Generate Sales Leads Faster (2 Key Strategies)

Generate Sales Leads Faster (2 Key Strategies)

When you count on new leads to heat up your business and find new customers, you are always looking for the best way to bring in those leads fast. While there is much interest in social media, it may take some time to build a following. Trade shows and webinars work well for individual organizations, but they are not a one-size-fits-all solution. Here are three ways that you can bring in those new leads that you need—and bring them in quickly! Encourage Better Referrals What are you doing to gain referrals from your current customers or your fans? If you are not taking advantage of word of mouth advertising, you are missing out on the single biggest way that you can build your leads. How can you encourage referrals? Why not “pay” your customers to refer their friends and family? While you may not pay those customers outright, you can offer a discount or savings if your existing customers send a client your way. If the new client winds up working with you more than once, you will likely come out ahead on the deal. Sometimes you just need to remind your customers that they should be referring your business to others. It can be a big win for everyone!   Pair PPC with SEO When you look for new leads online, there are two schools of thought as to how you should proceed. One is that you should invest in PPC (pay per click). Pay per click advertising means that you pay every time someone clicks your ads. On the other hand, SEO (search engine optimization) is a...
Offensive Sales Play #17: Emailing Cold Lists

Offensive Sales Play #17: Emailing Cold Lists

Once upon a time, when an email address was a novelty and your heart raced every time AOL rang out the news that you had a message, cold emailing was a great way to reach out to potential customers. However, it didn’t take long before virtually all unsolicited email was considered spam, never to be taken seriously again. Too many false promises, too many emails to sift through, and not enough offers that leads actually cared about. And now, all marketers (and sales teams) suffer as a result. The good news is that cold email marketing does have its place in today’s world. Cold emailing can still reach people who need the services you offer, and it can help you to reinforce your image among those customers who already know who you are. But it helps to approach cold emails with a gameplan. Just like you wouldn’t line up at the line of scrimmage without picking a play from your playbook, you shouldn’t write your next cold email without crafting some strategies first. And the good news? With the right techniques, you don’t have to be a professional (writer OR marketer) to beat the competitors to the opened-email end zone. DO: Use Buyer Personas While it’s true that some customers won’t know who you are, you can still dictate what type of response you’ll get. The best way to do this is to create personas based on the types of people you want to respond to your offer. Craft your emails to speak directly to your buyer personas, then include calls to action that will encourage these leads to...
Recruitment Season: Successful Lead Prospecting on LinkedIn

Recruitment Season: Successful Lead Prospecting on LinkedIn

LinkedIn holds the crown as the top B2B social networking website. With versions in two dozen languages, the site claims 380 million registered members. Almost 120 million members are from the United States, but LinkedIn is popular all over North and South America, Europe, Africa, and Asia too. Some people still only think of this social networking site as a place to network for job opportunities, but it also provides a great platform for prospecting for any type of sales lead. The problem that most people have with LinkedIn is that it offers so many different opportunities that it’s hard to get started. With that in mind, it’s helpful to focus on the basics of successfully prospecting for leads on LinkedIn. Work on Your Profile Before deciding to move forward on their buyer’s journey with you, most other members will check out your profile. The importance of creating a focused, attractive, and professional profile can hardly be overstated. Of course, you should proofread for typos and put up an attractive and clear photo. However, you also need to review your profile to ensure that it presents the right image of you and your company. Keep your profile focused on the task at hand. If you’ve been a LinkedIn member for years, it’s possible that you need to clean house to emphasize your current goals. If your current task is generating insurance leads, you may not need to spotlight your past career as a bartender. It’s not that your past occupations aren’t interesting, but they could be distracting. Connect With Lots of Other Members If you are new to this...
9 Tips to Refresh Content of Your Sales Proposals

9 Tips to Refresh Content of Your Sales Proposals

It can feel convenient when you’re in the hot spot of preparing for another sales proposal and it’s late in the fourth quarter to grab what worked for you last time and rely on that as a template. However, leaning too much on past successes can backfire by making your sales proposals seem canned, not fresh. Upgrade your next proposal and score big using our 9 tips to freshen up your content. Personalize it – Even if you’re starting with old content, you must freshen it and personalize it so it speaks to the potential client’s pain points. This also shows you’ve done your homework. You know what the client needs, and you know why you have the solution. The best sales proposals are personal, no exceptions. Lead with their needs – Instead of leading with your pitch, lead with their needs. Demonstrate that you really get it. Any client wants to feel understood, and doing this communicates that you really do understand. Once you’ve hooked them by laying out their needs, you can make your play by introducing your solution. Use analogies – Analogies refresh and personalize your sales proposal by clearly demonstrating the power of your product or solution. Analogies also reinforce that desire by subtly showing how your solution meets the client’s needs perfectly. When you leverage their power in your proposals, you never have to worry whether the client “really gets it.” You know it’s clear. Offer choice – Whenever possible, offer your client an array of choices then let them assume the power and choose among the options you’ve presented. Pick the best options...
Know Your Next Sales Play to Win Big

Know Your Next Sales Play to Win Big

Making great plays requires great understanding. Identifying business climates, marketing potential and sales team operation guarantees a sharp approach to great opportunities, and having a comprehensive guide at your side can help you win big.   What Is a Sales Playbook?  A sales playbook is a sales team’s play-by-play guide to transactions, discussions and tactics. It outlines the moves, plays and possibilities existent on the professional field. Marketing Profs places incredible value on such collections, as they provide methods, roles and responsibilities. Your sales playbook is your coach, detailing objectives, supporting the business plan and identifying targets. Your sales playbook creates a common framework for teamwork, and it highlights the best developmental opportunities. Sales playbooks capture knowledge about: Value propositions Competitors Offers Best practices Markets   Why Use a Sales Playbook? Every team needs a coach. While each team player, themselves, is highly trained and efficient, they still need direction and an evolved industry understanding. Your company’s sales playbook is custom-tailored to the business’s needs. It categorizes strategies by the organization’s domain, utilizing time-tested-and-true marketing tactics to create strategic development. “Getting the right information into the hands of the right sellers at the right time, place and format, to move a sales opportunity forward,” states The International Data Corporation’s through The Sales Benchmark Index. A comprehensive sales playbook establishes set moves from gathered data, analysis and speculation.   Sales Playbooks and the Sales Cycle The business environment is a machine, and it’s always turning, always growing and always changing. A sale never occurs the same way twice, and organizations rely upon close-up, indexed analysis to pull off some of...
Your Sales Funnel is Missing 7 Analytic Opportunities

Your Sales Funnel is Missing 7 Analytic Opportunities

Successful businesses optimize their analytics. Why? Because knowing customers, cataloging operations, and creating fine-tuned solutions all require intensive processing. Your daily routine relies heavily on comprehensive business analytics. If your team already contains experienced sales force impactors and developers, a little analytical support goes a long way. You miss every shot you don’t take, forfeiting challenges and goal-setting patterns before the game begins. Chances are, if your sales force lacks analytic optimization, its missing a number of opportunities:   Missed Opportunity One: A Step Up from Previous Performance Effective data analytics compose future paths from previous results. Chron.com’s article on sales analysis states future momentum is a top business priority. In the modern commercial climate, trends inflate quickly. They gain momentum before following results even occur. Analytic opportunities, themselves, are events made possible with intensive study of past events. A good, analytical support system ensures a better future by enhancing previous performance. Missed Opportunity Two: Increased Product Demand Your sales playbook is contingent upon product and service demand. Sales analysis planning reveals product problems. It dictates direction by processing the business atmosphere. Long-term declines can occur from: Increased competition Eroded market share Similar, competing products Evolving customer needs The game isn’t always played on your court, but your sales playbook is a well-read coach. It’s capable of defining external factors, enhancing internal demand outreach. First, understand. Second, execute. If you know the crowd, you know what it wants. Missed Opportunity Three: Enhanced Products and Services Similar to the situations above, product and service needs and requirements change. When sales are considered, relevant products and services thrive. All else falls by the...