It is always said and heard that sales don't work without effective marketing. Well, guess what? That's actually true.
Sales and marketing go hand-in-hand. Choosing the right marketing strategies can attract the target audience, enhance engagement, get more conversions, and ultimately lead to increased sales.
Covid-19 has been a turning point for many businesses, and many of them are still struggling to revive themselves from the economic downturn. Seeing that kind of crunch, businesses/individuals have taken a different approach and are spending way lesser than what they used to earlier.
It is necessary to invest in marketing for any business to grow. However, businesses have now turned towards mindfully spending on specific marketing strategies that can boost sales. In short, the idea is to “Save More” and spend only on what's absolutely necessary.
Understanding the marketing point of view and strategy is inevitable as a salesperson. In this blog, I would like to share some of the must-know mindful and effective marketing strategies to boost sales.
Effective marketing to boost sales
In the present times, businesses need to be smart in their marketing strategies to boost sales. The smartest business owners know that they need to focus on strategies that are effective in their particular niche — SEO for wineries looks a lot different than a PPC campaign for a clothing company.
If you are a salesperson, you also play a major role in marketing your product or service “absolutely necessary” for your target audience. An urge needs to be generated so that you can get better conversions.
That being said, here are some points that you can follow to boost your sales:
Focus on the value of your deliverables
Align yourself to focus on the quality of your deliverables. You must ensure that it matches the requirements of your potential clients.
The question only arises when the quality or value of your deliverables isn't equivalent to the cost of the service/product. If you compromise on the quality of the deliverables, it will be hard to sustain yourself in a competitive environment.
Grasp the pain points
It is imperative to build your sales pitch based on the prospect's pain points. It will be a waste of time and effort if you don't know what exactly the other person needs and what can be done to offer the best and get paid well.
To make the most out of a deal, it is important to bring solutions such pain relievers to your prospects. They will love to pay more if you emphasize the benefits of going with your solution for their pain points.
Considering the situation of the market, it is challenging for the prospects to spend more in one go. Try to be more accommodating in terms of offering multiple financial milestones so that they can pay more over a period of time at ease.
This will reduce the chances of losing a deal because of substantial upfront costs. This will also put the prospect at ease to get more services and spend more. This can also help build trust in your brand or business.
Spend less time on unqualified leads
If you are getting a lot of form submissions, calls, or inquiries, the sales team must have parameters to identify and qualify the potential of any lead.
The focus should be on the leads likely to be converted rather than spending time and effort on unqualified leads. That does not mean that you should completely ignore these leads. Do the minimum for such leads to keep them in conversation because every lead is important for a salesperson.
Who doesn't love discounts?
The act of offering a discount can be a game-changer for your business. The joy of being able to spend a little less than anticipated can't beat any other happiness.
The deals that you sign must have room for certain percentages of discounts so that the customers feel relaxed and joyous, and it could be a door opener for new opportunities as well.
Using empathy, a typical sales conversation may become a meaningful exchange between a salesperson and a consumer. Customer trust and confidence may be built using this method.
Basically, empathy is the hidden weapon of salespeople. Empathy may help a salesperson put themselves in the shoes of the customer, which makes it much simpler for them to see things from the client's perspective.
The salesman will be able to better understand the wants of the customer and come up with the greatest solution to their difficulties as a result of this benefit as well. Salespeople may have better interactions with customers, build deeper connections, and achieve their goals if empathy is present in the sales process.
Observe how customers run their businesses
To generate new leads, focus your marketing messaging on the needs of your consumers. A qualitative study into their most pressing issues should be conducted before presenting your company's unique solution to these problems.
If a company wants to remain competitive and thrive, its management must pay close attention to the present goals of its consumers. Observe the customers, their marketing tactics, their audience and also their competitors. As a salesperson, this can be very useful when it comes to closing deals.
Upsell additional services
Your clients may be interested in other services that you offer. What you can do is to market other services and thereby make sales. You can upsell additional services by marketing them to existing clients.
For example, in our digital marketing agency, we've discovered that practically all of our web development clients want marketing services when they launch their new websites or applications. We began selling video services to them as an upsell, and practically everyone has taken advantage of this because it is an additional service to the original one. From nothing, we've been able to grab more sales and revenue.
Check Your Website's Performance
One of the effective marketing strategy to boost sales is to perform an online audit. If you haven't already, conduct a detailed study using Google Analytics.
Search engine optimization and user experience are important in marketing and look forward to ways to improve them to attract clients. The first page of Google can result in new sales by moving up from the second page.
What you need to understand is that marketing is the first step to sales. It is what builds awareness of your organization/brand/product or service. A salesperson's role is to make prospects say yes and to convert leads to customers.
Marketing and sales, therefore, must act together to boost business. I hope these tips help you in your career as a salesperson.
Now, if you are not a salesperson, there's something you should understand. As the famous dialogue goes, “you buy or sell something with every conversation, be it an idea, product, or service.” You never know how these tips will come in handy!
Frequently Asked Questions