Tag Archives: sales process

How is your relationship?

How is your relationship?

All relationships go through phases and the relationships we have in our sales process are no different. Like all relationships these go through good and bad times, but as long we continue communicating and being clear about what we both need, our relationships will flourish.

The beginning of our sales process is a little like dating, we are in the getting to know each other process. We are building trust, exchanging information, we keep up an on-going contact as we build our relationship together.

After a while, the time is right, and down we go on one knee, for the engagement. This is the where the actual sale takes place. It shouldn’t be a long or hard process if your dating has gone well. You shouldn’t still be having to sell yourself when you are down on bended knee, you should be fairly confident they are going to say yes!

And they lived happily ever after…So ends all great fairy tales, but happily ever after requires work. Don’t win your customer and then forget to look after them. Don’t be so relieved the girl said yes, that you forget to carry on being nice and kind. Maintaining customers is always cheaper then finding new ones, make sure you continue to give them a reason to stay with you. Don’t behave in such a way that you make them leave. Good customer service will always help your retention.

If you are struggling with any part of this process, we can help. Good marketing will ensure that you build good relationships with your clients, making sure that your message and communication is clear and that you are building relationships that will last. We can design and deliver tailor-made marketing packages for you, take a look at our marketing manager service. Or pick up the phone today and call us on 0121 222 5743

Take a look at the video below to learn more about how relationships change throughout your sales process.

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Making the most of your marketing machine

Making the most of your marketing machine

Once you have designed your multi-touch plan, created the touches you are nearly ready to begin. But who are you targeting? The quality of your data is crucial in determining the success of your campaign.

Finding the people who might be interested in your product or service is necessary to ensure that you are putting the right people through your marketing machine. You can design and implement a brilliant campaign around eating beefburgers, but if you target a whole list of vegetarians you are unlikely to get any response. And remember that you will need a continual flow of prospects to feed into your marketing machine. The aim is to create a steady flow of good quality leads who are poised to buy.

Once we have these leads who are ready to buy we need an efficient process to convert them to customers. Don’t lose them at this step by making your sales process too complicated or lengthy. As with all processes making sure that you review them will enable you to alter the processes to make them more streamlined and efficient. Constantly monitoring and reviewing your processes will enable them to become better and better.

Monitoring and measuring is a vital part of the success of your marketing. You need to see the effect from your actions, so that you can refine those actions to make your process continually more effective. If you don’t monitor and measure you don’t know what is working and what is not working.

Don’t forget the value of your existing customers, they already like you, they are already engaged, but if you run them through your multi-touch program they might learn more about you and what you offer and come to you more frequently or for different services or products.

If you don’t have enough time to design, implement, monitor and measure your multi-touch program, why not let us do it for you? Our marketing manager package provides outsourced marketing at a surprisingly reasonable rate. Call us now on 0121 222 5743 to arrange your meeting.

To learn more about creating your marketing machine watch the video below.

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What is a touch?

What is a touch?

In our last blog we discussed the magic number of touches that you need in your marketing campaign. The magic number is twelve touches. But, what is a touch?

A touch is any piece of marketing communication that you send to your prospect. It can be a variety of things; a LinkedIn connection, an email, a piece of direct mail, a call. Each touch provides an opportunity for you to share information, educate, or simply remind your prospect of your presence.

Data gathered via extensive research into sales show that the majority of sales happen between the 4th and 12th contact. So a salesman who has made three calls and received 3 “nos” maybe only one touch away from a sale. The problem with the traditional method of sales, cold calling, is that often the potential customer says “no” when in reality what they mean is “not now” or “not yet”.

We forget sometimes that people do not buy when we want them to buy, they buy when they want to buy. The purpose of marketing is to ensure that when they are ready to buy, you are the person they come to.

You can see that if you have a multi-touch campaign which continues over a longer period of time, statistically you are more likely to be in the right place at the right time, than if you only make a few calls over a shorter period of time.

Implementing multi-touch campaigns can seem daunting, so we offer our marketing manager package which provides outsourced marketing so that your campaign is designed, delivered, monitored and measured for you. If you would like to discuss how the marketing manager package could help your business, call us today to arrange your meeting on 0121 222 5743

If you would like to learn more about the multi-touch program please watch the video below.

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White knights and who is telling the truth?

White knights and who is telling the truth?

Often when you are selling to larger businesses, you can end up having to sell to committees. Committees can be problematical as one person may love your product or service, and then may be in the position of having to sell you to the other committee members. The best that you can do in this situation is to support your “white knight” in their efforts to sell you to the committee. This can be ensuring that they have answers to questions that may be raised, or just increasing their understanding of your product or service.

Another problem that we come across in the selling process is our perception of salesmen. We tend to think that a salesman is trying to get one over on us, or to trick us in some way. This is, by and large, not true. Salesmen are simply well-informed about their product and are trying to show it you in the best possible light. Unfortunately, because often buyers believe that salesmen are being untruthful, they then feel it is okay to also be untruthful.

If nobody is telling the truth it can be very hard to determine what anybody wants. As a salesman you need to know what somebody wants before you can help them. The sales assistant in the shop who asks, “can I help you?” is trying to do just that. If you have come into the shop to buy an item, saying “I’m just looking” is, in one sense, lying. Now the sales assistant can’t help, and you can’t be helped. Truthfulness is important to understand what people want.

If you are struggling with your sales process, and would like to review it, why not arrange a meeting with us? At Aardvark Marketing Consultants we have worked with hundreds of business across a range of industries and can help you to improve your sales processes. Call us today on 0121 222 5743

Or to learn more about successful selling watch the video below

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Are your sales team selling?

Are your sales team selling?

Hopefully your sales team are selling your products or services, otherwise they are not doing their job! However are they spending all their time selling, or are they having to use their time ineffectively?

Sales teams are expensive to run, they need wages, National Insurance, pensions, cars and hotels. The costs of selling soon mount up, often in hidden extras that you may not be fully taking into account. The rising costs of running a sales team mean that it is vitally important to the financial well-being of your company that you maximise the time your sales team spend selling.

Ensuring that you have a good marketing program in place will provide your sales team with good quality warm leads who can then be engaged in the sales process. If you have no marketing or poor quality marketing your sales team will spend much of their time trying to convert cold leads into warm leads before they even begin to sell to them.

Given the costs related to running a sales team, it is more effective to spend on good marketing to improve the quality of the leads going into the sales funnel, thereby allowing your sales team the chance to spend more time selling and less time chasing.

If you are struggling with your sales funnel, consider improving the marketing that is delivering your suspects. Good quality marketing will result in a better quality lead, which in turn will improve the conversion rate of prospects to customers in your sales funnel. Let your sales team do what they do best – sell, and let us do your marketing. Call us at Aardvark Marketing Consultants today for a meeting, on 0121 222 5743

If you would like to learn more about successful selling and how to improve your sales funnel, please watch the video below.

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Are you taking too much time?

Are you taking too much time?

How long does your sales funnel take? From an initial enquiry, for example filling out a form on your website, to your meeting with your prospect. One of the important reasons for tracking and monitoring our sales process is that we understand how long each step takes.

If it takes too long to move your suspects through the sales funnel, you risk the suspects becoming disengaged. By studying your sales funnel you can learn where the problem areas are. Is the process too complicated? Are you solving your suspects problems and answering their questions? If they come to the initial meeting with too many questions, they will be harder to convert. If your sales funnel has provided them with answers along the way, then by the time you have the meeting, they will be better engaged.

Reviewing your sales funnel step-by-step, including the time that it takes to move between each stage, gives you the ability to make changes at each step. Small improvements at each stage can lead to a big improvement overall, resulting in a quicker and more efficient sales funnel that will convert at a quicker and higher rate.

Process mapping is vital to ensure that you fully understand your processes, and only then can you successfully change them.

If you are struggling with your sales funnels and would like to improve them, why not contact us? We can help you to improve your sales funnels, ultimately improving your sales, and profitability. Call us today on 0121 222 5743 or via our contact page.

To learn more about sales funnels and successful selling, please watch our video below.

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