Have you ever considered the cost of missed sales opportunities to your business? Now add to this the cost of advertising for all those prospects that you did not convert. Now multiply this by the number of years you are in business. How much opportunity have you and your team missed.

We call this your conversion rate. Very simply, out of every 100 prospects, browsers, quotes issued – how many do you turn into customers of your business.

Whatever the number is, there is an opportunity to improve and increase it and thereby increasing your turnover and profit. In many cases this can be done without even spending one cent.

Here are a few suggestions on how to improve your conversion rate:

1. Measure your conversion rate. believe it or not, simply measuring will make you and your team more attentive and your sales figures will increase. Measurement can be done in a number of ways depending on what business you are in but remember this – everything is measurable and no excuse is acceptable.

2. Write sales scripts – Again a very simple way to improve your sales. Write out what you would like your team to say and get some consistency in their approach to customers. Some words used in sales are a turn off for customers, some motivate them to buy. Identify the ones that work and dont work and encourage all your team to follow suit.

3. Role play – either on a daily, weekly or monthly basis, carry out role play training with your team and get others to listen and observe. OK its all staged but it gets people thinking and it takes them outside their comfort zone – they will sell more out their comfort zone.

It is also a good idea to record role plays and replay them for team members. They will learn from them and their sales will improve.

4. Provide feedback for the team. No sales person or customer service person worth their salt will like to see customers leave without buying. As part of the process, make it acceptable to give constructive feedback on anyone’s sales techniques. With their permission, you can listen, observe and give feedback to them and their sales will improve.

5. Challenge beliefs – people lover to buy but they hate to be sold to. What are you and your team doing? Selling or professionally helping people to buy. There is a huge difference and when you and your team start to see what their role really is, their attitude and approach to customers will change and your conversion rate will improve as well.

Need a conversion rate improvement? Get in touch today…

About the author,

Hi I’m Derek O’Dwyer. I have been an ActionCOACH for the last 18 years. I live in Clare and work with businesses around Ireland to take their business to the next level. I am passionate about business and providing help and advice. In the past 18 years I have worked with over 400 business owners helping them and their business. I adapt my coaching depending on what you and your business need. I find that each coaching relationship is different but as long as we understand that we have a common objective with timescales, positive things happen quickly. I am a firm believer i the concept of “what you can measure you can manage” and “what you measure you can improve”. Key performance indicators and accountability form the bedrock of my coaching platforms. If making more money from your business, working less hours in your business and having a great team running your business then it’s worth having a discussion with me. If you are willing to implement changes I will be there to help every step of the way. In terms of personal accolades and recognition I have been awarded ActionCOACH of the year in Ireland every year for the last ten years In 2019 I was inducted into the ActionCOACH Global Hall Of Fame I was global Rookie Coach of The Year in 2002 having achieved remarkable success as the first ActionCOACH in Europe. Many of my clients have also received awards from their peers for their business improvements.

×