Here comes the Santa Clause of your business sector with goodies for your prospects, customers and business associates. While reaching out to your business prospects during this holiday season, there is more than just sending a Merry Christmas card. In fact, this holiday season, your team should utilize a B2B marketing campaign which cuts across multiple channels.
If we could understand what every customer is thinking, we’d be selling left and right. Of course, it’s very rare that a customer tells us how they’re feeling. With the constant bombardment of advertising and everyone wanting them to buy, customers are a lot less trusting and require more time and effort to convince to buy.
Understanding what drives an individual to want to buy is a key factor in selling today. If you don’t get lucky with that customer who willingly tells you their wants, needs, and concerns for your product/service, it means you must figure it out on your own. Knowing how to figure out a client’s wants, needs, and concerns and use it to your advantage is something every good salesperson understands how to do.
Here are three ways to understand what potential customers are thinking.
Go through the customer experience process. Follow the paths they would take on the route to buying from you. Act as though this is your first time coming across the product and note what value you receive. What key information do you take in, is there something not mentioned that you can note in your sales pitch or a key factor you can build off of? It’s important to understand the process and information the customer is taking in before they reach you. This way more value is being added to your product instead of just highlighting what the customer already knows. The more value you can add, the more likely a customer is to buy.
It’s important to focus specifically on those who will be using your product/service. Learning about your customer’s job or life often helps bring to light key factors your customer wouldn’t think of if asked what they wanted from the product. The more you know about a customer, the better you can pick out key things the customer would enjoy. This tactic takes more time and empathy from the salesperson, but the more personal you can get, the more likely a customer is to buy from you specifically.
Personalized service, consistent answers, and optimized user experience.
Personalized service. Customers don’t want to be treated like a case number. As you want to learn as much as you can about your client, you also want to create an experience that’s personalized to them. Work with the client to figure out the best package for them, making sure to pay attention to their needs and wants. Giving them an experience different than the usual sales pitch will get them much closer to buying.
Consistent Answers. Seventy-six percent of customers receive conflicting answers from different support agents when asking the same questions. Make sure your sales team is on the same page. Consistent answers throughout the buying process will increase the likelihood of completing a purchase more so than receiving different answers to the same question. It shows you have your stuff together and that a customer can rely on each representative to give a good deal.
Optimized user experience. User experience is a huge factor in choosing to buy. Non-responsive and hard-to-use websites turn people away. Make sure your website is user-friendly through the navigation, homepage, and cart checkout. You want to make it a fun, easy experience. Aside from online experience, you also want to make sure customer support services are optimized. Using quality sales skills, salespeople can make for a troublesome user experience, one that will keep customers coming back.
Lead generation is one of the best ways to grow your business and get quality sales. Sales leads provide opportunities to not only reach sales goals but to exceed them. Having a dynamic lead generation strategy will boost you to the customer goals you’re trying to reach.
Start using these key lead generation strategies to help your business get quality customers.
While this sounds like a mundane step, it’s very important. You need to know what you want and what you think you can achieve. Being able to work towards something and reach it in the set amount of time gives you more motivation to achieve it.
Your goal must be clear and precise. Goal setting is a common practice but while lots of people take the time to set goals, very few actually reach them. That’s why it’s important that we take time to really think over and set an achievable goal.
In setting your goal you must start broad and then break it down even further. What is your yearly goal, monthly, weekly, daily? Having a goal broken down and implemented into to your daily routine will help you reach it.
What is your lead generation goal?
What value do you bring? Let customers know the value they get out of using your product or service. You must explain what makes your company so special. Maybe it’s the added features of the products no one else has or maybe it’s just what your company stands for and how they benefit the community. Lots of companies stand out to consumers because of their social responsibility. Is your company helping others? Show your customers how.
Another way to stand out is a comparison to your competition. Explain how you’re different and better. Why would the customer want to choose you over another company who makes the same product?
Features, benefits, value, use these to make yourself stand out. A feature is an attribute or fact about your product, service, or company. A benefit is how that feature helps your prospect. Value extends beyond what your product or service can do for your prospect and aligns your benefits with the prospect’s larger goals and objectives.
Position your company in a way that makes you stand out. Just because you know the benefits and value of your product/service and company doesn’t mean consumers know.
Lead magnets are the things that attract the target audience and convinces them to engage further. These are crucial to generating leads online.
Lead magnets include:
Lead magnets need to be very convincing. You must know your target audience and understand what they would find to be a tempting deal. There are lots of ways to capture leads through lead magnets, you just need to get creative in your approach.
Lead generation requires a lot of patience and new ideas. Even the simplest of ideas can match up to the most thought out ideas. It’s all dependent on how you utilize the information you have to create effective strategies that consumers would find irresistible.
When it comes to the holidays, we are all looking for that special offer or bonus to go along with our shopping. As a business this is the best time to pull out all the stops. To reap the benefits of the holiday season, businesses have to pull out all their best offer saving discounts and go total marketing on them.
As a business you’re going to want to take advantage of the holidays. Here are several ways in which you can rock the holiday season and boost your company’s sales.
Once November 1st hits let the holiday marketing begin. We suggest not going full blown Christmas quite yet though. Start out with thanksgiving themed marketing, leading up to Black Friday and Cyber Monday sales before heading into Christmas.
Start planning and implementing your holiday marketing now! With your extra holiday efforts you’ll be selling like crazy.
Need more inspiration on how you can stand out to customers during the holiday season? Check out Make your business stand out to consumers during the holiday season for ideas!
Thanks to Kim Garst for the holiday themed ideas!
Email follow-ups are a great way for more information to be given in detail and to allow the prospect more time to think through the information displayed. When using email to follow up, you must give the client enough information to be considered helpful but not too much as to where you pull out all the stops in the first follow-up. You want to drive the conversation and get them to buy early.
Follow-up emails can be frustrating. Many people assume if a prospect doesn’t respond the first time that they aren’t interested, however, there are many reasons as to why, besides not wanting your service, a prospect hasn’t responded to your email.
These reasons include missing the email completely, failure of the subject line to catch the prospect’s attention, not a clear enough call to action, not set up to be viewed on mobile, and sent at a bad time/day. The good news is these are all things we can easily fix.
The number of words in a subject line also matters, especially for mobile users. Subject lines with 6 to 10 words deliver the highest open rate [Retention Science], making 8 words ideal. So, create that catchy, noticeable email in 8 words.
With the help of research though, we can give you a general idea of when most people open their emails. Research shows that the very best times to send emails is on Tuesdays [Get Response], with weekends having the lowest open rates among the days of the week and Mondays following in second.
For the time frame, it appears it’s best to send emails a little after people get to work, and when they are catching up on emails after lunch. It shows to be around 9-10 a.m. and 1-3 p.m.
So, when you do send a follow-up email, it’s best to do it on Tuesdays at 9:30 a.m. or 1:30 p.m.
The subject line of your emails and the sender name and are the most important factors in getting emails opened and read. Be sure to check who the email is coming from. Making the from more personal increases the chances of getting noticed by a prospect. Open rates go up by as much as 35% by just using an email with your name in it [Pinpointe Markeing].
In 2019, the average open rate dropped to 22.1%. This average means that your company is doing well within its email follow-up and email campaigns if it has an open rate of around 22%.
The most important thing you can do in a follow-up is to continue to add more value every time you come in contact with the prospect. Email allows you to explain clearly and in more detail. It also allows for a more creative aspect. Adding in a creative aspect draws the reader in more. A creative follow-up email catches the attention of your prospects. Remember though this isn’t an email campaign so, don’t go overboard. You want a little flare but not too much to draw away from the information you are relaying and the call to action you want them to take in following up.
We’ve gathered twelve fun and need to know sales tips and facts. Test out your sales knowledge and that of your peers with these fun trivia questions. Great to use at your next sales meeting, conference, or office bonding party.
How good is your sales trivia knowledge? Test it out and send to a coworker to compete!
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