars, publications, webinars and programs. However, I can tell you one thing that I KNOW about sales success that does not require a Harvard degree to understand. Answer your phone whenever you can! If you cannot answer your phone, return the call as quickly as possible. The person who connects with the client first has the upper hand in winning the sale. Being available, being responsive, being on top of communication are simple acts and easy to manage. When I read about a negative sales experience, the consumer is usually talking about these exact behaviors; my person didn’t call me back or was unresponsive, or didn’t communicate clearly to me with next steps.
Is this you? If you are in any business that requires direct consumer contact, you are in sales. And being responsive, on top of executing the transaction and communicating effectively, will win you the trust of your clients, their repeat business and their referrals. Regardless of your industry, you don’t need a statistic to tell you what it takes to take care of your customers. Just treat them as you would like to be treated!
** Harvard study reference: http://www.leadresponsemanagement.org/lrm_study