A virtual sales assistant can bring added value to your business.
Sales are what drive a business. Whether you manage a large corporate company or you are a budding entrepreneur, the ability to generate revenue is fundamental to your success.
A sales-focused virtual assistant can facilitate that process by providing expert knowledge and support. And in doing so, help maximise leads and convert potential clients into paying ones. Simply put, a sales VA will assist your company in ways that will make money.
So, let’s look at some practical tasks a virtual sales assistant can do and why they matter.
- Handle enquiries and act as the initial contact for customers.
Responding to an enquiry and turning it into a sales opportunity (a prospective customer) is pivotal.
The best way to do this is to promptly respond to enquiries and, having gained a full understanding of what the customer wants, advise accordingly.
It’s worth highlighting this finding: “Research shows . . . that only 20% of sales leads are ever followed up. In other words, 80% of potential opportunities are lost without trace simply due to lack of follow-up” [Marketing Donut, click here for further insights].
Some people can feel overwhelmed or unable to stay on top of enquiries, but you need to pick up on these sales leads, qualify them, and make them count.
By establishing a relationship with customers, you are taking the first step towards securing business.
- Create proposal documents.
A businesses proposal document is one of the most important elements in making a sale. In addition to communicating your offer, this document is an opportunity to present your brand . It’s a chance to set yourself apart from your competitors and make an impact.
A proposal document needs to be informative, accurate and interesting if you are to win business.
I do offer a proposal creation service so if you wanted to consider chatting about support with designing a new business proposal please do get in touch.
- Run a Customer Relationship Management (CRM) system.
This could be as simple as inputting data on an excel spreadsheet or working with more sophisticated software like Capsule.
Compiling a client’s sales information is not just an exercise in administration. It forms a crucial business database and should be used as a sales tool.
A CRM system will allow you to track prospective and confirmed sales, provide a structured approach to maintaining contact with clients (see customer journey below), and give you a basis for future business leads.
It will also allow you to pull accurate reports from which strategic sales plans can be put together.
- Maintain contact with prospective clients to conversion: complete the customer journey.
It’s that all important ‘J’ word, but why is a customer’s journey so important?
Well, clients rarely buy in the first instance. Only 2% of sales occur at a first introduction [click here for further information]. If they do, it’s usually when a client has an in-depth understanding of what they want and an appreciation of your company already.
For the other 98%, you are convincing them why your company is the best option. This means regular and informed communication. You may need to re-quote, provide further information, or simply chase for a response. All such ‘touchpoints’ form the journey a customer will go on before conversion.
Just as important, a client likes to see that you care about them and want their business.
In effect, the customer journey is about establishing trust. When you have this, you make conversion all that more likely.
Take a look at our ‘Once upon a time’ blog to understand further the importance of regularly communicating with clients.
- Promote your brand.
What does your business stand for? What sets your business apart from competitors? And how do people find out about your business?
These are all questions around your brand and how its promoted. From having up-to-date collateral to regular social media posts, you need to ensure that your brand message is accurate and is delivered consistently.
By systematically showing people what makes your product or service particular to you and why that matters, you will generate more leads.
- Competitor analysis and market research
Understanding your market place can be time-consuming, but it is a necessary process. It will provide information about what your customers are looking for, what they are prepared to pay, and if any of your competitors are doing it better, that is to say, offering more value for money.
Over 25% of the UK’s sales teams do not regularly complete competitor research (to see the full report on UK sales processes, from Really Simple Systems, click here.) If you don’t understand how your company is seen in relation to your competitors, how can you sell effectively?
Only by knowing where your company sits in your market will you understand what you can do better to attract more custom. It will allow your business to grow.
Conclusion
All of the above tasks are what you or your company should be doing to secure business. When combined and implemented consistently, you will get the best results.
If you are struggling with any of these processes, or your business cannot perform them to as high a standard as you would like, Orchard Virtual Assistance can help. Our virtual sales assistant can provide practical support or comprehensive advice.
Make a Discovery Call with us to see how we can work together to increase your sales.
