Back to basics: Five Top Tips to increase sales conversions.
Sales are vital to the existence of any commercial organisation, however, here at ‘HT Towers’ we are hearing reports of bookings running ‘behind pace’ compared to previous years. Recent events such as the general election, BREXIT and terror attacks are compounding feelings of uncertainty which, in turn, impact our businesses.
Perhaps it is time to reinforce the basics as we face new challenges ahead. To help, we’ve compiled our Back to basics: Five Top Tips to increase sales conversions.
TIP ONE: ANSWER THE PHONE/EMAIL!
Well, we said it was ‘Back to basics’! We’ve all experienced a lack of timely response and gone elsewhere having enquired about a product or service. Pick up the phone! Answer the email – don’t leave it sitting in your inbox!
TIP TWO: BUILD RAPPORT
The old adage of ‘people buy people’ still holds true! Think about how you can connect with an enquirer, not just on a technical/logistical level, but also on an emotional one. Ask your potential customer to describe their perfect event. How do they want delegates to feel when they leave, and what can you do to get them there?
TIP THREE: TAILOR YOUR PACKAGE
Chances are, your competitors offer a similar service in terms of room options, catering and facilities. Don’t just supply a list of packages! Ask your customer what they are looking to achieve, and then explain how what you offer is the ideal solution to deliver their perfect event.
TIP FOUR: INVITE THEM IN!
Inviting a potential client to view your establishment is the most effective way of consolidating a relationship and potentially knock out the competition. Go the extra mile – don’t wait to be called by reception, but be there yourself, five minutes early, ready and waiting when your appointment arrives. We guarantee few will bother to do this, and it sets you ahead of the game before you even start to discuss packages and pricing!
TIP FIVE: POSITION VALUE OVER PRICE
Countless surveys and reports cite that people take purchasing decisions based on value, not price, yet all too often in our industry there is a race to the bottom on day/overnight delegate rates. Don’t compromise on price, but explore what value-add you can include to seal the deal.
The above is just a taste of what we teach delegates in our sales training. Here’s what a delegate at the Woodlands Park Hotel in Surrey had to say:
“Thank you for such a lovely and extremely informative day. Honestly, it was the best course I could have been on and will completely change my approach to enquiry handling.”
HT Training and Coaching is currently offering a great programme to help your sales team increase enquiry conversions and maximise upsell.
ENQUIRY HANDLING FOR INCREASED PROFIT
- one day training for up to six people;
- two days in-business coaching, including two hours one-to-one coaching per person
To find out more email firstname.lastname@example.org.