Rather than focusing on short-term tactics, a leader at a successful startup took a long-term approach that increased leads and close rate by as much as 77%. Here's what he suggests for you:
1.Don't hire the sales superstar. Instead of that hot shot, hire people who thrive in a team environment.
2. Don't slash your product's prices. "Focus on the ways you're ahead of your competitors in terms of quality," said Simon Casuto of eLearning Mind. "Clients care about price, but they care more about the quality of what they're getting for their money… Clients are willing to pay higher prices to have a partner, not a just a hired gun, working for them."
3. Provide the best customer support. Your next level of new revenue may come from renewals, add-ons and upsells. Drive all these revenues by redoubling your focus on after-sale service and first-class customer support. John Paul DeJoria, co-founder of Paul Mitchell hair products and founder of Patrón tequila, said in an interview with Entrepreneur Magazine: "If you are doing the right things with your business, cold calls will become a thing of the past."
By avoiding sales hot shots, holding firm on prices, cutting sales incentives, and investing in customer support, we have grown steadily--even during the worst economic recession in recent history. Use these same principles, and watch your business grow.