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Whitelight ISD - pV Pricing Extended. Improving sales closure rate

Organisation:

Whitelight ISD: a direct marketing outsourcing company.

"Jon made a significant and positive contribution to aligning our proposals to better match customer’s requirements.
            Today this structure and approach continues to be applied, enabling us to be more effective in winning new business "

Patrick Mason, Managing Director
Whitelight

Web Address

www.whitelightisd.com

Organisation type:

Small to Medium size

Type of project:

pV Pricing Extended, six meetings over three months

Summary of work:

We mentored the founder of Whitelight ISD, Patrick Mason, for three and a half months. The focus was on improving the sales closure rate by restructuring the sales proposition. We considered at a range of issues and made a number of small alterations to the proposition to customers.
                   The key work that changes the closure rate was around the reducing perceived risk to the customer. We archived this by changing the way a project was structured when presented to the customer. This, plus some other changes, improved the sales closure rate.

Client Benefits:
  • Diagnosis of why people decided not to buy from Whitelight
  • Implementation of changes to Whitelight's terms and conditions
  • Ongoing help to monitor how the changes impacted sales
  • Improvement in sales closure rate of well over 200%