Non-salespeople can increase suspect to prospect close ratios substantially

Question

The choice to train your people might seem difficult, especially if you want to introduce a new ethos to a team unfamiliar or even negatively disposed to selling. In this post, Laura Livesey addresses the primary issue you need to consider: Who will actually do the selling?

Answer

I think when you are looking at training people or you are considering the problem you have to look at what the problem is.

So, if you are looking at a company, say for example it’s a hospital, or say for example it’s a team of engineers, the first question you often need to look at, is who is actually going to be doing the selling?

Should I be bringing in a team of sales people? Or should I be training my professional and technical people to actually learn how to sell. For some companies a sales team is an option but for many it isn’t.

So let’s first look at the the most common situation: the companies for whom it isn’t an option to bring in a full fledged sales team.

Those companies then have non-sales professionals going out and meeting a wide range of people, and coming into situations where they will be asked to describe the company. They will be asked to provide some information. This communication is important as it may or may not incite that prospect to actually get back to them, and start having a real dialog/conversation.

And for the companies that do have sales teams, in reality, this is going to happen in those companies too, regardless of whether they have sales people or not.

So what we find is that by actually training the professional and technical people to become skilled in at least this aspect of the initial communication, you are able to increase your suspect to prospect closing ratios substantially.

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Meet our Founders

We’re passionate about helping leaders of high-quality, growth-minded practice owners double their revenue

Rod Solar

Founder & Fractional CMO

Rod co-founded LiveseySolar and acts as a Fractional CMO for our customers. He’s on a mission to help transform the lives of 10,000 people with vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.

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LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.

— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey

Founder & CEO

Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.

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Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.

— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK