No matter what kind of business you operate, you are going to make mistakes just like everyone else, but certain mistakes can be catastrophic, especially if you continue to repeat them. Sometimes the worst kinds of mistakes involve your customers. Whether it’s losing a client or not closing a deal that you should have, repeating common sales mistakes more than once could cost you your business, as well as your confidence. Rather than ignoring the problem, learn to identify the cause of the issue and preemptively head it off at the pass by figuring out how to prevent these common sales mistakes from happening again in the future.
Neglecting to Follow up with a Lead
Everyone can probably think of a time when they were juggling numerous leads and accidentally let one fall to the way side. As a result, that lead went and purchased a product from someone else. Had you been following up with the customer, that could have been your sale, but trying to keep up with a lot of people and the specific needs of each is overwhelming. New leads especially need to be worked with continuously. Most people do not buy a product or service after one conversation. They need to be continually reminded that they need it.
This is where Salesforce comes into play. Their lead nurturing system automatically stays in touch with your leads by sending follow-up letters, packets of information, or newsletters. In addition, scheduled reminders keep you on track with making follow up calls, scheduling meetings, and staying in touch with your leads.
Prevent Sales Rep Confusion
On the other end of the spectrum, you can be too involved with a new lead and drive them away. This is more common with larger companies that have multiple sales representatives. Some lead generation methods make it difficult to keep track of new leads and whether or not someone has already contacted them. Rather than accidentally calling a lead twice, use the Salesforce platform to automatically assign leads to the best sales representative based on the criteria that you set, such as geographical area or company size. Not only does this ensure that each lead gets handled, it also increases your conversion rates by assigning the best possible person to handle the potential client.
Pinpoint Your Selling Mistakes
It is commonly known in the sales world that you cannot convert all your leads into customers. However, if the majority of your leads are not converting, then something may be wrong. With Salesforce, you can analyze the data from lost leads and pinpoint any continued patterns or mistakes. Sometimes the smallest little tweak to your approach with clients can turn the whole business around.
There are many common sales mistakes that occur on a regular basis, and many of them can be avoided just be eliminating human error and relying on Salesforce to keep you on track and increase your ROI.
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