The new prospecting process…
Marketing and sales aren’t producing the results any more. So what will?
Buyers have cut companies out of the loop when making buying decisions. Buying doesn’t start with a sales visit. Advertising is ignored. Direct marketing is resented as interruption. Instead buyers network with people who’ve done it before and take advice online.
So how do you help someone realise they need a solution at all, never mind that your company is chosen to provide it? We have some answers…
Setting up the idea
People research long before they have a buying process in place
Peer pressure, problem identification and developing an ROI carrot put people and projects into play. If your ideas, figures and materials are the ones everyone is using to scope a project, the deal becomes yours to lose. More>>
Champions
Buyers want someone knowledgeable, credible and approachable to learn from
Most companies talk at, without allowing people to engage. But Buyers are looking for someone they can trust to advise them in the early stages. An opportunity to build trust, qualify and filter them into the right channels.
Digital Footprint
You won’t be considered if no-one knows you’re out there and meet their needs.
A digital footprint ensures you’ll be found on the web and social networks – ideally as the company everyone talks about and compares themselves to. Doing this successfully requires social content, word of mouth and a whole lot more.
Influence the Influencer
Decisions aren’t made by one person but a whole team. How do you reach them all?
In the past, once sales presented one person became the expert and championed the idea. Now everyone’s an expert. That’s an opportunity to make sure they’re all giving the same advice to decision-makers – choose you.
Building Relationships
The test of interest is interaction and participation. Build a 2-way relationship.
People who are truly interested are happy to give you information to help you match their needs. Building interactivity opens a dialogue and is a vital step in creating rapport – leading to a sale or offline engagement.
An integrated team
Doing this effectively needs marketing and sales skills blended into one unified process
Once sales had presented, one person became the expert and championed the idea. No longer – thanks to the web everyone’s an expert. That’s an opportunity to make sure they’re all giving the same advice to decision-makers.