Rules to Better Sales

Any opportunity that has not yet been converted to a sale will be at one of the following 6 stages:

When users fill out a form to make an appointment or download an ebook, it's common for businesses to collect basic contact details. Unfortunately, many forms neglect to ask for a phone number, or if they do, they don't make it a required field. This oversight can lead to missed opportunities for follow-up and converting a lead into a customer.

By collecting phone numbers and following up with a phone call, you can significantly increase your chances of converting online leads into customers. Make sure your forms are designed to gather all necessary contact information, and prioritize personal, immediate follow-ups to build trust and engagement with your prospects.

With the amount of money companies spend on marketing these days, it's vital that, when you receive a phone call enquiring about your services, you know how to handle it.

Not all clients are created equal, and sometimes it's a good idea to do a quick risk assessment before commencing work.

If a new client calls up in a rush and you've never heard of them, what steps do you take before jumping straight into billable work?

It’s important to have clear options for how a client can engage your services.

You need to be clear on any differences between them in both billing and project management:

Unless you're the <1% of companies who competes based purely on price, you will need to be able to explain why your services are more expensive than 1 or more of your competitors.

In the bespoke software space, this is easy, as your clients are not buying something generic, and quality matters. Here's how we do it:

Be prepared for the initial meeting because first impressions are the most important. Preparation cements your professionalism and underscores your eye for detail and capacity to deliver.

The initial meeting with a prospect often starts as an impersonal interaction—a web inquiry or a phone call. These methods lack the tangible connection of a physical presence. Inviting the prospect to your office for a face-to-face meeting changes everything. Sitting in the boardroom, sharing a coffee, and looking across the table humanizes the interaction and brings your company to life. This is the foundation for building trust and a lasting relationship.

Figure: It is important to greet people with a warm smile in a professional setting at your office

The first meeting is on you. While you have 1 - 2 hours to provide the prospective client with enough information to decide whether to pursue a Spec Review, the focus of the initial meeting is the client, their problem, and how you might build a solution.

The best way to action this is to ask questions, listen and take notes: Clients appreciate someone genuinely considering their needs. A Brainstorming session is a fantastic way to give and receive feedback immediately. Even if the client decides not to use you, you should provide them with useful information and a positive impression.

Figure: Using recordings to refine sales tactics

Recording sales meetings can be a game-changer for improving team performance and customer relations. It provides a valuable resource for training, review, and ensuring that all commitments made during the meeting are followed through.

Benefits of Recording Sales Meetings

- Training Opportunities: New sales team members can watch past meetings to learn from senior members and quickly get up to speed with your sales tactics and client interactions.

- Record Keeping: It ensures all details discussed are accurately recorded, eliminating disputes over who said what and what was agreed upon.

Best Practices for Recording Sales Meetings

- Secure Storage: Ensure that recordings are stored securely and that access is controlled to protect client confidentiality.

- Inform Participants: Always inform all participants that the meeting is being recorded. This is not only a best practice but also a legal requirement in many regions.

Tools for Recording

- Video conferencing tools: Platforms like Zoom or Microsoft Teams often have built-in recording functions.

- Dedicated recording software: There are tools specifically designed for recording and storing meetings securely that integrate with most conferencing tools.

Using AI for meeting analysis

Using AI for meeting analysis can significantly enhance the efficiency and effectiveness of your sales process and client relationships. At SSW, we have developed a custom GPT (Generative Pre-trained Transformer) to transform meeting transcript notes into sales emails that use our templates.

By following these guidelines and ensuring legal compliance, recording sales meetings can greatly benefit your sales process and client relationships.