How To Have An Effective Sales Meeting

When you are organising a meeting to cultivate sales leads, there are several strategies that can ensure that your leads translate into sales. Here are seven ways of ensuring that you have a productive sales meeting and ensure your staff are absolutely ready to do their best.

1. Keep The Information Easy To Understand:

It is best to always follow the acronym of K.I.S.S. This acronym stands for keep it short and simple. Don’t include unnecessary information.

2. Reward Employees For Making A Sale:

One way to reward them is to offer something tangible in return for making a sale. While some companies offer employees commissions for the sales they make, this business structure doesn’t work for every company. Simply thanking your employees can go a long way.

3. Have A Clear Objective:

Everyone in the sales meeting must know exactly what approach they need to take for their sales pitch. It’s important to encourage your employees to come to you if they have any questions about what they need to say during their pitch and how to respond to common questions about the product(s).

4. Make Sure Everyone Knows About The Meeting:

You must make a considerable effort to ensure that all employees are informed of the meeting if it happens outside of usual work hours. If the sales meeting has been scheduled on short notice, it may be necessary to notify employees by phone. However, you should always give employees as much notice as possible.

5. Pay Attention To The Length Of The Meeting:

While the ideal length of the sales meeting varies depending on the nature of your company, it’s important that it doesn’t drag on and bore employees and clients. This is especially important during weekends.

One way to keep meetings from dragging on is to avoid talking about subjects that aren’t relevant to the material that needs to be covered. You also should have a schedule for all parts of the meeting.

6. Keep Costs Associated With Attending The Meeting Affordable:

Not only will your employees be put off by an overly costly location, but it could be off-putting to your clients. This could result in a lot of money being spend without cultivating your sales leads.

7. Consider Giving Information To Employees Before The Meeting:

If there is important information about a new product that employees need to know for the meeting, it is best to give this information to employees ahead of time. In some cases, it may be a good idea to give your employees a full schedule of the meeting beforehand.

If you need to give your employees information ahead of time, this should always be done at least a few days before the meeting. This will ensure that your employees are able to read all the information.

Sales leads are only the start, you’ve still got to do the selling bit!

It doesn’t matter what your product or service, to make money from your skills; you need to be able to engage with someone who wants to buy them.

Of course, salespeople get a pretty rough time.

It’s hard for anyone to admit that they are one, but if you have your own business, or if you’re part of a larger organisation, at some point in your corporate life you’re going to have to step into a salesman’s shoes.

Sound hard?

You bet it is!

Here at Pay-Per-Lead, we can take away some of the initial pain by at least giving you the details of someone who is open to talking. But converting them into customers? That’s the bit you need to take control of yourself.

So, we thought we’d give you some pointers to make the process a little bit easier.

The difference between a cold and warm lead

You’ve no doubt heard of the term “cold calling.”

It’s been on the TV enough, and you’ve probably had someone phone you up to ask if you’ve ever claimed for PPI, or an accident you had, or even to change your mortgage.

These are cold calls, and they’re classed as such because the person on the other side of the phone doesn’t have a clue whether you need the service they have.

They’re calling you completely “cold,” in the hope that by calling enough people, at least a few of them might be receptive to whatever it is they’re selling.

As you can imagine, this is very difficult.

The person making the call has to have a particularly tough constitution to take all of the rejection they are likely to suffer, and boy, do they suffer.

In fact, when it comes to the role of sales, cold calling is often the bit that puts people off completely.

Warm leads are different.

If a prospect is “warm,” then they’re already open to talking.

They might not be a dead cert, but at least they’ve heard of your company, or you know they’re in the market for what you sell, or maybe have even enquired about your particular service.

The thing is, when you phone them up, a warm lead is more open to discussing what it is you have.

This also means that it’s a much easier job for the salesperson to convert this lead into a sale, and hopefully, avoid any difficult questions such as “who are you?” and “what are you doing calling me?”

Life’s easier with warm leads, but it’s still no guarantee that they will become your customer, so you need to work on them, and that’s what this post is about.

There now follows a list of techniques that have been proven to work for decades and have been taught by many sales companies.

If you thought that being in sales was about being a tough, rough, hard-as-nails negotiator, then prepare to be pleasantly surprised, things in the real world are far different!

Prepare for rejection by qualifying your lead

When you start a sales call or even a meeting, there’s often an expectation that the buyer and seller are going into battle.

As the seller, you arm yourself with a whole arsenal of information, slides, leaflets and your job is to make your service so attractive that the buyer will be chomping at the bit, ready to bite your hand off and buy everything you have.

But what if you turned the tables?

What if you firstly tried to ensure that you were the right “fit”?

Maybe, just maybe, if you started the conversation by telling the buyer that you wanted to check first that the two companies can work together?

Sound odd? It might do, but it works.

Some buyers are ready to buy. They’ve made their decision, and they are willing to open their chequebook.

That’s fine. Sold. Move on.

Others turn up looking for a fight.

Consider this conversation:

“So, tell me why I should buy your pens?”

With this question, the buyer is fully expecting you to say how good your pens are, probably explaining the grip, the feel, the type of ink, etc.

But if you reply with:

“I think we should find out if you even need any pens…”

Immediately you’ve passed the question back, and at this point, it’s up to them to explain to you why they need pens.

This is in stark contrast to most sales meetings.

At this point you’ve asked the prospect to qualify themselves, altering the mood completely, and if you do it well, it makes quite a difference.

It’s not about being combative, it’s about diffusing the situation and turning it more into a conversation, but it also helps you with the next tip…

Get them to tell you what they want

Very often a sales meeting begins with the prospect expecting you to “sell” and explain everything about your product.

This usually ends up with a boring PowerPoint presentation or endless flip boards of information, and if you’re lucky, some of it might hit home.

However, if you ask them what it is they’re after, you can hit those points specifically and accurately without having to guess.

The first thing to ask is why they think your solution would help them.

Seriously, that’s a great place to start.

Let’s take another example.

If you were selling car leases, you could ask your prospect to explain why they think yours would be better than anyone else’s. Of course, they could say “I’ve asked you that,” but you can simply counter with, “have you had a bad experience with others then?”

The thing is, you’re not trying to sell something the prospect doesn’t want. If you try to do that, you’re setting yourself up for objections.

Tell a story

People like stories.

If you can put the prospect inside a story, then they’re much more likely to agree with you.

This is why case studies work so well. They show a situation that people can associate with and understand because it’s real life.

So, if you’re describing how your product works, explain it with a story.

For example:

“Our product helps to increase sales by 20% while reducing on-line marketing costs by up to 25% through a series of customer-facing initiatives, self help and follow up.”

That’s a statement of sorts, but it doesn’t really help anyone understand what it is you’re on about. It’s not emotive, it’s just a statement, and it’s not necessarily true.

However…

“DHSmith, the High Street brand, increased sales in one month by 16% simply by using our card system. Customers could get the cards for free, and many of them filled out the easy on-line application to get a discount. You can go and get one yourself to see how it works. It reduced their marketing costs by 20% in the first two months, and their managers have now started rolling it out across other stores.”

Much better. Real world, real experience.

Let them speak

Have you ever been in a meeting and been annoyed when someone inturrupts you all the time?

Or when they finish your sentences or try to second guess what you’re saying?

Yeah.

Don’t do it.

Let the prospect speak. They need to do all the talking.

This is when the psychology of dating comes in useful.

When you’re out with someone you’re trying to impress, do you talk all the time, telling them about your amazing day, explaining what you do at work, or do you ask them to tell you about their interests?

If you want to get on, you need to be interested in people, so you need to listen.

Listening is one of the most important skills in any business, and by learning how to do it well, you can suddenly find your sales will rocket.

Get interested in people, and they will be interested in you.

Don’t try to force them down any particular route, don’t try to explain everything, in short, just be quiet and let them sell to themselves.

Summary

Hopefully, you can see a pattern in the above tips.

Being a sales person is about being a normal functioning human being, and not trying to step into the shoes of a silver-suited, slick salesperson with a deathly stare.

Selling is easy if the person you’re talking to learns about you, likes you and eventually trusts you.

What is Pay-Per-Lead?

Here’s a slide deck that explains in some detail how the Pay-Per-Lead model works.


Sales lead – Created with Haiku Deck, presentation software that inspires

Pay Per Lead – Why It’s an Effective Way to Get Sales Leads

Is Pay Per Lead an effective way to build sales? We think it is…

If you’re a business owner, it’s extremely likely that your number one day-to-day focus is in getting sales. Selling your services or products is what feeds the business beast and enables you to keep the business going and pay staff, and importantly, yourself.

Without a steady stream of sales, everything dries up and the cashflow suffers.

There are many ways to get sales, and given the drive of new technology, but given the current drive towards a more digital marketing approach, you’d be forgiven for thinking traditional methods were obsolete.

However, a fusion of traditional approach and more modern methods can yield the best results, and that’s where the pay-per-lead model can benefit.

If you’ve been tempted to try SEO or sponsored search, you’ll know that there’s sometimes a significant outlay of costs before you can begin to see the benefits of it.

Trying to get your website into the top ten can seem like an impossible task, and even when it’s there, how do you turn those visitors into customers?

But paying for leads seems so outdated, you probably haven’t even considered it as an option.

The days of leads being handed out to an eager sales team have surely long gone? Isn’t everything done online these days?

Well, no, pay per lead is still going strong, and there are lots of reasons why.

The lead is already warm

When using any form of paid advertising, you’re never sure that the people reading your advert actually need your products. Your prospects are cold, they’re not looking to buy, so why would they engage with you?

If they do engage with you, then they will often look at what your website offers (costing you for the click) and then go somewhere else if you don’t have an effective way of capturing the lead.

With pay per lead, they’re already warm.

When the lead has been passed to you, they’ve already shown that they’re interested in your product, they actually want to speak to someone who can help them. That someone is you. All you have to do then is close the deal.

You don’t pay for unwanted clicks

Another benefit is that you will only ever get leads from people who are interested. You don’t pay for wasted clicks, adverts that don’t reach your target market or “tyre-kickers”.

Most advertising revenue is wasted in this way.

The old way of advertising is an all-or-nothing approach where the name of the game is to get the advert in front of as many people as possible then increase the conversion rate.

With pay per lead, you only pay for what you get

Pay per lead works by simply allowing you to buy the contact details of someone who is already interested in your product.

You pay an amount – you get a lead.

That lead is warm. They’ve already shown an interest, and they’re ready to be sold to.

This method of getting sales leads is as old as the hills.

Much like the days of asking a telesales team to contact business owners on your behalf, the new digital pay-per-lead methods mix new technology with old.

Give us a try today, and increase your sales this week!