How to Effectively Drive Prospect Engagement
You may have a strategy to make a sale, but what about the period after the sale? Keeping clients engaged after a sale is made is equally important as it is the window to future opportunities. Engaging with prospective customers assumes another level of significance as they are half convinced and might need a slight push to bring them on to your side. Driving this engagement demands the creation of a winning strategy that requires careful planning and execution. Here are a few tips that can help you drive engagement and help nurture your leads: Form a bond It always helps to form a bond with prospective customers to get an insight into their thinking. Be transparent about the information prospects seek, as they will then find it easy to establish faith and confidence in your business. Try and thoroughly understand their needs and expectations. Then highlight the features of your product or service and tell them how it will be beneficial in solving their problem. Once you have made them comfortable and familiar with your business, making the sale will be relatively easy. Think long term Making a sale is not considered a short-term goal anymore. It extends beyond forming a long-term relationship where clients look to you for effective and quick after-sales services. By showing that you care even about a sale is made, clients will likely return to you for their next requirement or recommend you to their contacts. Nurturing leads should thus be a top priority in your strategy that should not be compromised at any cost. Get the questions right Asking the right questions will not only help you devise a successful strategy but also go to show your prospects that you have done your homework and are serious about your offerings. Garnering details about their budget, objectives, challenges, and goals will help you recommend a well-suited solution for them. That way, you stand a chance to not just meet but exceed expectations. However, avoid questions that make prospects uncomfortable, or make them question your credibility and capabilities. Avoid language that sounds manipulative or high-handed. Devise a successful strategy You need to keep your prospects engaged at all costs. This can be achieved by devising a sales effectiveness strategy that focuses on establishing credibility, showcasing thought leadership traits, and displaying where you score over competitors. However, it is important to avoid sounding pompous. Highlight how a client stands to gain from your products and services and back it up with some case studies or testimonials of satisfied clients. Also, always show your prospects that you are open to feedback at any stage. Ensure that communication lines are always open and that emails and queries through other channels are addressed at the earliest. In account-based selling such as this, making the sale is does not complete the job. Keeping engagement alive with clients and even with prospective clients, as they demonstrate the intent of positive action in the future becomes essential. Always remember to nurture the lead as this helps form a lasting bond that could translate to bigger rewards in the future.
A Look at Sales Enablement Trends of 2015
Organizations are rapidly becoming aware of the importance of adopting marketing and sales technologies in giving a fillip to their sales growth. Sales enablement is a function that companies are warming up to in order to aid sales teams in their jobs. Backing this is data from B2B research and advisory firm Sirius Decisions which signals a 63 percent jump in spending in sales enablement. So what are the trends governing this space? Social media to display content Social media has become an integral and indispensable channel of communication for businesses today. With buyers and prospects connected 24/7 to social media platforms through mobiles, tablets, and computers, the reach of social media is unimaginable. Whether it is research for a new purchase or reviews on their latest one, people take to social media channels. This avenue can be a powerful tool for sales reps and marketers too. According to Forbes, 78 percent of salespeople who made use of social media reportedly outsold their peers. Thus, marketing teams, when they develop content, should not just limit it to sharing via direct channels. They must utilize the plethora of tools available to make that content reach potential clients who are seeking information, finding answers to their problems, or looking for a switch from a product or service. Companies will thus gain visibility in the minds of audiences and sales reps will be viewed as authorities in the space. Strategically targeting data Only having data and not analyzing it is the waste of a valuable resource. Similarly, companies may have the best of content which can connect with the audience, but it needs to gain visibility to establish a connect with the audience. Content needs to be strategically targeted to the audience, so as to maintain credibility. This eases the transition of an individual from being only a prospect to being a buyer. Survey results of B2B buyers by Forrester showed that 70 percent of the content buyers indulged in prior to a decision was through self-discovery. Strategic targeting of suitable content by the sales teams is thus the need of the hour. Automation is key A 2014 study by CSO Insights on sales performance optimization highlighted that in a day in the life of a salesperson, only 37 percent of the time was spent on actually selling. The rest of the time went in administrative and account management duties. However, the increasing number of sales enablement tools available today can automate the sales process and free up sales for their core task of selling. These sales intelligence tools provide valuable and actionable insights and make the data they hold extremely accessible to sales reps. To get the most out of data, sales and marketing teams need to work in tandem. Companies need to make use of sales transformation and sales effectiveness metrics to understand which content is being consumed and shared or merely ignored. There can be knowledge sharing sessions held where sales teams identify and highlight loopholes in the content basket based on the feedback obtained from customers, and marketing teams can use the inputs to develop suitable content. Explore the complete guide to Cross-selling and Up-selling to identify unexplored opportunities for your business as well as your clients’ business and grow better in 2021