Over time, sales teams can put forth the same effort but not get the same results. It’s easy to get in a rut and not make the conversions you wish. Fortunately, there are many small tweaks you can make to your routine to grow your sales team’s conversions.
How Do I Improve My Sales Conversion Rate?
The average website conversion rate overall is between one and three percent. Of course, the rate varies according to industry and many other factors. The good news is that you don’t have to be average.
We looked at all the ways sales teams improve their conversion rates. Factoring in what methods work for most industries, we narrowed the options down to a handful.
1. Add Strong CTAs
Your calls to action (CTAs) can make or break your final sales numbers. Make sure your call to action clearly states the objective and shows the user what they get if they click on the button.
For example, if you want them to sign up for future discounts, you could write, “Sign Up for Discounts” or “Subscribe to Save.” Know the objective of your page and utilize it to convince your audience to take action.
2. Improve Pre-Sales Processes
Times have changed and people tend to collect a ton of information online before approaching sales. Research shows 65 to 80% of the information stage is already completed before a salesperson gets involved.
Communicating the facts about your products and services early in the process is vital. You have to have a deep understanding of client goals if you hope to compete in today’s high tech, analytical industries.
3. Offer Live Chat
Do you have a live chat feature on your site? Your live chat agents should be fully trained to not only answer questions but close sales. Live chat gives potential buyers an opportunity to raise objections. Your sales team’s job is to answer and convince.
Live chat is a preferred mode of communication for millennials and gen-z. They would much rather get an instant, live chat response than talk on the phone or send an email. You can overcome obstacles keeping the customer from buying.
You may even want to have your sales team train your customer service reps to ensure no sales fall through the cracks.
4. Study the Competition
Does your website not only meet but excel the designs of your competitors? Approximately 80% of people feeling dissatisfied with a site will go to a similar company’s page instead.
Pay attention to the way they reel customers in. What information is provided? At what point do they collect contact information from the lead? Is there live chat? Do they have videos?
Once you have an idea of the benefits of your competitor’s site, go ahead and make a list of things they might be missing. You should also test their entire sales process. What happens if you share information? When you make a purchase, does anyone follow up?
How can you not only meet but exceed their sales processes?
5. Tap Into CRM
Customer relationship management (CRM) helps you stay on top of current customers so you don’t lose them. It’s impossible to grow your conversion rate if you constantly have to seek new clients.
Focus on communicating at peak performance with the clients you already have. You’ll grow simply via word-of-mouth referrals.
CRM software can send out a birthday greeting, automatically let interested parties know about a new product or tap into how often brands order from you so you can send a reminder.
Look for Holes
Are there any major issues with your sales team’s performance? Look for the holes in your processes and interactions with clients and fix them as you go. Ask your customers for feedback. Ask your department heads what they need to help the team improve. Talk to everyone, take notes and keep trying new methods until you hit on the one working best for your brand.