5 things you need to be clear about before you start selling
Posted: Mon Dec 23, 2024 8:37 am
We must speak to our potential clients on a one-to-one basis using direct marketing tools, and personalize our messages, reinforcing our brand, so that when we act commercially our efforts fall on fertile ground.
Normally, a sales plan relates commercial resources, which sell a series of products, with established sales objectives and direct costs generated. On the other hand, companies have a marketing budget to carry out a series of actions, hopefully with the data on the number of impacts that they will generate on potential clients, better or worse characterized.
This situation, which until recently worked thanks to a sales-friendly environment, is no longer acceptable. Sales teams are seeing their sales level reduced and do not always have the tools to get out of a downward spiral in results. It is necessary to be very careful. Marketing and sales are riding a bicycle for two, they have to go in the same direction and pedal in unison, both with all their strength. Otherwise, we will not be able to climb the mountain pass that lies before us.
The business plan and the marketing plan must be integrated
The sales plan as we mentioned before is a pipe dream. Likewise, a marketing plan that is not forged and fused in its essence with the sales plan is a nonsense. Putting in a document how much is going to be sold without explaining in detail where all these clients are, what their first and last names are, how they are going to be reached and what process is going to be used to gain their trust so that they buy from us, is an incomplete exercise; it is like saying, "I am going to go from here to there," and not even knowing if the 2 places are on the same continent, if there are roads, if you have to use a helicopter or an all-terrain vehicle, I can go at 40 an hour or 200.
5 Things You Need to Know Before You Start Selling Today
Choosing the size of my market. In the past, in a simpler sales all contact number list with name environment, it was often not essential to know the exact size of the market and the exact number of potential customers. Today, not knowing this data can be an unacceptable risk. If the number of potential customers is, say, 10,000, how many do I need for my project to be profitable?
Continuing with the example above, how am I going to get to know my interlocutor in these potential clients, what tools am I going to use, and how am I going to establish a two-way communication channel with this person?
What process will I follow to generate enough trust in the potential client to lead to a sale, and what tools will I use? How will I work on my brand to gain enough notoriety?
In what aspect or aspects will I be better for these clients than the competition?
And how much exactly is all this going to cost me?
Direct marketing may be the answer to our problems
How do I work on my brand to sufficiently reinforce the sales team? One solution to use my resources as efficiently as possible is to use direct marketing; that is, if I make an effort in marketing, I will ensure that I am impacting my potential clients, and also primarily those who are closest to buying from me. Some of the effective direct marketing tools in this environment are:
Contact marketing
Email marketing
SMS marketing
Remarketing
Linkedin
Twitter
We must therefore speak to our potential clients on a one-to-one basis using all these tools, to personalize our messages, reinforcing our brand, so that when we act commercially our efforts fall on fertile ground. The days of sowing "broadcast" are gone, today we must use "precision" sowing; the days of watering by "flood" are gone, today we must use "drop by drop" irrigation.
Normally, a sales plan relates commercial resources, which sell a series of products, with established sales objectives and direct costs generated. On the other hand, companies have a marketing budget to carry out a series of actions, hopefully with the data on the number of impacts that they will generate on potential clients, better or worse characterized.
This situation, which until recently worked thanks to a sales-friendly environment, is no longer acceptable. Sales teams are seeing their sales level reduced and do not always have the tools to get out of a downward spiral in results. It is necessary to be very careful. Marketing and sales are riding a bicycle for two, they have to go in the same direction and pedal in unison, both with all their strength. Otherwise, we will not be able to climb the mountain pass that lies before us.
The business plan and the marketing plan must be integrated
The sales plan as we mentioned before is a pipe dream. Likewise, a marketing plan that is not forged and fused in its essence with the sales plan is a nonsense. Putting in a document how much is going to be sold without explaining in detail where all these clients are, what their first and last names are, how they are going to be reached and what process is going to be used to gain their trust so that they buy from us, is an incomplete exercise; it is like saying, "I am going to go from here to there," and not even knowing if the 2 places are on the same continent, if there are roads, if you have to use a helicopter or an all-terrain vehicle, I can go at 40 an hour or 200.
5 Things You Need to Know Before You Start Selling Today
Choosing the size of my market. In the past, in a simpler sales all contact number list with name environment, it was often not essential to know the exact size of the market and the exact number of potential customers. Today, not knowing this data can be an unacceptable risk. If the number of potential customers is, say, 10,000, how many do I need for my project to be profitable?
Continuing with the example above, how am I going to get to know my interlocutor in these potential clients, what tools am I going to use, and how am I going to establish a two-way communication channel with this person?
What process will I follow to generate enough trust in the potential client to lead to a sale, and what tools will I use? How will I work on my brand to gain enough notoriety?
In what aspect or aspects will I be better for these clients than the competition?
And how much exactly is all this going to cost me?
Direct marketing may be the answer to our problems
How do I work on my brand to sufficiently reinforce the sales team? One solution to use my resources as efficiently as possible is to use direct marketing; that is, if I make an effort in marketing, I will ensure that I am impacting my potential clients, and also primarily those who are closest to buying from me. Some of the effective direct marketing tools in this environment are:
Contact marketing
Email marketing
SMS marketing
Remarketing
We must therefore speak to our potential clients on a one-to-one basis using all these tools, to personalize our messages, reinforcing our brand, so that when we act commercially our efforts fall on fertile ground. The days of sowing "broadcast" are gone, today we must use "precision" sowing; the days of watering by "flood" are gone, today we must use "drop by drop" irrigation.