Here is another BizTip for the entrepreneurs who want to increase their sales by getting better at conversions: “Use a sales script!”
Christoff Oosthuysen is the resident business coach on Randall Abrahams’ weekly radio show, Point of View. Here is another of the weekly BizTips…
You might perhaps be one of the many entrepreneurs who wonders what it is that some business are doing to convert so many of their prospects into customers? Their product or service might not be very different from yours and the benefit they offer customers might be just the same as that of other businesses. But it seems as if every prospective customer who shows interest, eventually buys from them.
This tip will help you to focus your attention on that moment a prospective buyer makes the decision to buy from you, or not.
Try this:
- Write out a typical conversation between you and a prospect who is interested in what your offer. Include the full conversation, from the “hello” to the “thank you”.
- Now look critically at the conversation. What could you say or ask differently? What other replies would you like to elicit from the prospect?
- Re-write the script and then practice it several times, each time improving it.
- Now you can go out and test it in a real sales situation. And keep improving the script as you find better ways of saying it.
- When you are happy with a good script, hand it to other people on your team to use, and ask that they suggest improvements after using it a few times. You can ask that they suggest improvements every week!
- You’ll be amazed at the results because the script forces you and your team members to say things you might not always think of or which you are reluctant to say. Just be aware that you should not read off the script when you are talking with prospects on the phone. Rather summarise it with a few bullet points and talk in a natural voice.
I can give some important pointers for you to take into consideration when you write and improve the script. Some of these are:
- Push up the dissatisfaction of the prospects with their current situation by emphasising the common problems people have and which your product or service addresses. Be explicit, but always tactful.
- Create the vision of a better situation, where these problems are resolved. And show how your product or services will make this possible.
- Remove any resistance they may have by addressing the most common objections buyers have, and prepare beforehand a list of these objections with good answers, so that the prospect is left with little option but to come to the conclusion that making the purchase now, is just about the only way forward.
However, a slick script will not remedy problems you might have with your product or service. You’ll have to fix these first if this is the reason for you not achieving your sales goals.
Remember, the success of your business depends on you.
Make sure you achieve your sales targets by showing your prospects that your product or service will solve their problems and remove any objections they may have. You can get this right if you use asales script!