Do you prioritise time and channel efforts where you get the most returns? If you want to maximise your revenue and close sales, you need to distinguish sales opportunities from leads!
What are sales opportunities?
A sales opportunity is a qualified lead that you can close quickly. It refers to someone who has actively engaged in your sales process and has qualified as a potential buyer. Moreover, he/she is the one that would seem interested during the initial conversation; requesting quotes, details for payment, asking for more information on your products or services.
How to identify sales opportunities?
Knowing how to identify your sales opportunities will enable you to manage them more efficiently. Here are a few tips you can follow:
- Work with Sales Qualified Leads
Spending too much time on leads that lack the essentials to become potential customers prevents you from making sales!
The first step towards recognizing sales opportunities is by working with sales-qualified leads!
Sales-qualified leads are leads that have provided enough information, have already gone through levels of scoring and checking by the marketing team before reaching the sales team.
Bear in mind that not all leads are committed and interested. Many of them are shopping around.
- Create your Ideal Customer Profile
You cannot take your sales qualified leads and apply generic sales tactics on them. A one-size-fits-all approach is not going to work. You should make use of your ideal customer profile.
The goal of the ideal customer profile is to fit in with your sales-qualified leads. Having your ICP on-hand will help you segment your sales-qualified leads based on location, pain points, occupation, or income. From there, you will be able to distinguish a sales opportunity quickly if they fit into certain traits of your ideal customer profile.
- Use Customer Referrals
You should create sales opportunities through a referral system. You need to dip into your existing customer base and segment it. From there, you will focus on those customers who have stuck with you the longest. You need to reach to them and ask them to recommend you people who might have an interest in your products or services.
Note that for a referral business to succeed, you must motivate your customers to participate by offering them discounts and more.
Sales Opportunities Are Your Best Friends
Sales opportunities exist all around you. You need to treat all sales opportunities like your best friend. They are more than just a sale. They are a valued and integral partner. A customer is more likely to buy from someone whom they trust. Thus, it is your responsibility to ensure your enterprise is aligned in a way that familiarity and trust have been established.
At Persuade, we can help you close deals and increase your sales with sales-qualified leads that will definitely turn into opportunities! We specialise in lead generation, database building, sales support and more. Contact us today
Related tag: Leads to Business