I recently came a cross insight outlining the charcteristics of succesful sales calls.

This insight analysed sales conversations and identified the optimal structure and composition of the conversation. 

The foundation of insight is availability of data.

Data has to be collected, otherwise you don't know what you're measuring. Gone are the days driving a business without factual information; gut feel and experience still play a big role, but it is complemented with data to support or adjust the gut-feel/experience driven management approach.

You might ask yourself "How can I apply a data driven spin to my business?"

Data driven businesses begin their journey to automate and capture data in many of their client/prospect interactions. That's why inbound markeding is so good at it and can derive the insight shown further below.

You might not want to jump on the inbound marketing bandwagon straigh away... it is a bit of work to do so.

You can implement efficient questionnaire / form systems which give your clients insight of their chances to gain a visa, and give you insight about the value of that client. You can target your sales conversation. Your prospect gets insight straight away.
Easy to plug in, no coding, no set up. Just use a link.

​​We offer sales qualification services, which guide your prospect through a set of questions. Our unique machine intelligence driven engine is assessing chances for all NZ/AU major visas and gives you insight of the prospect's value as well as whom to call (save time, focus, efficiency). It also gives your prospect immediate gratification (result shown immediately and a copy is sent to the prospect's email address).
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​Happy clients, happy business... 

​So here is the insight:
How to craft a succesful sales conversation, based on data insight and AI driven analytics. 

• The “ideal” talk-to-listen ratio is 43:57.
• Most sales reps speak 65-75% of their calls.
• Bumping a prospect’s talk-time from 22% to 33% delivers a sharp increase in win rates.
• If pricing comes up 3-4x in a call, consider it a buying signal.
• Top sales professionals typically discuss pricing late in the call (40-49 minutes in on average).
• When your prospect responds to the timeline question with the word “probably,” consider it a good thing.
• When prospects respond to your timeline question with the phrase “We need to figure out X,” you’ve got your work cut out for you.
• When you soothe your prospect’s fears with risk-reversal language, win-rates on average increase 32 percent.
• Conversation-level sales coaching leads to higher win rates, more revenue, and shorter sales cycles.

​​Source: Hubspot

Immigration businesses have a unique challenge ahead which is different to many other businesses.

1. People desperately want to migrate (xyz, put in their fav. country like NZ, AU, CAN..)
2. They engage in your inbound marketing campaign.
3. They are 'good' marketing leads; they like what you share.
4. Then there's judgement day and you're asked to convert that marketing lead to a sales lead.

How do you do that traditionally?
Well, you encourage them to book an appointment. Maybe you ask for a small fee, but most often than not, you don't... you want to make a sale, so why not give some 'free' time of yours and then convert? 

You did this already in your inbound marketing approach. Why not now too?

You find out... they don't tick the boxes.
They dream about something they are not able to achieve.
You actually need to apply smart interview techniques to uncover that.
That needs training, determination... and can you say STOP, after your set time is reached?

What happened?
It was a good (marketing) lead after all...
It should have converted well into a sales... you are a good sales person after all - aren't you?

• What happens is that dreamers have strong dreams.
• Policy is the harsh truth in the world of immigration.
• You, as the adviser, are asked to bridge that gap.
• Provide a plan; paint a picture, so that the dream comes true.
• And, most notably, to advice on what is possible, or not .

You don't do that for free. 
But when do you know the prospect is ready to pay for that?

Technology comes to the rescue.
You can do inbound marketing; it's the way to go. 
Do it, generate leads, plenty of them!
It is a numbers game, and you need to act smart on it.

Invite your prospects through social media, website etc. to fill out your free assessment. It's part of all of your campaigns and qualifies the leads.

What is in for you? What is in for your prospect?
Your prospect is happy.
They just received that information in their inbox and on the screen (instant gratification, free, the holy grail of Millennials).
You are happy.
You just got an email with their assessment result, the details, 
AND MOST IMPORTANTLY: A SALES QUALIFICATION!

Now your prospect clicks on that link in that email and books an appointment. 
Technology automatically determines if it shows the free 15 minute appointment for high value prospects, or the paid 45 min. appointment link for the low/medium value prospects.

Et voila!
You have a closed loop, fully automated, yet personalised, 365/24/7 lead generation and sales qualification process.

• You got your time back.
• You can breathe, focus and make that sale a breeze...

You can choose to call each high value prospect and willingly spend 15 min. of your time... for free... 

• to build trust..
• to build rapport... 
• to close the deal.

There is no reason you must spend your precious ti​me on dreamers. 

You are a builder of bridges.

• The bridge that fills the gap from the NOW to the DREAM.
• For those who have the right foundation in place. 
• You don't build bridges in the skies... 
• You build them firmly rooted on the grounds... 
• Rooted in the facts of you prospect's life.

Ask us how we help our clients to save cost, increase revenue and client satisfaction with our disruptive service offering. Smart immitech applying machine intelligence!

​Contact us for a free trial for your immigration business.

Are you ready to engage with your target customer on their terms?

• In their time zone?
• On a device of their choice (guess what: it's the phone!)?
• Any time 24/7/365?
• Offering content they relate to and adds value?
• Offer instant gratification?

According to Asiainsight.com by 2020 nearly 60% of all worldwide millenias (20 - 40 of age) are living in Asia. They spend almost 3 hours daily on their phone, make informed buying decisions influenced by social media, influencers and other means. They are hungry for content and entertainment (aka: instant gratification effect).

Another interesting fact revealed as part of a study the Singapore Economic Development Board (EDB www.edb.gov.sg) and The Economist Intelligence Unit concluded in May 2019: +60% use phones and embrace e-payment (see pic & link: https://lnkd.in/gxbvKN8)










​You might want to ask yourself:-

• Is my business ready to engage, on their terms?
• Am I able to satisfy their needs, any time, any device?
• How do I know it is worthwhile to engage?
• What do I do, to make my prospect enclined to buy from me?
• What free 'stuff' can I offer?
• Is my prospect ready to make a buying decision?

• Can I immediately act on that buying decision?

​There's technology out there which helps to solve all of those challenges.​