1. Track Leads
The process of determining the source of leads, actively monitoring where leads are in the sales funnel, and taking the necessary steps to move the lead towards closing the sale are known as lead tracking. Doing so allows you to make informed decisions to improve lead quality and enhance sales productivity. A CRM or a basic system such as an Excel sheet, Google sheet, or HubSpot can be used to track leads.
2. Sales Process
A structured sales process gives your sales operations more structure and responsibility, increasing your close rate. Developing a sales process to optimize the lead and follow-up is of great importance for success because just asking questions or trying to sell something on the spot is typically not enough to close the sale.
Important Sales Process Steps:
Be prepared to answer the phone when a customer calls and have the ability to craft an email or social response to engage effectively with customers.
Overcome objections by learning about the customer’s needs and analyzing their options. When you speak with the customer, you can acquire as much information as possible to provide the best solution. Customers may not understand the entire transaction despite having resources to educate themselves about transportation services. As a result, it is critical to explain the transaction to them and establish a connection with them to convert them into current clients.
3. Set Targets
Setting targets against your close rates can increase the success of your business. For example, if you set a target to close 75% of 100 leads that contact your business, and you measure this target over a short period and see that you have the right number of leads coming in, but your close rate is 50%, it allows you to identify the improvements that need to be made to reach your target. These improvements can include reevaluating the demographic you are targeting, restructuring your sales process, or improving your lead management.
Watch CEO of Driverseat, Brian Bazely, further discuss Driverseat’s lead management and optimization tactics to close sales in the videos below!