Archive for

How Will Letting Go Affect Your Sales and Marketing?

We are more attractive when we let go!

Let’s take a moment and consider if there is any area of your businesses or life where you feel tension or tightness — any area that is not flowing freely or where there appears to be a blockage.

Making more money in your business is about removing the blocks to the full free flow of energy. Money is like everything else in the material world. It is made up of energy and it flows. The vehicle through which the energy flows is your four bodies; mental, physical, emotional, and Spiritual. So any blocks to the full free flow of money/energy in your life or business will be felt somewhere in your body in the form of tension.

Is the tension being caused by holding on too tight? If so, then to what are you holding on to?

Is it:

* a pre-conceived idea
* a judgment
* an unfulfilled desire
* a need to control
* a fear
* or some other handle

Is it possible to imagine your hand releasing its hold on this handle?
What do you think would happen if you did let go of the ‘handle’?
Is it possible to allow yourself to let a potential breakdown occur in order to make way to a breakthrough?

Can you sense how the release and liberation from tension will feel? Is it possible to see where this newly released flow of energy will lead? Are there any additional possibilities available as a result of this new-found freedom? How will it affect your sales and marketing program?

How to Integrate Sales And Marketing

Business to business marketers – and all marketing teams in general – are expected to do more with less, so making the most out of hard-earned business sales leads is extremely important. Integration of the sales and marketing teams is critical to successfully achieve ROI.

Sales and marketing teams should collaborate and integrate their efforts to achieve the best possible results. A large percentage of business leads and potential profit are lost due to inadequate follow through efforts from the sales team. Sales people must inform the marketing staff accordingly whenever appointments are set and when sales leads successfully convert to profits. When marketing teams are informed of the conversion rate of their delivered sales leads, they will be able to tailor their marketing strategies – revamp ineffective tactics and improve on those that are working only fairly – to better attract the appropriate leads so that sales people can convert them faster.

The important link that connects the sales and marketing teams are the appointment setters. Hiring reliable appointment setting services are essential for maximizing limited resources without the additional management responsibility. A business lead’s propensity to convert into a sale begins to be affected right from the moment of appointment setting, so excellence at this stage is invariably important. The following are a few rules that your professional appointment setters should adhere to when making appointments:

Set appointments with the appropriate top decision maker – appointments with executives who can’t make the important decisions on their own is a waste of time and resources. Furthermore, they will have to convey your product or service presentation to their higher ups, which could lead to misunderstanding and an inadequate representation of your company.

Be prepared for each client – arm your appointment setters with well-researched information about the client they are calling (what their problem is and why your product or service is the best answer). A personalized treatment of the client right from the beginning will make the client see your company in a more positive light.

Give the leads two options to choose from – making your business leads choose between just two options for the date and time of the appointment will minimize the chances of business leads turning down the invitation for an appointment.

Inform the client of how many and who will be present at the date of the appointment – you don’t want your prospect to be caught off guard and feel cornered by bringing a large number of people for the meeting. Doing so would likely cause the business deal to fall through so inform the clients accordingly.

Confirm set appointments – have your appointment setters confirm appointments a few days or hours before the set date to be certain that all information are correct and as a way to remind the client.

A substantially large yet qualified calling list is absolutely necessary for professional appointment setters to have higher chances of setting appointments with business leads. Sales & marketing teams and appointment setters should be synergized and united in their efforts to make the sales process flawlessly progress from sales lead generation to appointment setting to sales conversion.

Nail the 10 Simple Sales and Marketing Tips Guaranteed to Rev Up Your Business

Here is a 10 point action plan to help you prepare a framework for your future sales and marketing strategies.

1. Ask every new customer or potential customer how they found you – it is the cheapest market research you will ever get and a great way to test and measure your advertising and word of mouth referrals.

2. Go to functions, seminars, workshops and launches where you know your target market will be – and not just for the learning curve. This also gives you the opportunity to uniquely connect with your target market.

3. Source opportunities to put your promotional materials/samples/offers in delegate bags, gift bags and on public display at conferences, talks etc. Choose your events wisely and you can quickly zero in on your potential prospects.

4. Know your competitors. What are they doing? How do they approach their advertising/marketing? Are they successful, and if so why? Can you improve on their approach? When you have studied your competitors, then market or package yourself differently. Marketing is all about finding your point of difference and capitalising upon it.

5. Build a database of customers, suppliers and interested people, then create a community by keeping in touch. This should not always be in a direct selling fashion, sometimes you should share informative news and other times shares educational information. The key is to keep it interesting and pertinent to them.

6. Be consistent with your branding. Use your logo, colours, tagline, website and contact details on everything from your email signature to your proposals, brochures, website, advertising, invoices, newsletters and signage.

7. Develop universal scripts for all your commonly asked questions so that your whole team will answer in a unified manner. Create scripts for situations such as turnaround time, price objections, product comparisons and competitor comparisons to name a few.

8. Listen with the intent to understand. When you feel you understand then respond. Listening is more important than talking when it comes to marketing your product and getting to know your client’s wants, needs, pain points etc. Think like your customer thinks, then you will realise that your customer is only interested in “the buyer’s perspective”.

9. Make sure your website is your silent salesman 24/7. It is up to date? Are there free resources to keep visitors on your site longer? Is it a database builder? Is there a call to action on every page? Do all the links work? Do you describe your offerings simply?

10. Qualify the buyer. Don’t devote all your time to non decision makers. As soon as you gauge it appropriate, ask for a higher introduction to a decision maker or a joint meeting with your contact and decision maker. It is important to do this respectfully, remember the non decision maker can soon become a decision maker in that business or another.

You will find all of the above points covered off in the trio of marketing ebooks available for instant download from my website. Have your business sailing to success with these ideas and more simple and practical low costs tips.