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).
Happy clients, happy business...
So here is the insight:
How to craft a succesful sales conversation, based on data insight and AI driven analytics.
How To spot the dreamer
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?
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?
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.
You have a closed loop, fully automated, yet personalised, 365/24/7 lead generation and sales qualification process.
You can choose to call each high value prospect and willingly spend 15 min. of your time... for free...
There is no reason you must spend your precious time on dreamers.
You are a builder of bridges.
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?
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:-
There's technology out there which helps to solve all of those challenges.
Thomas is the founder of usegment.com which he started after a long career as a senior manager in the analytics industry. He worked 3 years as a NZ immigration adviser and realised the potential of sales funnels for the industry.