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Old 7th November 2008, 07:47 AM   #1
mazza
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Question How Do You 'close' An Online Customer?

What is the best way to close a deal from an internet enquiry? At the moment we receiving high number of telephone enquiries but are struggling to convert these into sales (??) and I'm wondering if there is a unique selling process for people buying online as oppose to a walk-in customer. Can anyone advise?

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Old 8th November 2008, 03:46 PM   #2
Tom Lindstrom
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The best ways is to tell truthfully as much as possible about it and let the prospect know how you have done in the program.Itīs important that you do not over-sell your opportunity, just give the facts and let the prospect decide if it is something for them.

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Old 8th November 2008, 04:21 PM   #3
bdorland
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Can you be more specific regarding your business, product/service? There could be a number of things that are disrupting the sales process, but it's hard to troubleshoot without more details.

Maybe you should look at getting a sales coach involved. If this issue is costing you thousands of dollars in lost revenue, the cost of a professional sales coach would be well justified.

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Old 10th November 2008, 08:44 AM   #4
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Take a look at your website, too. If you're getting lots of inquiries, but having trouble closing them, it may be that your site is overpromising, or not making your offerings clear enough to visitors or otherwise not meeting their expectations.

If you're overselling on the web, when they call in they may be disappointed... if the offering isn't clear, they have to call in to find out more, and it may be that it turns out to not be what they're looking for. The result is you get a lot of calls, but most of the callers aren't really qualified leads, so your closing ratio is very low.

If make sure your site is clear, gives the visitor enough information about exactly what you offer and sets reasonable expectations, you should find yourself getting better qualified leads.

--Torka

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Old 14th November 2008, 09:17 AM   #5
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You can also warm visitors to your offerings by offering a free download or newsletter in exchange for their email address. This way you can build an opt-in list of people who are interested in your company but not yet ready to buy. Just be sure the free download is something of value related to your paid offerings. (And include a call to action in the download so they can contact you if they grow more interested.)

HTH,
Karri

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