Marketing and sales remain one of the most challenging tasks for most businesses. You might have contacted a million prospects but how many of them really turn up for a purchase?

Depending upon the product, its demand and  the value your product delivers, the response rate will vary.

Entrepreneur contributor Sujan Patel has shared three techniques to improve your prospects’ response rate.

Patel says, “In any relationship, communication is key, and sales are no different. How you communicate will dictate how your prospect responds to you and whether or not he or she will ultimately buy from you. That’s why having strong communication skills is essential.

Here are the three things you need to do to communicate effectively with your prospects:

1. Connect.

The first thing you need to do is slow down. Don’t be in such a rush to talk about your products. You need to nurture the prospect and ease him or her into the idea.

Start by getting to know this person. Ask questions, and let the prospect do the talking. Better yet, research your prospect ahead of time to find some common ground. Maybe you both like the same sports team, or maybe the prospect wrote a really interesting article recently. Whatever it is, lead with that commonality to start building a rapport.

The goal is to get the prospect to feel comfortable around you and then open up more and share his or her needs”.

Want Higher Response Rates? Start Treating Your Sales Prospects Like People.

Entrepreneur

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