Simple, Easy, and Effective Conversion Boosting Tips

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Simple, Easy, and Effective Conversion Boosting
Tips
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• Although it might seem like some secrets that
  you use to boost conversions are unfair, its
  important to use them to your advantage. While
  every marketer desires a greater percentage of
  converting leads, many fail to see the obvious
  right in front of them. It can be easy so easy to
  use PPC to covert inbound callers to paying
  customers that it can seem like youre cheating
  when youre really not.

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• When your phone doesnt ring a lot, its normal
  to feel worried. Every business depends on phone
  calls to make money, and its essential to
  understand the value of every incoming call.
  Consider that two-thirds of Fortune 500 companies
  recently surveyed reported phone calls as being
  their highest quality of lead source. It boils
  down to people wanting to speak to a human being
  and not a computer when theyre making an
  important purchasing decision. This is a good
  thing for your business.

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• When your phone doesnt ring a lot, its normal
  to feel worried. Every business depends on phone
  calls to make money, and its essential to
  understand the value of every incoming call.
  Consider that two-thirds of Fortune 500 companies
  recently surveyed reported phone calls as being
  their highest quality of lead source. It boils
  down to people wanting to speak to a human being
  and not a computer when theyre making an
  important purchasing decision. This is a good
  thing for your business.

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• If driving more phone calls to your business
  seems daunting, we would like to assure you that
  its easier than you think. As you convert more
  callers into paying customers, you will watch
  your business grow at the same time. Thinking of
  inbound phone calls like money is a good idea. If
  you dont have a steady flow of them, your
  business cant grow and thrive.

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• Many marketers make the mistake of not moving
  past clicks because they assume that its
  impossible to receive the quality of inbound
  calls that they desire. Other marketers assume
  that online clicks matter more than phone calls
  when the opposite is true.

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• In the many years that CallSumo has assisted
  marketers, we have perfected the techniques you
  need to optimize and convert more phone calls. We
  understand the factors that influence conversion
  rates because we have analyzed call tracking data
  from millions of calls. Taking it a step further,
  we implemented conversation analytics to listen
  to what customers said on those calls to discover
  what the factors that people who became customers
  have in common.

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• Were excited to let you know that these
  techniques are inexpensive and simple to start
  using. At CallSumo, we liken it to making more
  money from what youre already spending on
  marketing and stealing your own traffic.
  Following are 10 tricks that you can start using
  right away.

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Remain Polite and Professional

• Its important that your agents adopt the right
  tone of voice when speaking with customers. This
  encourages them to use polite words and phrases
  in return and both parties disconnect from the
  conversation happy. While being direct has its
  place in business, its not appropriate to use
  with customers during the information-gathering
  process. Politeness brings out the best in people
  and makes them want to engage with your brand and
  company more.

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• When in doubt, always go the way of good
  manners. Consider the words of Amy Vanderbilt,
  considered an expert in American etiquette, when
  she states that emotions and manners must go
  together. Its impossible to display politeness
  towards someone else when you dont have control
  of your own emotions.

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Encourage Compliments without Fishing for Them

• Everyone loves a compliment, but it might
  surprise you to learn that a caller who praises
  an agent or your companys products or services
  is much more likely to follow through with making
  a purchase. The best way to inspire this to
  happen is for your agents to demonstrate
  authenticity while engaging with the caller.
  People are naturally drawn to sincerity, and they
  often show their appreciation by acting the same
  way in return. When you hear a compliment on a
  call, you can feel confident that youre that
  much closer to closing the deal.

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Engage in Detective Work to Uncover the
Customers Pain Points

• A sales professional doesnt just sell things.
  He or she is an expert problem solver as well.
  This naturally develops over time from listening
  to customers and knowing their needs even before
  they do. They listen closely to figure out what
  the customer values, needs, and wants in addition
  to determining his or her most pressing pain
  points.

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• Probing is essential when speaking to a customer
  on the phone. Its the only way to reveal his or
  her pain points and make the call more about
  discovery than sales. One way to know that youre
  getting it right is when you find yourself asking
  a series of open-ended questions to help the
  customer feel more comfortable about sharing
  concerns. If you cant figure out what your
  customers need, they will find someone who can.

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Customer Questions Help Both of You

• Having a customer ask questions is a good
  thing. It means that he or she is getting closer
  to making a purchase. In fact, the way you ask
  questions inspires how your customers come up
  with questions of their own. Skip the yes or no
  questions and ask those that require some
  introspection before answering.

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• A common theory in sales is to allot 70 percent
  of the time for the customer to talk and 30
  percent to the agent. Of course, this is only a
  guideline. As callers answer your questions and
  explain whats on their mind, you can customize
  your approach to meet theirs. When you listen
  more than twice as much as you talk, your
  approach is bound to come across as more sincere.

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Track Sources of Conversions in Real Time

• Its always a thrill to bring in a big deal.
  Assuming you want to experience that, you need to
  optimize to achieve that outcome. The best way
  you can do this is to optimize call tacking. Its
  essential to know the source of your calls so you
  can make better marketing decisions now and in
  the future. You have many options in call
  tracking software, but not all are equal. Many of
  them dont tell you the factors that caused
  someone to schedule an appointment or close a
  deal. This information is critical if you hope to
  act on your success.

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Using a Persons Name is Powerful

• As long as you dont overdo it and inject the
  name into every sentence, most people love the
  sound of their own name. We recommend learning it
  as early in the conversation as possible and
  using it liberally. Knowing a persons name early
  in the conversation makes him or her more real to
  you as you strive for a human connection.

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Know Where to Deliver the Product

• Learning a customers email or physical address
  is key to closing the deal. Phrases such as What
  address should I deliver this product to? or
  Where should I forward the invoice? are natural
  deal closers. Of course, you always want to find
  out if the customer has additional questions
  before making the transition towards closing the
  call.

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Dont Forget to Collect a Phone Number

• People are naturally guarded about sharing
  personal information these days, including their
  telephone number. The last thing they want is a
  bunch of unwanted sales calls. Its your job to
  build trust with the customer so he or she shares
  this information freely. Knowing a persons name,
  delivery address, and phone number are all
  essential in closing a deal.

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• If youre not sure if the customer is engaged
  with you, trying saying the phone number back to
  him or her but getting one digit wrong. This
  gives you a good feel for the conversation as
  well as how close you are to closing the deal.

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Take Responsibility for the Call

• You need to act confident if you expect
  customers to feel confident in your companys
  products or services. That means taking ownership
  of every call with phrases such as
• Let me help you with that
• I would be happy to handle that
• I will show you how to do that

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• You may be wondering how phrases like these
  improve conversion rates. The truth is that
  people respond positively to what they see as
  high-quality engagement. It makes them feel
  reassured to know that someone is taking care of
  it. They make the call wondering if someone can
  actually help them. When you confidently state
  that you can, it eases their mind and makes it
  much more likely they will buy from your company.

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Ask for the Customers Business

• Closing the call is one time when you do want to
  be more direct. Studies indicate that sales
  agents who ask the caller for his or her business
  are 10 times as likely to receive it. Some ways
  you can do that include
• Sign a customer up for coupon specials
• Schedule an appointment or meeting
• Secure a commitment for a future service

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• Not only does asking for the business help you
  to receive it, this tactic can also help you earn
  up to three times per call than you would have
  otherwise. Its hard to find a return on
  investment much better than that.

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In Summary

• These 10 simple tips for boosting sales
  conversions are often common sense, but theyre
  necessary nonetheless. It has been our experience
  that sales teams who implement these strategies
  receive a conversion from up to 80 percent of
  their calls. Please reach out to CallSumo if you
  would like more practical tips to keep the money
  rolling in.