If you try to look back to the past, you will find that there is a big difference in doing sales compared to now. As an experienced salesperson, Mike had the experience of spending the whole day in his car, calling both new and existing leads or prospects for enquiries. At that time, his only goal was to hit the numbers – monthly call target, instead of considering the targeted leads’ need and problem.
But today, the technology has evolved drastically, changing the sales process for the sales representatives as well as the buyer’s purchasing process. If you want to be successful today, it is a must to let go of the outdated sales tactics and embrace a new process led by the buyer. This is because buyers now have access to a wealth of information via the internet and they’re actively searching for solutions rather than relying on sitting through sales pitches.
Ultimately, to understand how the sales process has drastically evolved to fit the future, you should begin by reframing your view of the sales process. Today, smart business development professionals are using inbound marketing to attract new clients with rich, targeted content and data. Therefore, the key to a good result is through correctly identifying your ideal customer and delivering engaging content. After all, well-timed information is compelling for buyers in need of solutions and you want to be the one who provides it.
How to make sure your sales process is on the right track?
1. Take a look at your website.
You most likely have a website right? If you don’t have, please create one for yourself or your business. Then, include some case studies that showcase real-life situations or reviews on your website. Don’t know how to start? You can start small and write a piece about a great encounter with customers. Also, try to include words from your client and add concrete explanations of issues that have been resolved by your team. Once you do this well, your potential customers can identify similar opportunities within their organisations to use your services.
Most importantly, be wise about the website's enhancements and content placement. And this could be a good time to bring in some assistance if you're not well-versed in website design and development. It’s totally fine. Look at this as a chance for the best impression to be made. This is your time to craft your perfect look, whether your site just needs a little polish or you have to start over.
2. Work on your blog.
Ask yourself: Do I have a blog section? Am I delivering quality and valuable content? When was the last time I updated?
You know your answers best.
While blogging may sound “old-school”, it still brings a lot of positive impacts. One of the biggest benefits of blogging is not only attracting new potential customers, but to make your existing customers engage more with your brand through your blog content.
If you are producing relevant and engaging content, your blog holds your business in front of an existing audience, offering you the chance to share the latest goods and services, success stories and company improvements.
So don’t wait, start now. Make yourself follow a routine of publishing posts and it will get easier as you do it more often.
3. Retool your social media channels.
Owning and managing social media channels is no longer an option, but a must in today’s world.
If you have social media accounts for your business, are you doing the right things to maximise its functionality? It’s important to take the time to think about the viewers and make informed content choices. As a content creator, you should embrace quality over quantity and refining your valuable message in doing so.
4. Provide resources online.
We're getting away from conventional sales tactics once again. With little or no effort, give your audience resources. You don't give any of your experience for free. You give your audience an idea of what they should expect when they choose to work with your team.
One of the easiest ways is to establish yourself as an expert in your field with white papers your visitors can download by simply signing up for your newsletter, and make sure you follow up with a scheduled newsletter.
Besides, you can also collaborate with a parallel business specialist and invite your audience to a webinar or expert talk where you discuss emerging developments in your markets. This helps to create a positive engagement online.
Anyway, always reach out to the experts and professionals in different fields when you need help. Sometimes, you may decide to hire an expert to get started. That’s totally fine. There are many agencies focusing solely on inbound marketing and working with them can get you set up and keep you moving forward if you employ them to maintain your strategy.
Besides, you can also tap your existing network and best clients for insight. Ask them: What do they look for when researching solutions online? What social media channels do they use regularly? Do they use inbound marketing and has it been successful?