Sales Leads are the lifeblood of any business.
The way we sell today is nothing like we did even 10 years ago (I covered this in an earlier blog) The advent of personal technology and global connection has allowed anyone with a bit of energy and drive to explore and research just about anything before purchasing. You only have to look at the number of sprouting comparison web sites to see this in action.
The buyers now have as much information at their fingertips as the sales guys so it begs the question “Why do you need a salesman?”
This is where Lead Generation is linked to the new age Salesman best described as a Business Sales Developer.
The salesman is best placed in understanding how interested your client is and when and whether they are likely to buy from you however they need to be armed with the right information so that they are more likely to talk to clients that are actually interested in your products and propositions.
In short it amounts to efficient and proper Lead Generation – collecting contacts, telling your story, nurturing them, understanding who is really interested and closing in on them at the right time to buy or move forward.
The foot in the door salesman is extinct, this is now a calculated and data led exercise to maximize potential and cover a wider area of possible leads.
A little bit like Google has replaced advertising – direct sales are now supported by Lead Generation programs (sales & marketing)– so look at it as a re-allocation of effort and funds. We like to call it sales led marketing providing you with continuous, consistent sales in the digital age.
There is a process at work here and like any cycle of action there is, if you excuse the pun, a lead time. In essence however, on average you need to touch your client at least 6 times before they buy, but believe me it works!
So you have to ask yourself, what are you doing to attract clients when you are not in front of them?
Find out your activity score below
Do you have any of the following (award yourself 2 points each discipline)
a) Compelling up to date website
b) Google ad words
c) Stories that engage with your target audience – that sell
d) Case Studies – to help engagement and reason to buy from you
e) Landing Page for any specific offers/articles
f) All important digital marketing such as email, blogs, social media etc
g) Effective CRM system for follow ups
If you scored 12- 14 points the good news is that you have been doing everything that you need to make those numbers consistent.
If you do not have at least half of these in place then it`s safe to say that your strategy to grow sales is not as effective as it could be
If, however you have scored 0-6 points, you are not engaging your potential sales and growth opportunities and probably reliant on old systems such as word of mouth or your own limited sales effort.
How would you feel if this was managed for you by an expert in all these areas who could act as your Business Sales Developer?
We are offering a FREE consultation – taking a look at your product and reviewing your current sales and marketing activities and advising as to the best way forward to meet your budgets and targets.
We will then follow up with a presentation of our findings and recommendations without further obligation.
If things are looking rosy in the garden then you are on course to greater growth and fulfillment but if not then it’s time to take a fresh look and clear out the old for the new.
Growth only comes when you plant properly.
Start your new Sales Success Story today and call Barry on 07813 898936 or email email@example.com