Scale: Seven Proven Principles to Grow Your Business and Get Your Life Back by Jeff Hoffman & David Finkel

Author:Jeff Hoffman & David Finkel
Language: eng
Format: mobi
Publisher: Penguin Group US
Published: 2014-08-13T16:00:00+00:00

LEAD-CONVERSION TROUBLESHOOTING CHECKLIST

You don’t have a focused understanding of your product or service that you can powerfully communicate to your prospective customers. Or if you do have a clear understanding, your prospects just don’t find the way you communicate it to them compelling or enticing.

You don’t have a defined sales process to lead prospects through clear stages to close the sale. You’ve never strategically laid out all the steps in your sales process in a visual way so that you could formalize your sales process and work to optimize it.

You, the owner, are the only salesperson for your business. All the essential sales know-how is locked in your head (or in the head of a single key employee). If you (or your single key employee) aren’t there, no one else would be able to close business.

You lack the sales capacity to actually process and sell to all the leads you already have. As a result, many leads spoil for lack of someone to follow up with them.

You have no reliable control in place to accurately track, measure, and refine your sales system over time. You don’t know what your key conversion rates are at each critical step in your sales process, and as a result you’re flying blind, not really knowing if a change you make is working as intended or not.

Your sales system simply isn’t scalable as it exists at present. It works at your current business volume but it won’t scale as you grow.

You don’t have effective standardized sales tools (e.g., testimonials, sales collateral, scripting, sales contracts, etc.). As a result, you waste valuable time creating improvised sales tools as you go that never seem to turn into the refined sales tools you know you eventually need.

You lack an organized follow-up system to coherently nurture leads that need more time to close. You attempt to sell once and if they don’t buy, you move on to your next prospect.

You don’t have a back-end offering to up-sell/cross-sell your customers. Once your customers buy from you, you have no real next-step offering for them to keep buying.

Your sales scripting is weak and/or your sales team is poorly trained. You sell based on price with no real scripted process to develop your prospect’s need, pain, and aspirations. You don’t systematically help your prospect quantify the cost (emotional and financial) of their status quo, and the real value of a solution.

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