5 Proven Steps to Improve Sales Conversions

Hey, my friend Kenny Chapman here, the blue collar coach, your partner in profitability, talking about sales conversions today. Everybody's looking, you know, right now. At the time I'm recording this, it's Thanksgiving week in the United States. Therefore, retailers are competing for every single red cent that our clients have. And yet we still have goods and services and things that they want, need and desire in their homes. Our front line needs to really focus on some things. So here's five things I want you to think about today. Number one, get your team to open up. What do I mean by that? When I'm doing ride alongs, when I'm doing on sites, when I'm doing coaching and training with frontline technicians, what I see is that they don't want it to be about them. They think that's an ego thing. They think that that's arrogance. And I understand that and I respect that. It is about the client. But the client has to have trust in us in order to make an educated buying decision. Therefore, they need to know your technician and as a person, they need to know that the company is full of people. It's not just this organization. Get them to open up, get them to talk a little bit, get them to share that they're a real person, they're a father, they're a spouse, they're a wife, you know, whatever, that they're a person doing the best they can for this client at this given time. Second thing, focus on people. I just said, now, first off, we open up. Secondly, we focus on that client. And you know, it's always been said, oh, it's about people. It's not about products and plumbing and air conditioning and electrical. I agree with that wholeheartedly. It's about the client. We must focus on them. People don't buy when they are understood. They buy when they or they don't buy. Rather, when you understand them, they buy when they feel understood. Easy for me to say, right? But the point is that we've got to focus on them. Every single client, it could be the exact same product. It means different things to different people. Got to hang out and focus there. Number three, believe, believe, believe, believe. Your team has to believe. You have to believe. You have to instill that belief throughout your front line. All the way from CSRs creating conversions on the phone to your frontline team creating conversions in the field. If they don't believe in you as a leader, they don't believe in your company and what you're doing in the community and what you stand for. If they don't believe in your product, your warranty, your big bold guarantee, your pricing. If they don't believe in any of those places, there's going to be a breakdown no matter what. Number four, resonate confidence. Let that sit for a minute. Resonate confidence. We all know people do business with people that they know, like and trust. But where does that confidence factor come from? I can't trust you if I don't have confidence in you, that you have confidence in, in your own ability. I see it all the time where it might be a little bit of a less skilled technician, maybe a little newer technician, fresh out of apprentice school or whatever, but they've got confidence. They were raised in an environment that gives them belief in themselves and confidence to do the job. People say yes all the time. And last and probably most important, follow the system. My friends, we have proven processes, proven sales system. We teach a 12 step ultimate client experience. Experience. Whatever hybrid you create, whatever it is for your company, that system that works, your techs know it, you know it, your front line knows it. But somehow human nature, as crazy as it is, we get away from it. Oh, maybe it's boring. It's kind of the same thing. Even though I'm getting great results, it's the same thing. Let me tweak it, let me change it. The next thing you know, you're not getting the conversions you want. Focus on these five things and watch your conversions improve. I'm Kenny Chapman, the blue collar coach. Until we talk again, have a better than fantastic day and we'll see you soon.