If you’re a company operating in the manufacturing or engineering sector, especially if you’re selling large and expensive pieces of plant and equipment, you’re probably all too familiar with the concept of the long sales cycle.
Companies with long sales cycles usually have a very high priced product or service and their clients can sometimes take months or years to find funding or free up finances from their spending budget in order to buy.
But a lot can change during such a long waiting time, and very often, the same client, having forgotten your name may turn to a competitor when they are finally ready to buy.
Are you following up enough? Or do you send one email and stop at that, leaving the ball in their court?
You’ve probably come across evangelical articles heralding death to the phone. No more cold calling! No more calling at all in fact. It’s 2019: we’re in the age of the internet, inbound marketing, online lead generation and social selling. The phone has no place in this new age of sales and marketing.
Are you communicating enough with your prospects and customers? Stats show that the average sales person…
If you’re exploring email automation, then you’ve probably heard these terms thrown around casually. Let’s get to the bottom of how they differ.
Think about the last time a friend recommended something to you and bought it. Was it a restaurant? A book? A clothing store?
What about in business? When a fellow business owner recommends something, chances are, you’ll listen more closely, right?
Marketers always agree on one thing: people buy from the people they trust. Relationship building is one of the key steps in any sales process, because selling is that much easier once a relationship has been established. This entire process is known as ‘social selling’.
When it comes to sending emails to our list, we as business owners can be sceptical. After all, we ourselves are being sent numerous newsletters and updates from many different places and people. The sheer amount of it can be frustrating and we don’t want to feel guilty for adding to the same frustration of another person…much less, someone who might potentially be our client.
Did you know that the Google search for: “The money is in the follow up” will bring you over 4 billion results? And it’s not just because it’s a popular saying – it’s because it’s true!
It’s no secret that professional service companies usually tend to have clients that buy one service. This creates the biggest problem these companies face: their clients don’t really know what else they do, resulting in lost sales! And the company obviously wants sales, but wants to avoid being pushy, which results in a lack of communication.
We all know: repetition is one of the keys to success. In life and in business.
We relentlessly repeat things over and over again to our kids to help them grow. Teachers at school repeat themselves time and time again until students learn. In business we all know the value of repetition until the job is done well. And finally in life, advertisers are doing a great job of repetition. Attracting our attention to items we would otherwise never hear about or notice on the shelf.