If your business is reliant on closing quotes, you’ve come to the right place. Now more than ever, consumers are doing their research online and then get quotes from several sources. In order to ensure you’re the provider consumers choose, you need to be able to stand out and provide something the competitors cannot. With that in mind, here is our carefully-curated list of ways to win over leads and close more quotes.
- Put the customer before the deal
When it comes to selling something, whether it’s a product or a service, obviously the deal is going to be what is most important to you, which is totally fair. However, the customer doesn’t care about the deal — they care about their own interests first. If you’re also able to put the customer’s interests and needs first, they’ll be able to see that you care about ensuring their needs are met, which increases the chance of closing the quote.
- Focus on the benefits, not the features
You and I both know you have a great product or service with one-of-a-kind features. The thing is, though, that leads have a hard time translating features into what’s relevant to them. The best way to frame your offering is how it will benefit the lead. Do you focus on deep clean vacuuming? Emphasize how families breathe better once you’re done. Do you sell microwaves? Focus on how food is served at an even temperature for children.
- Know who you’re talking to
Before you provide that initial quote, make sure you know who you’re talking do. I.E.: do your research. This is especially important if your focused on B2B sales. What is the role of the person you’re speaking with? Can they become your internal champion? If you’re in B2C sales, form personal connections and get to know your leads.
- Keep following up
Once you provide the quote, don’t stop then. Without following up, leads may fall off, which negatively affects your chances of closing the quote. However, you don’t want to spend all your time following leads who already have quotes when there are new leads coming in every day. Luckily, SimplyCast has a quote follow-up engagement solution to automatically follow up with leads for you.