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When you decide you want to invest in a service or product, you probably shop around before shelling out your hard-earned dollars, right? You want to be sure you’re getting the most value for your money.
As a customer, this approach makes sense; you go price shopping, scope out your options, and then make the most informed decision based on quality and affordability. On the other hand, if you’re a business owner, it can be frustrating to spend time talking to potential customers, only to find they are price shopping.
It may feel like a waste of company resources to cater to price shoppers, but let me assure you that it’s not. In fact, you may not be spending ENOUGH time and energy on training your customer service team in the most efficient way possible to maximize your lead-to-sale conversion rate. Here are a few tips for converting price shoppers into paying customers:
Don’t think you can avoid price shoppers.
You can’t. As long as people are buying goods and services, they’re going to shop around first. Can you blame them? Spend less time trying to avoid or ignore price shoppers, and more time adding value to your business—so even if they ARE just evaluating their options, YOURS is the best one they come across.
LISTEN to your customers.
The best thing you can do is listen to and satisfy the needs of your potential customers. Business is all about identifying a demand, and doing whatever it takes to meet and exceed that demand.
Remember, people value their time. If they can find one brand they trust, they can spend less time price shopping. It’s your job to prove to the customer that you are reliable and worthy of their investment.
Remember—the lowest price doesn’t always get the sale!
Sometimes, when businesses decide to drop their prices to generate more sales, it backfires. Know your worth. When you invest in strengthening your sales approach and customer service strategies, you’re adding value to your business. Most people are WILLING to spend more money for higher quality services.
Communicate with a positive voice.
There are a lot of factors that contribute to the perception of your overall brand, but your customer service team is the main contributor of your voice. If your customer service representatives don’t communicate effectively with potential customers, you could lose the opportunity to win them over with your products and services.
The people who interact directly with customers should be properly trained to represent your company in a proactive, but genuine way. If a customer senses that a call is solely transactional, they may lose confidence in your company and look elsewhere.
So how do I strengthen my customer service team to win more sales from leads?
So you’ve invested in online marketing strategies, optimized your webpages, and increased your leads by a 100%! Congratulations! What some digital marketing companies won’t tell you is that without a strong customer service team, your leads might not be converting to as many sales as possible.
If your customer service team isn’t handling calls in a friendly, professional, and confident manner, you could be losing potential customers.
At Blue Corona, we always track the effectiveness of our strategies, so we can make data-driven decisions and continually improve our processes. Our Smart Selling program is designed to help our clients book more appointments, so their marketing investments are worthwhile.
Invest in Smart Selling with Blue Corona
Smart Selling can help your company book more appointments from your existing lead pool through CSR team tracking, personalized strategy, and bi-weekly coaching.
It all starts with a call handling assessment. We’ll identify strengths and weaknesses, and come up with a game plan to improve customer relations within your business.
About The Author: Blue Corona is a data-driven online marketing company with offices in Gaithersburg, MD and Charlotte, N.C.
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