pro Use Visual Sales Documentation to Increase Insulation Deal Close Rates
I needed to create documentation for an insulation company, so I put together a set of images that people could understand within three to five seconds. The materials gave salespeople something to leave behind to help customers make a decision and understand how they could save money through rebates and tax incentives. Before this, salespeople were mainly dropping off the contract, and they were closing two out of 10 deals. Now they’re closing six out of 10. I think that number will go even higher as people get more time to organize the rebates and bids. Step-by-step: 1. I created documentation for the insulation company using images that people could understand within three to five seconds. 2. I made the materials useful for salespeople to leave behind after meeting with customers. 3. I included information to help customers understand potential savings from rebates and tax incentives. 4. I compared the results with the previous approach, when salespeople mainly dropped off the contract and closed two out of 10 deals. 5. After using the new materials, the sales team increased its close rate to six out of 10 deals. 6. I expect the close rate may increase further as customers have time to organize the rebates and bids.
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