Motorcycle Business - Lead to Sale Solutions (Part 2)
HOW SALES EXECUTIVES/LEAD RECEIVERS SHOULD RESPOND TO ALL INTERNET LEADS
Five simple rules to live by:
1). Respond quickly
2). Respond often
3). Always give value
4). Always be upbeat
1) Respond quickly – email client within minutes and maximum < 1 hour every time
2) Respond often – Email + phone + text – touch the motorcycle prospect often, until you find the medium that they prefer, so that they feel they are being valued.
3) Always give value – In all your communications provide the prospect with opportunities to acquire knowledge and information that will lead them to the inevitable sale. Motorcycle specs, other options etc
4) Always advance the sales momentum and be upbeat - Never throw a problem or decision back at the prospect and make him/her deal with it. (Example: “The bike you asked about does not have panniers. Here’s a link to our website so you can find something else.”) As the salesperson, it is your job to address the obstacle, step over it, and then keep things moving forward.
THE ALL IMPORTANT FIRST RESPONSE
You only get one chance to make a good first impression. This applies to Internet sales just as it does in the Motorcycle showroom.
The sale can be made or lost in the first hour: how the sales executive initially respond to a new lead is more important than all of your follow-up efforts. Don’t blow it coming out of turn one.
Properly pre-prepared written follow-up emails advance the sales momentum – they do it by giving the prospect value in each email - value in the form of opportunity