Look at the level of contact required to close a sale. Some products are easy to understand, while others may require a careful walkthrough from the salesperson. Sometimes customers will want to try it out using their own data. For some complex products, this will require an on-site installation by a sales engineer, which can increase costs. Consider all possible ways to reduce this. For example:
Make a list of common sales objections that come up during the sales cycle and provide answers to these questions on your website.
Try to use customer references to avoid trials.
If your customers will be comparing you to your competitors australia mobile database as part of their process, consider doing this for them and have a comparison matrix with appropriate check marks in a section of your website.
If you have a light-touch sales model, consider setting yourself a goal of “touchless conversions” – eliminating or minimizing the touch required to complete a sale. As the model shows, this has a huge impact on customer acquisition costs.
Options for products requiring a high tactile feel
The toughest business models are those that employ expensive field sales organizations. High salaries and commissions for salespeople, sales engineers, travel expenses, and office expenses add up to a very high number. That’s before you consider the failure rate the percentage of salespeople hired that don’t become productive. It’s no surprise that VCs don’t actively pursue these types of businesses. There are ways to address this.