Prospecting on the Digital world
Usually when we think about sales, we also think about prospecting and bringing more customers and more sales for our business. Another topic to be discussed is how to retain this customer that will generate sales in the future and help you to establish your business.
But have you thought about how prospecting have changed?
And how quickly those changes are happening?
Nowadays, prospecting is part of the digital world and you have to understand and learn which marketing tools are efficient for your business to generate sales, branding awareness, establish your business in the market and towards to the competition.
All business are trying to adapt as quickly as necessary and the sales process has to follow the same flow to finding new ways based on new structures that are impose by the digital world.
The biggest change is the buy act itself and how buyers are deciding what, when and how to buy.
The biggest change is that 90% of the buyers are buying online.
Not only buying but searching, learning, finding what others are buying and why, other buyers' opinions, assessing what features are important for them, trying to find out if your product or services is worth for their money. They want to be smart on how to spend their money.
Evolution and prospecting
Prospecting is a task in evolution and it is being redefined. At this moment, if you are thinking about sales, you are thinking about "how am I going to reach my customers".
Not a very long time ago, business spent money on yellow pages, newspaper adverts, magazines and telesales or telemarketing. Now, you should know how healthy is your database and how to use this to make money retaining your clients.
The database could be evaluated on clients who you have a business relationship and the one that you do not have the relation at all. if you have a business relation, you think about retain and grown.
If you do not have any relation, you need to start the relation first.
And try to forget cold calls. Today, cold calls is the worst way to "open the door" - customers find cold calls annoying and inconvenient and do more harm than good. Cold calls are not dead, just changing.
A phone call is part of narrowing the relationship and bring the customer near to you.
Online sales are evolving constantly because of the new technologies and habits.
And online sales is all about social media - Youtube, Facebook,Twitter, etc - and how you can develop different ways on creating a more sophisticate way to buy. Nowadays, Youtube is the third most visit website in the world with billions of videos to an audience of more than 1 billion of users every single day, generating millions of hours of videos and dollars. Facebook is being used as an "open door" for the sales funnel where you can detect the first point of a buyer cycle based on exchanging information and presenting your products in a more dynamic way.
With all the new digital evolution, our time in prospecting needs to be spent in finding, attracting and connecting with your potential customers. Our prospect and customers are online and our connection should be there and speaking the same language - customers are more sophisticate and educated what makes the decision process much more complex.
Some important points about your clients
And how can I distinguish my company on this market?
The simple answer is "put yourself on their shoes and consider the sales steps".
For example, if you are going to buy a car, probably you will search for keywords "buy a car" "new car" "buying car" etc and with the answers, you will received a LOT of info such as prices, best cars in 2016, best features, colours, and you will have to narrow your search. And after that, you probably will open 3 websites to check all info collected before you make a decision.
How many times you buy something after received an email with offers and discounts?
Usually, even you do not need to buy at that exactly moment, you will buy if the offer/discount base on the need to save money.
Need X Prices
Usually, customers buy when they need.
However, you also buy when you have an unmissable offer/discount in front of you.
That's an impulse based on your need to save money or get a bargain.
The price became relevant and exceeds the need. Nowadays, you can engage with your customer when you offer quality with price without losing the buying cycle that you have started.
The secret to increase your sales is offering quality information about your products and services and how your customer will received this information. You can generate interest on your company through social media and sales funnel (or email marketing campaign) presenting your benefits and developing the relationship necessary to capture the customer attention.
if you need more help or info about how you can increase sales , drop us an email:
Learning every single day and trying to living in this fast paced world of Digital marketing.
Click to set custom HTMLbusinesswomanclub