1) Types of leads or prospect.
If you are able to bring in qualified leads or educate them in the funnel to raise their awareness, you have higher chance of converting them into customers and also increase the revenue per customer. The best is that you are able to bring in pre-qualified leads and then put them through the sales funnel. For example, you can have a survey collecting both the prospects’ details and also understand their needs. Then, get the sales team to engage those who are qualified to convert them to customers. If you doing it online, you email these qualified leads while you educated the rest of the leads.
2) Product / Service Offering
That’s right, your service and product offering needs to be able to help the customer or at least give them pleasure or reduce their pain. In short, your product needs to be working. The best offer is one that solves the problem for the customers but not one that completely eliminates the problem. If your product helps to eliminate the problem forever, then they will not be repeated customers. This may sound unethical but think about it in the business point of view. In addition, you also want your customers to buy other complimentary products to increase your revenue. As I mentioned earlier, the sales funnel can be a long and deep process. After the customer buys the first product, the tendency of buying other product and more products increase dramatically!
3) Sales process
The third point is the sales process. Your sales team, sales letter or whatever that you are using to communicate with the potential customer to get the sale will affect your revenue. This is a critical part of the sales funnel and you need to make sure that your potential customer is well handled. If you have a sales team, make sure that have enough authority to make certain prices or promotion decisions. This is because you want to close the deal as fast as possible and you do not want to delay their buying decisions or buying impulse. If your sales team has to check with you, it may cause a delay and your prospect may just slip off. However, do provide them with a strict guideline of their power. If you are doing online business, make sure your sales letters are well written and do not fall into the pitfall or giving fake promise. That will ruin your reputation.