Closing more sales for Construction Industry

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if you've been trying to figure out how to improve your close rate this video is going to be some tips i've used both for myself as a salesperson and leading my sales team [Music] hey everybody i'm mike claudio owner consulting and host of the big stud sales podcast um please go subscribe to that if you like podcasts love you check that out ryan would too because ryan's there he's also there ryan's there you'll get it there's ryan [Laughter] so obviously many of us as business owners spend a lot of money on marketing and training and bringing on new sales hires and and all the things that go into growing your pipeline and growing your revenues one of the biggest things i see often is a lack of approach and consistency around managing the pipeline so one of the first things i want to talk about is general pipeline review i've talked about this in previous videos and think it's pretty wildly missed that people don't go back and look at who did i talk to what happened what's gonna move them through the sales process you're just on to the next lead on to the next lead on to the next lead so the first thing you do is have some sort of tracking system if you don't have a crm or a spreadsheet or a person that's tracking that super important especially if you have a sales team those people are running a lot of meetings they're running a lot of conversations if you don't wait for them to track and you need to look at each of their pipelines understand their clients and their prospects super super important there so what does that look like what i suggest doing what i teach on is doing regular pipeline reviews basically sitting down that sales person if that person is you looking at your pipeline and saying client by client conversation by conversation what happened what's stopping them from moving forward and what is our next step if you just went through your pipeline with your sales team right now you're gonna realize most of them have no idea what's going on with their previous proposals they probably sent it moved on hoped they would call back and that's not a great way to run your business so hey ryan what happened with that call with mike what's stopping them from moving forward what do you think we should do next to move them forward what is your next step if they don't have a good answer for everybody in the pipeline your pipeline is not very quality it is not up to date and it is not being very properly managed so they should have an answer for every person in the pipeline if they don't that's a problem that person needs to be moved out moved up or moved in to the next stage that's really important to do that on an i'd say at least bi-monthly basis weekly preferably depending if you have a sales manager or not i think it's super important to do on a regular basis so outside of that skill development from a sales perspective happens a lot if you had sales experience and enjoy it it doesn't happen a lot if you're operationally gifted so sometimes bring in outside sales support there's a lot of business owners who are very operationally gifted very on the that side of it and they don't know how to make their sales team better sometimes they hire outside help bringing a sales trainer like myself to educate motivate and inspire your team is a great way to get more value from them but ultimately you need to be investing time into skill development role plays and everything else with your team to get them better at closing if you expect you're going to hire some people put them in the field say let me know if you have any questions and think that your sales are going to grow or your close rate's going to grow it's just not going to happen so what's the best way to do that if you are a busy business owner make sales training videos this is very straightforward that way you don't repeat yourself for every new hire because right now you likely especially if you have a sales team of more than let's say three to five you have turnover and every time a new sales person comes in you have to repeat yourself all over again well did you do it consistently did you say the same things or did you say the right things did you get them really bought in you're not gonna know because you're busy so create a video series either by hiring somebody to do it for you or doing it yourself i know this is kind of pitchy but it isn't it is important to do this so create sales training videos what do they do at the beginning how do they greet the client what do they look like how do they prospect how do they network how do you overcome objections how do you go through the scope collection you know how do you go through a general client interaction how do you follow up how to use the crm these are all things that you can automate in a training program so you can do videos like this where there's a video camera you can also do a screen recording through loom is a good one l-o-o-m loom is a screen record applications you can actually show people and record where to click how to click what to do but ultimately i think moving into the 21st century in 2021 it's super important to have some sort of training backlog of video documented processes to help your team get better if you want to improve your close rate you have got to educate your team consistently to get them bought into the program to get them bought into what's happening to get them bought in to what needs to be done consistently over time so your client experience stays on point getting them through and into the pipeline and into clients as fast as possible if you don't know how to do that reach out ryan's a great a great resource for that he'd love to help you i'd love to help you if you were just struggling with that it is important that you are continually improving upon role playing and developing skills for your sales team if that's you hiring somebody outside the business can be helpful but go watch videos go you know you're here go watch videos go listen to podcasts go to some seminars maybe do some sort of mastermind group do something to get better i think it's incredibly important that you don't try and just say well what works for me now i don't need to get better because what worked for you now isn't going to work for you later if you don't believe me look back two or three years is what you were doing then right now probably not so look at your pipeline what has happened what's stopping them from moving forward what are our next steps and then continual skill development with your team whether that's on a onboarding process they're getting consistent sales training there via video and documented processes or continual role playing skill development motivation inspiration for your team i've done everything from a one day session to a six month session with sales teams and i'll tell you they always come out the other end better than they came in so look at that for yourself figure out how to get your close rate up invest in your people i'm mike claudio owner of winrary consulting and i want you to win fast and win more often you