HubSpot talks to over 1,000 sales professionals and found that most have increased their closing rates from 2021 to 2022. Because of technological advancements, B2B businesses are getting more booked meetings with prospects. If your sales team isn’t up-to-date with new closing strategies, you will lose out on many potential clients.
However, implementing robust strategies to help your sales team close deals can help your business profit. Finding new ideas can be challenging, but we are here to help. Keep reading to learn what you can do to revamp your sales team’s closing strategies.
Do Your Research
One great way to learn about your prospect is by visiting their website. See what kind of products or services they offer. What their company culture is like, and what their customers say about them.
You can also use social media to check out their online presence and what people like or hate about them. If you have a mutual connection, reach out and ask for more information about the prospect. See if they have any insider knowledge that could give you an edge during your meeting.
Ask the Right Questions
You must show that you understand the client’s business and specific needs. You can tailor your pitch to captivate your prospect by asking the right questions. Here are some great questions to ask:
- What are your company’s main pain points?
- How do you see our product/service solving those problems?
- Who is the decision-maker when it comes to this kind of purchase?
- What is the budget for this project?
- When do you need this project completed by?
- What other options have you considered?
By asking these questions, you can better understand the client’s needs. You can also find out what their budget is and if they have a timeline for this project. Asking these questions can help you close the deal because it instills confidence that the prospect is in the right hands.
Create a Sense of Urgency
Have you heard of the term “FOMO?” It stands for “fear of missing out,” which creates a sense of urgency. You can make a sense of urgency by:
- Offering a discount for signing on before a certain date
- Stressing that there are limited spots available
- Letting them know that your competitor is also interested in their business
For example, if you’re selling a digital marketing service, you can say there’s a discount if they sign this week. Making the client feel like they need to act now increases the chance of them signing on with your company.
Offering Something for Free
People love free stuff, which makes closing deals like taking candy from a baby. It’s a great way to get your foot in the door with a potential client. By offering something for free, you can:
- Attract attention from new prospects
- Generate leads
- Get feedback about your product or service
For example, you can offer a free consultation call or product trial. The prospect can try your product or service. If they like it, they can pay after the trial period.
Provide a Proposal
A proposal is a great way to show your prospect that you’re serious about working with them. By providing a proposal, you can:
- Outline the scope of work
- Detail the deliverables
- Include pricing information
Your proposal should be tailored to the client’s specific needs. It should include information about what you’re offering and how much it will cost. Providing a proposal is a great way to close the deal and get started on a project.
Get Customer Testimonials
Customer testimonials help build trust with your prospect. The goal is to show them that other people have succeeded with your product or service. This will help increase the chances of them doing business with you.
Interact With Your Prospects on Social Media
Social media is a great way to stay in touch with your prospects. You can interact with them by:
- Liking and commenting on their posts
- Sharing their content
- DMing them
You can build relationships and trust by interacting with your prospects on social media. This is a great way to close deals and get new business.
Be Persistent, Not Annoying
It’s essential to be persistent when trying to close a deal, but you don’t want to be annoying. There’s a fine line between being persistent and being pushy. Here are some tips to help you:
- Don’t call more than once a week
- Don’t send more than one email a week
- Make sure you’re providing value
If you’re calling or emailing your prospect more than once a week, you’re being too pushy. You don’t want to waste your prospect’s time, so make sure every call provides value to their business. This will help you build a relationship and close the deal.
Schedule a Follow Up Meeting
A follow-up meeting will help you reiterate your interest in working with the client. It also confirms their budget, timeline, and commitment to the project.
It keeps them thinking about you, so you don’t lose them to the competitor. By scheduling a follow-up meeting, you can address any questions or concerns they may have.
Use a Case Study
A case study is an excellent strategy to show your prospect how you’ve helped other companies like theirs. By using a case study, you can:
- Show that you understand their business
- Demonstrate your results
- Gain trust
Your case study should be tailored to the client’s specific needs. It should also show how you’ve helped companies in their industry achieve their goals. It’s best to have graphs, data, and examples.
For example, let’s say you have a cannabis client looking for SEO. Then show them case studies involving another cannabis company you worked with in the past. Share all the keywords you ranked, increased organic searches, and content writing samples.
Work With Microsoft Dynamics 365
If you want to close deals faster, consider using the Aerie Dynamics 365 consultant. It’s a CRM software that helps sales teams manage their leads and customers.
It also has a built-in marketing automation tool. This means you can automatically send emails, create landing pages, and track your results. It’s easy to use and has a wide range of features, like:
- Lead management
- Contact management
- Opportunity management
- Quote management
This is an excellent tool to help you scale your sales team. It allows you to manage your leads, customers, and marketing all in one place.
Linkedin Lead Generation
LinkedIn is an excellent platform for generating leads. You can use it to find and connect with potential clients. LinkedIn also has several notable features, like:
- Advanced search
- Sales Navigator
You can use a sales navigator to filter down to your ideal prospect. Draft a personalized message and connect with them. After that, build a relationship and bring them onto a meeting to close the deal.
Cold Email Marketing
Cold emailing is a great way to reach out to potential clients. It’s important to remember that your goal is to start a relationship.
You’re not trying to sell them something in the first email. Here are some tips for cold emailing:
- Personalize the message
- Keep it short
- Include a CTA
- Follow up
When you personalize the message, you’re more likely to get a response. The prospect will see that you took the time to write a specific message and not just send a generic email.
It’s also essential to keep the message short and to the point. Include a CTA with a link to book a meeting, so they know what to do next. Follow up with them if they don’t respond in 3-5 days.
When cold calling, it’s important to remember that you’re not trying to sell them something in the first call. Your goal is to start a relationship. Here are some tips for cold calling:
- Introduce yourself
- Ask questions
- Be prepared
- Listen more than you talk
- End the call on a positive note
When you introduce yourself, mention your company and what you do. Ask questions about their business and their needs. This will show that you’re interested in working with them.
Be prepared for the call by having information about the company and its needs. Don’t forget to listen more than you talk. Keep in mind that you will get more “no’s” than “Yes,” so don’t get discouraged.
Focus on the Benefits, Not the Product
Have you ever heard the expression, “People do not want to purchase a quarter-inch drill; they want a quarter-inch hole?” While dealing with a prospect, the same rationale applies.
You should emphasize the advantages customers will obtain from doing business with you. Remember that the prospect is attempting to solve an issue they have, not to purchase your product.
Deal With Objections
If the buyer has any pricing or product suitability issues, you should aggressively address those concerns. Listen to their arguments and validate them. Then, ask more clarifying questions and react with consideration.
Request the Sale
Once you’re confident in the answer that you’re offering the customer and their organization, it’s time to ask for the sale. Make the buyer feel at ease, but don’t be hesitant to express any sense of urgency you may have to move the sale along.
A soft closure is not aggressive. You may use this technique to encourage a prospect to proceed. Start by describing a benefit, then conclude with a low-impact inquiry.
This might help them relax since they will no longer feel pressured to make a choice now. You can use this strategy if you believe the prospect requires more time. An example of this is asking them, “Would you be interested if we were able to resolve [pain point]?”
Certain individuals are more visually focused. If you encounter a prospect who is hesitant because they do not completely understand the service, you can offer a demonstration. This will help them know how your business operates.
It will also provide an excellent visualization of how it might meet their business needs. For example, you can say, “it might be difficult to imagine how this product operates; let me introduce you to it.”
This strategy, unlike others, depends on your consumer. They may request a discount if they are interested in your product or service.
This is your chance to act swiftly. If you accept their proposition, you must want something in return. For example, if a prospect requests a 15% discount, you may respond, “That’s possible, but only if you sign up now.”
In this strategy, you will emphasize three components that make the product beneficial to the prospect’s business. It relies on the idea that listing objects in threes makes a strong message. You can highlight three identical points to underline the significance of a feature.
You can also list three distinct points to demonstrate the breadth of coverage. For example, you can say, “With our product, you’ll build your company more quickly, efficiently, and effectively.” You can also try “free delivery, installation, and support are included with your order today.”
Weekly Price Cap
Occasionally, sealing the transaction comes down to price alone. If you give someone an annual fee, the price may seem excessive. However, if the cost is broken down per week or even per day, it may be compared to an ordinary purchase.
For instance, you may compare the cost of a service to purchasing a daily cup of coffee. From there, it is simple to argue that you give them a vital service for just a few bucks daily.
Automation performs repetitive tasks, such as sending follow-up emails or scheduling appointments. This frees up time for your sales team to focus on developing relationships with potential customers. It can also help track and manage customer data, leading to better decision-making and improved sales outcomes.
For example, you can use automation software to send thousands of emails to prospects so your team does not have to do it manually. This allows them to focus their time on prospects responding to the email and requesting a meeting.
Close Deals at the Speed of Light
Sales is a numbers game. You need to meet as many prospects as possible to close an adequate number of deals. However, you may lose out on potential clients if you aren’t using the proper sales technique.
Our tips and tricks listed above will help you close deals faster than Einstein’s Theory of Relativity. If you are a tech, marketing, and business junkie, not to worry, we got some exciting stuff to show you. Check out our blog posts for new insights and tools to help you stay ahead of the competition.