Increase conversion rate

Where are you now?

The third way to grow your business is to increase your conversion rate.

• Are you measuring your success at converting leads, quotes and proposals to sales?
• Do you regularly review why you aren’t converting more of them?
• Are there stand out performers in your team who have a higher than average conversion rate?
• Are you using the right people in the sales process?
• When you deal with customers are you dealing with the decision-makers?

Don’t deal with gate-keepers, get straight to the people who can make things happen.

Your conversion rate might be sales made as a percentage of proposals delivered or sales meetings held. If you’re not measuring these, you need to start right now.

How to calculate the current conversion rate

Sales conversion rate % = sales won / enquiries received

Quote conversion rate % = quotes won / quotes prepared

Proposal conversion rate % = proposals won / request for proposal

Installation conversion rate % = installations won / installation enquires

Strategies for boosting conversion rates

• Use a follow up system
• Guarantees
• Sales training
• Proposals with options (the choice of yeses)
• Offer diverse payment options
• Educate on value not price
• Ask for the sale
• Address the pain points