Técnica de contato com clientes que uso e agora raramente perco uma venda

Thiago Concer

23 Dec 201906:35

Summary

TLDRThis video script addresses the challenges faced by salespeople due to lack of organization and follow-up, leading to missed opportunities. It emphasizes the importance of creating a rhythm of follow-ups to maintain engagement and increase the chances of success. The script suggests a systematic approach to sales, including making multiple attempts at contact, using a combination of calls and emails, and providing valuable resources even when closing off a potential lead. It highlights that most salespeople give up too soon, missing the increased success rates that come with persistence beyond the fourth attempt.

Takeaways

📈 Lack of organization is a significant challenge for salespeople, leading to missed opportunities and inefficiencies.
📉 Successful salespeople have a structured process and organization, which is crucial for managing leads and closing deals.
🔄 The majority of salespeople give up before the average time of success, often quitting after the second attempt, which is too early in the sales cycle.
📊 A consistent follow-up process is essential; studies show that 24% of all sales proposals are lost due to lack of follow-through.
⏰ Establishing a rhythm of contact is vital to not losing potential sales and to make the most of every opportunity.
📝 Creating standards is necessary for scaling up sales operations and handling a larger volume of clients effectively.
📈 Most salespeople quit after the fourth attempt, but the success rate of contact with clients doubles from the seventh attempt onwards.
📆 It's important to set a timeline for each stage of the sales process, such as responding to a lead within a week and following up systematically.
📞 The script emphasizes the importance of phone calls over emails for initial contact, as they are more likely to be successful when the lead is warm.
💡 The 'killer email' technique is mentioned as a way to formalize and close a sales cycle professionally, while also providing additional resources to the client.
🔄 The concept of 'flow of cadence' is introduced as a method to manage the sales cycle effectively, ensuring no opportunities are lost and time is well utilized.

Q & A

What is identified as one of the main obstacles in a seller's life?
-The main obstacle identified in a seller's life is lack of organization, which leads to missed opportunities and inefficiency in the sales process.
Why do most sellers fail to be successful according to the script?
-Most sellers fail because they lack organization and give up before the average time of success, often quitting after the second attempt instead of persisting through multiple contacts.
What percentage of proposals or contacts are reportedly lost in the sales process?
-According to the script, 24% of all proposals or contacts are lost in the sales process due to a lack of follow-up and continuity.
What is the significance of creating a rhythm in the sales process as mentioned in the script?
-Creating a rhythm in the sales process is significant because it helps to maintain continuity and ensures that opportunities are not lost, allowing sellers to make the most of each potential sale.
What is the importance of having standards in scaling a sales team?
-Having standards is crucial for scaling a sales team because it allows for consistency and efficiency, enabling a single seller to manage a larger volume of clients and opportunities.
What is the average number of attempts sellers make before giving up, as stated in the script?
-The script states that the majority of sellers give up after the fourth attempt, whereas success rates double from the seventh contact onwards.
How does the script suggest managing the first stage of contact with a potential client?
-The script suggests managing the first stage of contact by setting a timeline, for instance, within a week, and following up with the client on specific days, such as second, third, fourth, fifth, and sixth days.
What is the 'secret' mentioned in the script for not losing opportunities?
-The 'secret' mentioned for not losing opportunities is to have a structured follow-up process, including phone calls, emails, and formal closure if the client does not respond, to ensure no potential sale is left unattended.
What is the strategy for contacting a client who has shown interest but did not respond to initial attempts?
-The strategy involves making multiple attempts at different times of the day, sending follow-up emails, and formally closing the contact if necessary, while also providing additional resources like eBooks and videos to keep the client engaged.
Why is it important to formalize the closure of a contact as per the script?
-Formalizing the closure of a contact is important to professionally end the interaction and provide a clear communication to the client, while also leaving the door open for future opportunities.
What additional steps does the script recommend after formally closing a contact?
-After formally closing a contact, the script recommends sending a link to an eBook and practical videos related to the business, which not only professionally concludes the interaction but also offers value to the client for potential future engagement.

Outlines

00:00

📈 Sales Follow-up and Organization

This paragraph discusses the challenges faced by salespeople due to lack of organization and the impact it has on their success. It highlights that many salespeople quit before the average time of success, leading to missed opportunities. The speaker emphasizes the importance of creating a follow-up process to ensure no potential sales are lost. They mention that 24% of all sales proposals are lost due to lack of continuity and organization. The speaker suggests creating a cadence flow to manage and maximize every opportunity, and stresses the importance of not losing time and opportunities by having a structured approach to sales follow-ups.

05:01

📞 Effective Sales Cadence and Closing Techniques

The second paragraph focuses on the importance of having a structured sales cadence and the use of effective closing techniques. It points out that most salespeople give up by the fourth attempt, whereas the success rate of contacting potential clients doubles from the seventh attempt onwards. The speaker advises on setting a timeline for each client interaction and outlines a strategy for making contact, including phone calls and emails. The paragraph also discusses the use of a 'killer email' as a part of the sales process to formalize the offer and provide potential clients with additional resources, like eBooks and practical videos, to encourage engagement and conversion.

Mindmap

Keywords

💡Organization

Organization refers to the act of arranging and structuring tasks or processes in a systematic way to improve efficiency and effectiveness. In the context of the video, organization is crucial for salespeople to manage their leads and follow-ups effectively. The script emphasizes that while some successful salespeople have a well-organized process, many lack this, leading to missed opportunities. The video suggests that maintaining an organized approach can help salespeople not to give up before the average time of success, thereby increasing their chances of converting leads into sales.

💡Opportunity

An opportunity, in sales, is a potential chance to make a sale or engage with a client who shows interest in a product or service. The video script mentions that salespeople often give up too soon, missing out on opportunities because they do not have a structured follow-up process. It highlights the importance of recognizing and capitalizing on opportunities by maintaining contact and following a cadence that aligns with the customer's buying journey.

💡Leads

Leads are potential customers who have shown interest in a product or service and whose contact information is obtained for the purpose of future sales interactions. The script discusses how many salespeople lose leads due to disorganization and lack of follow-up. It suggests that having a structured approach to managing leads can prevent this loss and improve the conversion rate.

💡Follow-up

Follow-up in sales is the process of re-engaging with potential customers after the initial contact has been made. The video emphasizes the importance of follow-up in maintaining the momentum of a sale and not losing potential customers. It provides examples of how to follow up effectively, such as making phone calls and sending emails, to ensure that the sales process continues and opportunities are not lost.

💡Conversion Rate

Conversion rate is the percentage of potential customers who are converted into actual buyers. The script mentions that a low conversion rate is often perceived as a problem by salespeople, but the video argues that this is often due to a lack of persistence and a structured follow-up process. By following a cadence and not giving up too soon, salespeople can improve their conversion rates.

💡Cadence

Cadence in sales refers to the rhythm or frequency of contact with potential customers. The video script discusses the importance of establishing a cadence for follow-ups to ensure that opportunities are not missed. It suggests that a well-planned cadence can help salespeople stay in touch with potential customers without being intrusive and increase the chances of making a sale.

💡Persistence

Persistence is the act of continuing in an endeavor despite difficulties or challenges. In the video, persistence is highlighted as a key factor in sales success. It is mentioned that most salespeople give up before the average time of success, which leads to missed opportunities. The video encourages salespeople to be persistent in their follow-ups and not to give up too soon.

💡Sales Cycle

The sales cycle is the period from the initial contact with a potential customer to the final sale. The script discusses how salespeople should understand and manage their sales cycle to maximize the chances of closing a sale. It suggests setting up a timeline for follow-ups and actions that align with the customer's decision-making process.

💡Proposal

A proposal in sales is a formal offer made to a potential customer detailing the product or service being sold, its benefits, and the terms of the sale. The video script mentions sending proposals as part of the follow-up process, emphasizing that it is a critical step in converting leads into customers.

💡Email

Email is a form of electronic communication used in sales to follow up with potential customers, provide information, and maintain contact. The video script refers to email as a tool for formalizing communication with potential customers and for sending additional resources to help them make a decision. It suggests using email strategically as part of a cadence to keep the sales process moving forward.

💡Closing

Closing in sales is the final stage of the sales process where the salesperson attempts to secure a commitment from the customer to purchase the product or service. The video script discusses the importance of having a structured approach to closing, including sending follow-up emails and making final attempts to contact the customer, to ensure that all opportunities are utilized and sales are not lost.

Highlights

Procrastination is one of the main obstacles in a seller's life.

Lack of organization is a strong issue among sellers, with successful ones having interesting organizational processes.

Most people give up on opportunities, often before the average time of success, leading to missed chances.

The belief that the problem is a lack of clients or low conversion rate is often due to a lack of follow-up and continuity.

Studies show that 24% of all sales proposals are lost due to lack of follow-up.

Creating a rhythm of follow-up is essential to not lose opportunities and to make the most of each one.

Establishing standards is crucial for scaling up and serving more clients effectively.

Most sellers give up after the fourth attempt, but success rates double from the seventh contact onwards.

Understanding the customer's journey and their level of interest is key to setting up a proper follow-up schedule.

Defining a contact schedule within a week is a common practice for quick sales cycles.

Making phone calls is more successful than emails as the person has already shown interest.

If a call is not answered, sending a follow-up email can be an effective strategy.

The 'killer email' technique is mentioned as a way to formalize and close a potential sale.

Closing attempts should be professional, offering the next opportunity for business.

Sending additional resources like eBooks and practical videos can help close deals even after multiple attempts.

Using a flow of cadence will help sellers scale up their volume of calls and contacts.

Organizing and following a structured flow will help sellers make the most of their contacts and opportunities.