Latest News

Back to Latest News back

 

PaySmart shares advice on converting new leads

PaySmart shares advice on converting new leads
August 27, 2016

Colin Walker, National Sales Manager of leading direct debiting business PaySmart has shared advice on the most effective way for small businesses to build happy and engaged groups of customers and clients.

Walker writes: As a business owner, you invest time, energy and often salaries into building your pipeline of prospects. So when you’ve done those hard yards, you can’t risk letting a single one slip through the cracks. Instead, you must do everything in your power to convert them to ‘customer’ status before their interest wanes or a competitor shifts their focus.

So what’s the best way to do that?

Following on from my previous article about attracting new leads into your pipeline, I’ve brought together our Business Development and Client Account Managers to brainstorm our best tips and advice on how to convert new leads.

1. Adopt a sales process
While there’s no single model that holds the key to sales conversion success, what’s most important is to actually have a sales process. And it doesn’t have to be set in stone. It could just be a loose guide you follow—something that’s adaptable and can grow with you and your business. 

To design your sales process, you firstly need to break down how a sale works: 

• Attract leads -record the lead source so you know where to target your marketing efforts 
• Qualify them - ask questions, but also listen to the answers to tailor the next steps to meet their needs
• Present your offer -it’s important to keep your pricing simple and easy to understand at the presentation level
• Reach an agreement - this process should be made as simple as possible so it doesn’t feel like they’re signing over the naming rights of their first-born child! 
• Close it - was the client won or lost? 
• Start the relationship - I believe this is the key to the next piece of the puzzle where you aim to increase retention (more on that next time). 

Flesh out what you or your salespeople must do at each of these stages and you have the very beginnings of a sales process for your business. 

2. Overcome objections
Write down a list of objections you’re already aware of - things that stand between you and the sale. What kinds of things are prospects telling you are the barriers to signing up? Budget, time, service levels? Once you have your list together, brainstorm the counter arguments. Can you offer realistic solutions to counter their objections? 

3. Role play
Write your pitch down exactly how you’d like to present it. If you’ve thought through your ideas, articulated them on paper using great language and you’ve read it through a number of times, it will soak into your brain. And like every great athlete…practice makes perfect! Practise your pitch in front of the mirror, with your partner and in the car. Run through your counter arguments so you’re natural and relaxed when they come up. 

4. What you can measure you can manage
Set your benchmarks and be diligent about recording your activity versus your outcome. Data will help drive any changes required in the sales process. It will also identify areas of training required for new sales staff once you have a working process.

5. Incentivise the sales team
Reward great work and keep your team motivated. Again, keep the incentive program as simple and as straight forward as possible. And remember - never be afraid of paying incentives because it means you’re making sales! 

6. Consider a sales coach
Inevitably, someone’s already done what you’re trying to do—so don’t be afraid to learn from them. It will reduce the trial and error process and will fast track the results you’re looking for.

7. Recruit the right people
The right staff can make or break a business, and as leadership guru Jim Collins has said, find the right people you want on your bus and then find the right seat for them. You don’t want a sales person who’d do and say anything to get the deal done, so make sure you recruit people with the values you want to be known for in the community as these people will be the face of your business.

To talk about converting leads into clients with your local PaySmartBusiness Development Manager. click here to contact PaySmart via their entry in the Australasian Leisure Management Supplier Directory.

Middle image: Colin Walker

2nd August 2016 - PAYSMART SHARES ADVICE ON ATTRACTING NEW BUSINESS LEADS

4th July 2016 - TRANSACTION SERVICES GROUP ACQUIRES LINKS MODULAR SOLUTIONS

26th August 2015 - NEW BRAND IDENTITY FOR BILLING LEADER PAYSMART

27th April 2010 - 15 YEARS AND NO MISSED BILLINGS


Asking a small favour
We hope that you value the news that we publish so while you're here can we ask for your support?

The news we publish at www.ausleisure.com.au is independent, credible (we hope) and free for you to access, with no pay walls and no annoying pop-up ads.

However, as an independent publisher, can we ask for you to support us by subscribing to the printed Australasian Leisure Management magazine - if you don't already do so.

Published bi-monthly since 1997, the printed Australasian Leisure Management differs from this website in that it publishes longer, in-depth and analytical features covering aquatics, attractions, entertainment, events, fitness, parks, recreation, sport, tourism and venues management.

Subscriptions cost just $90 a year.

Click here to subscribe.

 

supplier directory

The Complete Guide to Leisure Industry Products & Services.

See the directory see all

LES MILLS ASIA PACIFIC

Les Mills Asia Pacific Les Mills Asia Pacific (LMAP) have been setting the benchmark for providing professional fitness solutions across Australia and South East Asia since 1996. Our world renowned…

read more

Fitness / Technology / Wellness

 
 

SOLARWISE NSW DOLPHIN TECH

Solarwise NSW / Dolphin Tech were the first and are the largest Dolphin dealer in NSW with a full service facility and full range of spare parts "on the shelf". We also provide on site…

read more

Aquatics / Venues

 
 

SLE WORLDWIDE AUSTRALIA PTY LTD

SLE Worldwide Australia is a Managing General Underwriter specialising in insuring risks in the world of Sports, Leisure and Entertainment. Be it relaxing, playing, organising or watching sports,…

read more

Insurance / Venues

 
 

SICO SOUTH PACIFIC

SICO is at the forefront in innovative mobile folding and rolling, space efficient tables, stages, dance floors and many other products which help our customers optimise their use of space. Image…

read more

Entertainment / Events / Venues

 
 

HIDROPLAY

Hidroplay welcomes you to the exciting world of children's Playscapes, waterslide's and Water Attractions. Appealing to families, Hidroplay increases patronage in your facility during those…

read more

Aquatics / Play / Recreation

 
 

SKC Operations Pty Ltd (SKCorp)

SKC Operations Pty Ltd (SKCorp) is an expert retail and marketing services team specialising in sports, leisure, aquatics, fitness, health, wellness & recreation industry. Using proven…

read more

Aquatics / Consultants / Fitness / Marketing / Retail

 
 

Anti Wave International

Anti Wave International is the original suppliers of top performance swim, aquatic sports, leisure and pool programming equipment. Founded in 1971, Anti Wave International is proud of its…

read more

Aquatics / Play / Sport

 
 

SUNBATHER

Solar Pool Heating & Swimming Pool Covers since 1974. Sunbather offer an Australian made product which undergoes continual development to enable you to trust in the Sunbather brand. We deliver a…

read more

Aquatics / Venues

 
 
 
 

get listed with our suppliers directory

Get your business noticed in our targeted directory. Viewed by 10,000 industry professionals per week!

list your business