Now that you have measured your local marketing, used advanced call tracking to test your results, and driven more calls to your business, it’s time to close the sale.
Make no mistake about it, when you spend time learning and watching your marketing analytics you will get more calls to your business.
But how many of you measure your close rate?
A close rate is basically a caller-to-customer conversion rate.
If you received 10 calls, how many of those 10 purchased your service, booked an appointment, or did whatever you wanted them to do on the phone?
A call means someone took the time to find you and felt you might be able to help them. If someone calls your business they went out of their way to locate your phone number, research you (perhaps briefly) and then call. They need your help. Are you ready to help?
Our data shows that many businesses don’t value calls as highly as they should be valued.
What is a call worth to your company? You spend a lot of money to get the phone to ring. Don’t waste them.
I spoke at a recent marketing conference in Las Vegas. I talked about marketing strategies, tactics and trends.
The subject matter was entirely local marketing related. There was nothing about sales performance management, sales training or close rate tracking in my presentation. That’s my I was surprised by how many people at the event wanted to get help handling calls when they came in. “I get calls from my marketing but my people don’t handle them well.”
This is far more common than most marketers recognize.
Close 2 out of 10 calls and you have a 20% conversion rate. Close 6 and you have a 60% rate. You can do better and when you do better you make more money.
“Can you train my people how to handle the call?” My answer, “Yes!!”
Teaching companies how to convert more business is the origin of Convirza’s history. Sales training is how we got into call recording. However, we don’t personally provide that training anymore. We are putting our entire focus into building Convirza as a great analytics tool. We leave the training to other specialists.
We have partnered with many great companies who use Convirza as their platform for helping you increase conversion rates. These companies are experts in various industries and by taking their experience and matching it with the analytics from Convirza we get powerful results.
For example, someone didn’t think their was anything they could do to improve sales with their customers, “I get too many people that are just price shopping.” With Convirza we can see their call was scored very low on how they built a relationship with the customer, how they asked for open-ended questions and how they listened to the customer’s likes. Now that we know the company didn’t follow basic skills, the training company can help them fix those deficiencies and score higher next month.
Now what? Use the tool…
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