SalesIQ guide to drive quality leads, build credibility and increase conversions

SalesIQ
Agenda
Drive more quality leads
Build credibility among them
Boost your chances of establishing contact
Increase your chances of conversion
Ensure steady sales growth from existing customers
And finally, handling the dreaded 'No'

SalesIQ

SalesIQ
Draw an ideal
customer profile
Drive quality leads

SalesIQ Draw an ideal customer profile
• Identify your best existing customers
• Shortest sales cycles
• Lowest acquisition cost
• Most renewals and up-sells
• Best feedback
• Interest in learning how to use your product better
• Analyze their customer journey, demographics, reason for choosing your
product and the quick conversion, and the pain points you've solved.
• If you're in B2B sales, also consider their job roles, business area, the extent of
their decision-making power, and who the main decision makers are
Drive quality leads

SalesIQ
Automate lead
generation and scoring
Drive quality leads

SalesIQ
Automated lead
generation
Drive quality leads

SalesIQ
Lead scoring based on your ICP
Drive quality leads

SalesIQ
Exhibit at
tradeshows
Drive quality leads

SalesIQ
Get in-depth details
on your prospects
Drive quality leads

SalesIQ

SalesIQ Build credibility among your audience
• Create a strong online presence
• Collaborate with industry influencers
• Be genuine, promise only what you can deliver
• Be approachable at all times
• Take full responsibility for your mistakes
Drive quality leads > Build credibility

SalesIQ
Drive quality leads > Build credibility

SalesIQ
Boost your chances of
establishing contact
Perfect your
timing
Drive quality leads > Build credibility > Establish contact

SalesIQ Perfect your timing
• Set up chat triggers to pop up after 20 seconds for first-time visitors and 30 seconds for repeat
visitors.
• For B2B cold calling or followup calls and emails, Tuesdays to Thursdays work better with
Wednesdays being the best.
Catch them:
• before they start their workday (8 to 9 am)
• before they break for lunch (11:30 am to 12:30 pm)
• late in the afternoon (4 to 5 pm)
• Experiment with different combinations and find out what works best for you
• For a B2C scenario, the weekends work best

SalesIQ
Call from a
local number

SalesIQ
Leave an
outstanding 20
sec pitch

SalesIQ
Follow up with
a crisp email

SalesIQ

SalesIQ Increase your chances of conversion
Mirror your
prospects
Present yourself as an
expert
Listen more and talk less
Focus your pitch on their pain
points
Master the art of story telling
Use the Primacy Effect
Don't badmouth your competitors
Offer potential customers a preview
Provide some type of guarantee
1
2
3
4
5
6
7
8
9
Drive quality leads > Build credibility > Establish contact > Increase conversion

SalesIQ Mirror your prospects
• Shortcut to get them to like you and develop a rapport.
• Subtly imitate their body language, communication style, and energy level.
• Fosters a sense of trust and comfort; helps blur the line between business and personal
interactions.
• According to the American psychological association, mirror neurons are responsible for
this instant connection.
• Avoid over-the-top imitation; this can give them the impression that you’re mocking their
behavior.

Present
yourself as an
expert
Listen more and talk less
points
2
3
4
5
6
7
8
9

SalesIQ Present yourself as an expert
• People don’t want to be sold to, but they love to buy
• Instead of trying to sell, present yourself as someone with expert knowledge trying to
help them through the buying process

Listen more
and talk less
points
3
4
5
6
7
8
9

SalesIQ Listen more and talk less
• Hear what the prospect wants to say first, even if you think you have a better idea on the
solution they’re looking for
• Let them drive the discussion and tell you precisely what they want. This will give your
pitch a direction
• Ask the right questions that probe into their thought processes and carefully consider their
responses while driving the conversation
• When you do this, make sure they don't feel like they're being interrogated

Focus your
pitch on their
pain points
4
5
6
7
8
9

SalesIQ Focus your pitch on customer pain points
• People aren’t interested in a brand, product, or service.
• Talking about all your features won't impress your prospects.
• Instead, focus your sales pitch on their needs or pain points and how your offering solves
them.
• So, to perfect your pitch, be prepared with complete details on your prospects and an
accurate view of the customer’s buying journey.

Master the art
of story telling
5
6
7
8
9

SalesIQ Master the art of story telling
• Studies suggest that only 5% of people remember statistics after a presentation. 63% remember stories.
• According to the authors of the book Made to Stick, for ideas to stick, you need to present in a:
• Simple
• Unexpected
• Concrete
• Credible way
• Appeal to their Emotions
• And use Stories
• Use stories about relevant experiences of people who’ve had great results with your product or service.
• Prospects are motivated by social proof.

Use the
Primacy Effect
6
7
8
9

SalesIQ Use the Primacy Effect in your sales pitch
• Primacy Effect- When people are given a sequence of information, the data
at the end of the sequence is the most remembered, followed by the details at
the beginning.
• The information in the middle of the list is usually the least remembered
• In your sales pitch and pricing, position the information you want prospects to
remember in the beginning and at the end of the conversation.

Don't
badmouth your
competitors
7
8
9

SalesIQ
Be professional when you discuss competitors
• Spontaneous Trait Transference- A phenomenon in which a person is attributed a trait that
they describe as being in someone else.
• The way you describe someone is the way others see you.
• So, always present yourself in a positive light and use professional language while
discussing competitors.
• Instead of counting your competitors’ flaws, focus on what makes your product better.
• Even if customers talk negatively, it’s best to remain neutral and more objective.

Offer potential
customers a
preview
8
9

SalesIQ
• Prospects are far more likely to buy if you give them an inside look of the product or
service or a free trial without any financial commitment.
• If your company doesn’t have a free trial policy, you could even give prospects a
detailed tour of the product.
• This reduces the risk perception associated with a purchase.

Provide some
type of
guarantee
9

SalesIQ Provide some type of guarantee
• Customers will be more willing to buy if they know that they are protected in case
something goes wrong.
• So promising a refund or replacement in case your offering doesn’t meet their
requirements is the final step in closing the sale.
• Structure your money-back policy right so abrasive customers don’t take undue
advantage of it.

SalesIQ
It doesn't end there!

SalesIQ Streamline the checkout process
• The most common reason for cart abandonment is friction during checkout due to issues like:
• Unexpected processing or shipping charges
• Complicated site navigation
• Being forced to create an account and a long signup process
• Having to provide payment details even for a free trial
• Lengthy forms
• Lack of information
• Security concerns
• Simplifying your checkout process and offering live chat on your website and mobile app can help
reduce cart abandonment.

SalesIQ
Lack the workforce to
handle a huge chat
influx?

SalesIQ

SalesIQ
Ensure steady sales growth
from existing customers
Create an effective
onboarding process
Drive quality leads > Build credibility > Establish contact > Increase conversion > Ensure sales from existing customers

SalesIQ
Periodically gather
customer feedback

SalesIQ
Develop good customer
relationships

SalesIQ
Ask happy customers for
referrals

SalesIQ

SalesIQ
Check if it's a definitive no or just a “not
yet”
• Sometimes prospects who may be interested might have budgetary issues or a contract
that prevents them from buying at that time.
• Agree on a timeline to reach out when their finances are better or after their contract ends.
Drive quality leads > Build credibility > Establish contact > Increase conversion > Ensure sales from existing customers > Handle the dreaded ‘No’

SalesIQ Make at least five attempts
• 80% of sales deals require at least five interactions.
• Don’t push your prospects away with too many and too frequent calls or emails.
• Space them out strategically and ensure that each interaction adds value to them.

SalesIQ Know when to stop
• Sunk Cost Fallacy- A phenomenon whereby people are unwilling to give up on something into
which they have already invested time, energy, and resources
• Identify a definitive rejection and see it as an opportunity to refine your sales process.
• If a prospect is stuck in a stage for too long despite your efforts, send a final break-up email.
• If the prospect was interested but hadn’t gotten around to responding, this should spur them on.
If not, you know the deal is off
• Once you know the deal is off, thank them for their time and leave them with some value addition

SalesIQ Review your performance and believe in
yourself, especially during tough times
• Analyze your sales data, call recordings, email trails, and chats to make improvements to
your sales strategy.
• Compare your sales rejection rate with the industry standard and that of your company to
know if it’s your sales techniques that need correction or if it’s an industry or company-wide
trend.
• Sales slumps and rejections can turn you weary, but it’s important to remain positive as
prospects can tell when you are not confident, and it can affect the deal.

SalesIQ Some bonus sales tips
• Block off time slots to focus on one activity—chats, calls, emails, proposals, and more—at
a time.
• As a customer, analyze what draws you or puts you off in sales transactions.
• Always have an agreed upon next step after every quality prospect interaction.
• Attempt to contact the right decision maker at all times.
• If you're in B2B sales, follow your target businesses to keep track of events that could
drive a purchase.
• Never attempt to guilt-trip a prospect, no matter how good a rapport you have.

SalesIQ
Visitor tracking Lead scoring Profile enrichment
AI bot
Codeless bot builder
An all-in-one customer engagement software

Thank
You
@zohosalesiq
www.zoho.com/salesiq
support@zohosalesiq.com

SalesIQ guide to drive quality leads, build credibility and increase conversions

Empfohlen

Empfohlen

Weitere ähnliche Inhalte

Was ist angesagt?

Was ist angesagt? (20)

Ähnlich wie SalesIQ guide to drive quality leads, build credibility and increase conversions

Ähnlich wie SalesIQ guide to drive quality leads, build credibility and increase conversions (20)

Mehr von Zoho SalesIQ

Mehr von Zoho SalesIQ (6)

Kürzlich hochgeladen

Kürzlich hochgeladen (8)

SalesIQ guide to drive quality leads, build credibility and increase conversions