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How To Get More Online Bookings | #5 Your Sales Process
From our previous articles, you learned how to bring in more leads and get more online bookings, so now it’s time to learn how to make sure that you turn all your leads to customers and close every deal.
Lead generation is hard work! Everybody’s trying to get more business, route leads towards there business and get the ideal customers to come to them. It would be such a waste and a horrible shame to not close each and every one of the leads that you’ve worked for.
So how good is your sales process at the moment? What is your average close rate? And how difficult do you find it to close every deal? If the answers are not “Perfect!”, “90% to 100%” and “Easy as pie.” then this article will surely help you improve your sales process and get even more online bookings.
(Don’t forget to share this article with somebody who might find it useful. Also, if you have foolproof sales tips that this post doesn’t mention, let us know in the comments!)
Let’s dive in and see how to get more online bookings and close more deals by perfecting your sales process!
Make the first touchpoint perfect
You only get one chance to make a first impression, so it needs to be perfect. It’s one handshake, one phone call or one email, that’s all you get. No pressure though.
It takes some time to get the initial touchpoint perfect and there’s no one-fits-all advice I could give you other than try lots of different things and see what works for you.
You will fail a couple of times but that’s how you will succeed. Failure plays a very important role in succeeding, so don’t let smaller glitches put you down, instead, learn from them.
Tip: when you’re at the testing phase, only change one thing at a time, so you can measure what caused your initial touchpoint to be more effective. Was it a different subject line? Did you use another email template? Or did you call your clients at a different hour of the day? Small things like this can make a huge difference.
Have a Call-To-Action
I can’t tell you how many emails I receive a day that are missing a call-to-action. I can tell by just looking at the subject line, that the sender wants to work together on a content marketing or other kind of marketing relationship with 10to8 Scheduling Software, but the message is a company introduction or service description. But no call-to-action. So even marketing and outreach professionals make this mistake, it is surprisingly common.
You must always tell your prospects what shall be the next step. Is it just replying to the email? Should they book a call with you? Or is it something else that you want them to do? Have a clear call-to-action and you will see an increase in conversions.
Tip: If the call-to-action is to jump on a call, don’t offer a timeslot yourself, but rather allow your prospect to choose one themselves. To do this, of course, you will need an online booking system. Here’s how to set one up. Busy people don’t like when others try to interfere with their agenda, so respect their schedule and send them your availability calendar.
Have a clear and nicely laid out pricing table
Confusion around pricing is one of the most common reasons why sales deals get stalled. It is important that you make your prospects aware of the pricing of your products or services early enough so you don’t waste each other’s time if your offering falls outside of their budget.
It’s also important that your pricing is laid out in a simple-to-read and aesthetically pleasing way. For example, 10to8’s pricing is done in a table form so people can compare pricing plans with ease. For Bespoke Plans, however, our sales team uses a pricing sheet that lists all of our advanced features and their prices, and thus organizations with more enhanced requirements can put together their very own plan.
Tip: Ask your prospects and leads about how they found your pricing table layout. Did they find anything unclear or confusing regarding your prices? Getting this part of your sales process right is a key ingredient to success.
More often than not you will need to follow up on your initial email. People are busy, they forget to answer, they might get stuck or lost with something during the sales process and need help, or they just need to be nudged a bit to move forward.
Follow up once or maybe twice and show that you care. Don’t go overboard with it though, as sending annoying follow-up emails every other day for 2 weeks can make you end up in your precious lead’s spam folder.
Tip: How you do sales outreach is very important, from the initial contact to the follow-ups and if you want to learn more about it, read our 6 tips for successful sales outreach.
Analyze the funnel
Mistakes during the sales process happen and they can help you to improve the way you close deals. Analyze the funnel and try to figure out where the lead started to slip away and where did you finally lose them.
Gathering information for lost leads is not at all easy, but there are things that you can do on your own too. Remember, it can be as obvious as a broken link to your booking page or an email that you forgot to answer.
Tip: Ask yourself the following questions:
- Are you the blocker of the deal moving forward?
- Do you have a relationship and a deep understanding of your client’s needs?
- Do they keep seeing value?
- Are there any contract issues?
Once you discover where your leads get stuck, it will be much easier to fix the issue.
Each business’s sales process is different and, to be honest with you, there’s no such thing as an absolutely perfect sales process. You can get very clos and once you have it, it will be easier to close more deals. Furthermore, the understanding of your ideal customer profile that you gained during perfecting your sales process will help you generate more leads.
Did you know that this article is the fifth part of the ‘How to get more online bookings’ series? If you don’t want to miss out on new episodes, be sure to subscribe to our newsletter. Also, check out the other episodes…
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Anna, whose middle name is Hashtag, is an enthusiastic Digital Marketing Executive. She drinks her coffee with cream and Instagram, retweets (almost) every fun fact about koalas and never misses an interesting Facebook webinar about exciting new features. She aims to collect and share the utmost interesting content. And she's also the one, who jumps up and down if we have a new follower on social media.
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