Your personal touch is the reason buyers buy from you. As a seller of goods or services, connecting personally with your buyer builds the relationship needed to increase sales conversions.
Personal Touch Obstacles
Hurdles that reduce personalized engagement and sales conversions are.
- Inconsistent follow up and messaging.
- Contact information is in notes and spreadsheets.
- Clients and prospects have long sales cycles.
- Client contact is limited to servicing client needs.
When you limit personal touches, you limit sales.
Increasing Touches
How can you increase the quantity and quality of your personal touches? To increase quantity: Rate prospects based on your “ideal client qualifications”; and allocate more time to A&B prospects than C&D prospects.
To increase quality:
- Deliver personalized messaging, consistently.
- Reference personal facts about your contacts in your messaging.
- Spend “non-service time” with current clients.
Sales increase and costs go down when you spend more time with current clients and your A&B prospects.
Personal Touch Delivery
Think about your buying decisions. What do you expect from your seller? Buyers want to know that you care about them. Technical competence and specialties are given. It is the relationship you create that builds buyer confidence in you.
What were your touch points with your ideal clients? What milestones did they achieve before becoming clients? Use these milestones to channel prospects and clients through your sales funnel.
Touch points and delivery formats depend on your sales cycle. Critical factors are:
- Define times when calling, texting, and emailing are relevant to your buyer over your sales cycle.
- Use the same messaging across delivery formats.
- Reinforce one to one engagement with planned follow up.
Plan your touch points in advance and ask your buyer what it wants from you as you move through your sales process.
It’s So Hard to Do it All
It is hard to do by yourself as a solopreneur or owner with a sales team. The use of the right CRM to manage contacts, outreach, and pipeline actions will:
- Free up 4 to 8 hours per week per salesperson to allocate to clients and A&B prospects.
- Personalize outreach based on contact type, qualifications, and sales stage.
- Segment contacts based on key criteria.
- Trigger salesperson reminders and prospect outreach based on your criteria.
- Centralize contact notes, tasks, emails, texts, quotes, and requests.
When you have more time, respond quicker, and know a lot about your prospects, you will increase your sales!
The Right Vendor
Most likely, you are not in the CRM business and need to focus on sales and customer service. Getting the right vendor to configure the CRM and train you is the next step.
At CCC, we get clients up and running in 30 days. We help you start with the sales ideas you dream about. Except, we make them happen!
Want to Dream, Act, and Sell?
