How Long Is Your Sales Cycle?

How Long Is Your Sales Cycle?Photo by Claudio Schwarz

Originally Posted On: How Long Is Your Sales Cycle? – Clients Inbound

 

The General Rule: The higher dollar amount you charge for a service, the longer your sales cycle will be. 

This means it will typically take more time after making your initial contact with a lead before they decide to do business with you. After all, spending thousands of dollars on something is a bit more demanding than getting your haircut.

When deciding to spend a large sum of money it can be a very emotional and sometimes even personal decision that has to be made for the prospective client/customer.

The SECRET: Value the prospect relationship more than the short-term individual sale.

Are you planning on being in business for one year? Five years? Ten years or longer? 

If you’re in this for the long game and plan on sticking around, commit to the marathon concept rather than the sprint. Not physically, but mentally

Understand each time you connect with a prospective client or customer, you’re simply touching base to figure out where they’re at and to see if it even makes sense to offer your services to them at that time.

If they’re not ready to buy, would you move on and never look back? Or would you add them to your database and check in with them sometime later? That may be when they’re ready to buy, or closer to buying. 

If you adopt the mindset of “helping” rather than just “selling” you’ll find over time that many more of your prospects will convert and come to you for your service at some point in the future.

And because they like you so much, they’ll even refer their friends to you.

Major Key: Commit to the slow and steady progress of building and maintaining these relationships, and you’ll win someone’s business if you’re in it for the long run. 

Failure to make this commitment, and you’ll come off like every other fly-by-night business.

Question: 

Would you prefer if someone tried to “sell” you on something the first time you met them? Tried to force the sale because they have a quota to make while not considering your true needs?

Or would you rather someone simply offered something of value to you consistently over time, whether that’s helpful information, white papers, new ideas, or even just advice?

After dealing with these two different businesses, it’s obvious who would earn our trust and our money.

Major Key: Because your prospects may take a longer time to convert, it’s essential to consistently have new leads coming into your business’ pipeline. 

There are numerous strategies for generating new leads for your business online – and we’ll save that for another time.

For now, practice adopting this new mindset and you’ll begin to experience more prospective clients and leads converting over time for your business. 

 

Hope this helps-

Evan

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