It's Time to Turn Leads into Sales

By Lora Meisner, Thingamajob.com Staff Writer

Are you an accountant or financial industry professional? If so, you're undoubtedly faced with the challenge of selling your products and services, no matter what condition the job market is in. The most important thing to remember is you're always selling yourself. Any sales professional will tell you that no matter how great your product or service, customers need to have confidence in what you're telling them.

You can teach an old dog new tricks!

Having good selling skills can be learned. All you need is a logical and honest presentation of your product or service. The sales cycle starts when you begin locating prospects, and continues with interviewing and analyzing your customer's needs. After that, you make your presentation, negotiate, and close the deal and finally, follow up and provide good customer service.

The goal is to not only acquire more customers but also expand your services to your present customers.

Ready, set, sell!

You're following up on leads generated from your marketing efforts and ready to make your sales presentation. Here 11 essential things you must know:

• Focus on qualified customers, those that are relatively easy to communicate with and show an interest in your product or service.
• Make sure you're talking to or meeting with a key decision maker-the person who can place the order or sign the contract.
• Present a consistent message: To form an impression your marketing activities must be consistent and complement each other. Graphics, themes, logos, colors, and style should convey the same message register in the minds of your potential customers. Many marketing messages are necessary to motivate a prospect to become your customer.
• Begin with a strong opening statement - stating the value of your product or service and to create an interest for further discussion.
• Be prepared with at least five open-ended questions appropriate to your customer's needs.
• Practice active listening-give your full attention to your prospects and customers.
• Let your prospects and customers talk more and tell you about their needs and expectations. The more you understand their needs, the better you can serve them.
• Have five points that differentiate you from your competitors.
• Have responses prepared for possible objections.
• Ask for the sale. This may seem obvious but many professionals forget to ask something like, "How can we do business together? Or how can I help with the XXX problem?"
• Always follow-up and give good customer service. Ask for continuous feedback either verbally or via customer surveys. Getting continual feedback is an inexpensive way to stay in tune with your customers and learn how to retain them for years.

Don't forget...

Since many professionals offer multiple services, the selling cycle is continuous by regularly reminding customers about your other products or services. The goal is to not only acquire more customers but also expand your services to your present customers. Retention and expansion of current customers entails less expense and energy than selling to new ones by turning the same lead into more sales.

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