There’s no doubt that there has never been a more competitive time to be a salesperson than in the current digital age. However, that doesn’t mean that you’ll be put out of business as there are a number of steps you can take to stay above your competition. Below, are a few tips that we suggest for building a digital sales strategy to stay a competitive salesperson for the new year.
1. Understand Who Your Audience Is
In order to be a successful salesperson, you have to know who your audience is. To do this, you need to concentrate on knowing and selling to your ideal buyer persona. A buyer persona is essentially a biography of your ideal customer. If you don’t have a solid picture of who they are, then take time to learn more. Make sure you get to know who they are and what they like, not just what you want them to be. Additionally, you can’t only stick to low-level contacts. Keep the big picture in mind and contact your higher-level contacts as well. Understanding your entire audience and all buyer personas can help you fully understand your job as a marketing salesperson.
2. Figure Out Different Methods of Communication
There are plenty of different communication methods or channels available on the internet, with more becoming available all the time . In order to become a more competitive salesperson, figure out which communication methods your clients like best and learn how to use them effectively in your marketing strategy. However, be careful you don’t oversimplify your approach. Don’t send just an email or make a cold call if your client desires a more personalized social media approach via Twitter, Facebook, or LinkedIn. Read your clients properly and try to be highly engaged without being over zealous.
3. Showcase Your Experience
To build credibility with your clients, it’s crucial that you showcase your skills and experience on social media with blog articles, white papers, and other relevant content. Think of ways you stick out from your competitors. Showcasing your digital sales expertise online can provide affirmation to your clients that you’re an expert in your field and an ideal resource to do business with.
4. Take Advantage of Inbound Marketing Practices
Inbounding marketing was created to help increase conversion rates using relevant content. When you use this marketing technique, you can find new customers through search engines, social media, blogs, etc. Consequently, when you craft content based on the needs of your customers, you can build credibility for yourself in your field as well.
Using blogs as an inbound marketing strategy is one of the best ways to attract new customers to your company’s site. However, in order to be found by your target audience, you have to craft educational content that will help them just as much as it helps you.
5. Use the Right Wording in Your Sales Emails
Researchers have found the average person deletes roughly half the amount of emails they get in their inbox every day, which makes the chance of someone seeing your newsletters or emails very slim. In order to make your emails stand out to potential clients, you need to use wording that catches their attention and sounds personable – but don’t be too forceful – you don’t want to come off too aggressive to your prospective clients. With the right wording, your emails can become an effective marketing strategy for your business and lead you into more personalized discussions.
6. Be Direct
When you’re contacting clients via emails or cold call voicemails, you don’t want your customers guessing what you’re trying to offer them. Instead, you should be direct and precise about what your services are.
In your pitch, you should tell them exactly what the benefits of your product or services are and how they would be an ideal fit for your client. After your pitch, you should also schedule a meeting and show them what value you can offer them and their business.
It’s also helpful to connect with them on a personal level. There are numerous tools like Linkedin’s Sales Navigator or even social media sites, that can help you learn more about your potential client and their interests before you contact them.
7. There is More to Selling Than Just Making Money
Many salespeople believe the only thing that matters in marketing is making the sale. To them, it is either all or nothing. However, there is more to being a good salesperson than just making money. Even if a lead doesn’t wish to purchase your product or service, you still want to make a good impression on them. This will help you to stay in their minds, even if they’re not utilizing your product or service. Then, they may recommend your company to their professional connections or bring you business elsehow. After a while, reach out to them and determine what you could have done differently. With this information, you can improve your marketing strategy for next time. You will also be able to offer your executive and product teams valuable feedback.
8. Provide a Unique Customer Experience Every Time
This behavior is essential to inbound marketing. Putting the customer first and assessing their goals and challenges allows you to determine if they’re a good fit or not. If they are, then you’ve potentially made a consistent customer. If they aren’t, you won’t be wasting valuable resources on a customer who isn’t actually interested in the first place.
You have the chance to offer your customers a truly unique digital sales experience every time they visit your website, social media pages, or when corresponding directly. This is true no matter where your customer is on their buyer journey. First, you will need to exemplify your company’s brand at all times. Figure out what your company voice is and what your customers want, then keep that information in mind whenever you interact with a potential customer.
You can also craft a unique customer experience by continually producing new content for your blog and social media profiles. You should also interact with the people who comment and like your posts. Be friendly and professional to everyone you talk to. And lastly, be enthusiastic about the product or service you are selling. If you are excited about it, the person you are talking to will be too.
9. Understand CRM and Lead Development Platforms
Get a deep understanding of your company’s CRM and lead development platforms. You should learn about what they do, how they do it, and how this information can help you. You may be able to gain new information and data from these platforms that will let you know what your prospects are most interested in and where they are on their buyer journey.
Then, you can use this data to improve your strategy and convert even more potential leads into happy customers. Be sure to use this information by answering any questions and trading sales and marketing collateral. This way, you can ensure that you’re not missing any opportunities to tend to existing relationships or create new ones.
10. Don’t Forget About the Value of Face-to-Face
With so much to do online, it can be easy to focus all of your attention on digital communication; however, to remain a truly successful salesperson, you will need to take advantage of the best of both worlds. Meeting with people in person still has value. You should attend conferences, workshops, networking events, and other in-person events to speak with potential clients, build new relationships, and strengthen the bonds you already have.
In fact, both internet and in-person sales techniques can work in unison. You can meet someone in person and then connect with them on LinkedIn to chat about new opportunities. You can even meet someone in person that you had previously only ever spoken to online.
In this amazingly competitive time where customers have all sorts of research means at their disposal, it is more essential than ever to approach your digital sales from various perspectives. Take advantage of of your online and in-person connection opportunities to promote your value and worth to potential.
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