All who is connected with sales know that depending on a sold product/service the period of time which is passing from the moment of the first contact to the client till the moment of sale absolutely different. It can be long 5 minutes, if your goods are foodstuff in shop, or 1 month if you sell the software in a segment b2b. Passing for this interval of time it is accepted to name process a cycle of sales and duration of process (time from the first contact before sale) accordingly – long cycle of sales.
The analysis of a cycle of sales will give the chance to plan work on attraction of clients and to predict its result.
Let’s begin here with what – we will ask a question: «What clients do to us sales?»
As a rule, the plan on a sales volume which to be lead up for the certain period depends on two categories of clients:
• constants;
• the new;
Depending on a kind of a sold product/service necessity of the client for he can have single or constant character.
For example, if you trade in a stationery the client once involved with you will usually do certain volume of purchases constantly. And if you sell credits for cars? Certainly to expect that the client involved on such product the steady customer of a car will be not necessary (though its recommendations can quite expand your client base).
So, if the product is periodically necessary to clients the share of sales to constant clients will be above than in case of individual requirement.
For an example how often we get the real estate? Well, 1-2 times in a life, it means that the realtor needs to make constantly contacts to new clients if he wishes to conclude transactions. And services of the hairdresser? We use them regularly, i.e., the client base created once by the hairdresser can provide work constantly.
It is often possible to hear that concrete criterion of efficiency of process is the end result. In general it is difficult to disagree. But there is a nuance. The result is the process purpose (in this case process of realisation of sales) but if result achievement is a unique criterion of efficiency we risk, in case of absence of result to remain without understanding why so has occurred on what particularly a stage there was a failure and that (as and where) it is necessary to make for change of an existing state of affairs.
For example, if low efficiency, cold calls of the reason can be in the following:
* Wrong segmentation (selection) of client base;
* Absence of necessary skills at sellers;
* Absence of the actual information on potential clients;
* Managers simply do not carry out calls (I think, many heads will be not surprised with such reason).
Today it is quite simple to find a good b2b connection – this is where a professional appointment setting can help you a lot.
And some general tips – today the online technologies give you a really unique chance to choose exactly what you want for the best price on the market. For example, search for appointment setters. You will be amazed how quick you can receive set of products and prices for them. Strange, but most of the people don’t use this chance. In real life it means that you must use all the tools of today to get the information that you need.
Search Google or other search engines. Visit social networks and have a look on the accounts that are relevant to your topic. Go to the niche forums and participate in the discussion. All this will help you to create a true vision of this market. Thus, giving you a real chance to make a wise and nicely balanced decision.
And also sign up to the RSS on this blog, because we will everything possible to keep this blog tuned up to the day with new publications about appointment setting industry.
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