LEAD GENERATION AND LEAD CONVERSION AN IMPORTANT PART OF SALES PROCESS 1. In the present Covid time, various companies are struggling to make sales while various other companies are struggling to make purchases. In this environment, one has to understand why people are missing on sales. The sales process can be defined in two broad heads i.e. lead creation and lead conversion. 2. Lead creation Lead can be created by - Mass mailing for which one requires potential customer data and draft of good email which can run as a campaign. - Exhibition participation - Cold calling-Telephone - Physical cold calling - Marketing exercises like advertisement etc. - Digital marketing like linkdin, facebook, tweeter etc. - A good positioning in search engine optimization - Up sales and cross sales - Reference from existing customers 3. Lead generation is difficult but converting leads into order is a bigger
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TRUST - AN IMPORTANT PART OF SALES Theoretically, everyone makes sales or services based on the quality and price of the product or service. In practice your sales happens not only because we had a good product or service but mainly due to the Trust level between the person buying and the person selling. Hence, for any sales person’s fear line is the mind of buyer is of utmost importance. For creating trust, it is very important for the seller to understand the fear points of the buyer and deal them to the satisfaction of the buyer. If he is able to do that, the sales will go up many folds. Some of the fears which buyers generally have are :- a) If I make advance payment will the seller supply the product or service? b) Will the supply of the product will be of the same quality as has been explained?. c) Is he gets adequate after sales support from the seller or not? d) Is he paying a fair price or he had been squeezed on the prices on which he h