Sales technique is embedded in how you manage your leads. Having a clear process for each lead not only makes it easier to track your leads but also to help you close that sale. To better help you understand how this works, let’s talk about the life cycle of a lead. Each business is a little different, but once you have a clear understanding of the basics, it is easier to tailor your life cycle process for your business.

01. Information sharing stage

Either a lead is opting in for more information from you, you are cold calling with a sales information blast, they are signing up for a free training, and so on. You are sharing information with the lead, but also tracking what information they are asking for.

At this stage, you can create a profile for this lead because you have a name and a way of contacting them (phone, address or email). This is usually the first stage when the lead has started to step away from the general population and has started to be an individual you can now speak directly to.

This stage is critical because you might need various interactions at this stage before you can move on to the next step. Tracking the “touches” at this stage better sets you up for being able to better pitch to the lead because you can gauge their interest as well as the topics they find valuable or useful.

02. Information gathering stage

Up to this point, you have been providing content and value to the lead, but they haven’t taken you up on an offer for a discovery call, asked to see your price list, or have connected to share their pain points with you. They are now opening up to you and are open to the sales call. Now you should be getting an appointment on your calendar to pitch the lead.

03. Pitch stage

You may still gather information at this point, but this is the sales call where you discuss what working with you and your business looks like for the lead. Either you give your proposal during the sales pitch or soon after, and then the lead now is at the decision point.

In theory, the lead is now left with the all-important decision – to buy or not to buy.

But because the decision rests with the lead DOES NOT mean you leave them with it. Some leads say “yes” right away, others walk away from the pitch without a decision. Following up is your opportunity to CLOSE the sale.

The best way to do this is to follow up with the lead. And not just “hey, did you have any questions???” follow up.

See, if you are following this whole process, you have been gathering information to help you close that sale the entire time.

⭐ You know what opt-ins they were interested in
⭐ You gathered information before your sales pitch to evaluate their needs
⭐ You met with them to evaluate their needs and provide a solution to those needs

So you have plenty of information to drive home that pitch:

“Dear Lead,

You originally were looking for [opt ins], and share with me in your evaluation that [questionnaire answers]. Based on our conversation you also shared  [small tidbit of information they shared during pitch]. After evaluating all of this, my [offering] will address the needs you have already identified to me as well as the “unconscious” ones you had that led us to our conversation.

I tell this is the right solution for your needs, so tell me, what is holding you back from taking the leap?”

You may not close every sale, but having each lead move through this process sets you up perfectly for thoughtful follow up, and increases your chances for closed sales.

If all of this information isn’t at your fingertips in your current client relationship management protocol, the first step is to architect a system that allows you to effortlessly capture information on your leads as they cycle closer to you. As you can see, having a good infrastructure directly impacts your close rate!
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