Tag Archives: selling

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 01905 885 285

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

How connections lead to customers

How connections lead to customers

When we talk to potential customers, it is all too easy to fix on rational reasons why they might like to work with us. We can write a new website for them, we can improve their IT system, we can improve their operating process. However in order to optimise our chances of success it is important that we delve deeper into their problem.

We need to find out how the problem affects them personally. For example their website may not be very good. This in turns means it is not producing enough leads, which may be worrying the owner as he is considering selling his business and wants to make it more attractive to buyers. So though the conversation may have started at “I don’t like my website” it has travelled to “I want to sell my business.” If your proposition can solve the owner’s pain problem of helping him to sell his business you are more likely to convert him into a client. If you only address the initial concern over the website, he may choose another person to do business with.

Remember that although we think people make rational decisions, usually they make emotional decision and then add in the rationale afterwards. So connecting on an emotional level with your prospects will help you to convert them into customers. It is important to understand what you will bring to this relationship, and it may be worth speaking to your existing customers so that you understand the reasons that your customers enjoy working with you. These will usually be softer reasons, such as they enjoy the structure of a regular monthly meeting.

If you are struggling with converting your leads into sales and would like to talk to someone who can help, call Aardvark Marketing Consultants today on 0121 2225743

Take a look at the video below for more advice on successful selling.

Successful selling – part 1

Successful selling – part 1

Successful selling needs good marketing, and part of good marketing is ensuring that the right message is delivered to the right people. These people are your ideal customers, and tracking them down will help you to secure those sales.

You will have a picture of what your ideal customer looks like. There are markers which we look for in our on profile customers, these may be traits such as location or turnover. However there are a number of soft traits which may be as important as the more obvious ones.

An ideal customer not only represents the business that you may do with them, but also opens up the possibility of referrals, so time spent on targeting your on profile customers, may reap continuing benefits.

Do you get on with your customer? This may seem like something that you needn’t consider, but having a good working relationship with your customers is one of the important soft traits we consider when building an on profile customer picture. At Aardvark Marketing we understand the importance of a good working relationship, based on mutual respect. We need to be confident that our clients understand their industry, just as we need them to respect our knowledge.

Terms of payment are another area which could be included in your on profile customer picture. If the terms of payment offered are too long, it could lead to cash flow problems, and it may have been better for you, simply not to have taken on that customer.

If you are struggling to identify your ideal customers and would like some more advice, contact us today to arrange a face-to-face meeting. Call us on 01905 885 285

Or to learn more about the art of successful selling, click below to watch our video on the subject.