Tried and tested tips for converting sales and shortening sales cycles
Did you know: Approximately 3% of your market is buying at any given time?
These are prime for product-led content. However, they are very driven by price at this stage.
The remaining 97% is where the real opportunity lies!
If they’re still not fully aware of their problems and the solutions available, you have a brilliant opportunity to engage them earlier in the funnel. You can lead the way with establishing a relationship and building trust and credibility to be top of mind for when they are ready to buy.
Your brand is then not based on aggressive pricing and pitching. It’s based on a personal connection where your customers know you, like you, and trust you.
Content is key to this!
Here’s 5 of our top tips to win sales:
First and foremost you need to consistently engage your ICP (Ideal Customer Profile) before they are ready to buy to ensure you're top of mind when they are!
Use mixed media forms and content for each stage of the sales funnel level helps to appeal to different needs.
Track all engagements to understand your ICP's better - which topics are they most interested in, which media forms do they prefer, which times of day do they engage? - And make this insight visible - ideally in a CRM system.
Marketing and sales/business owners must work closely together (for example for sharing this insight and collective collateral creation).
Finally, follow-ups are crucial! On average, it takes 3 to get a response. Trial different formats - LinkedIn chat, Loom videos, and direct emails, and calls.
Quick dos and don'ts for sales messages.
Do:
✔Keep it short.
✔Tailor it specifically to them, EVERY TIME.
✔Provide value to the individual - a whitepaper, blog, research.
Don't:
❌Cut and paste.
❌Pretend to have researched their company and apply general comments.
❌Mention that you can squeeze them in for a chat.
Above all else, remember your B2B customers are humans - what would make you read or respond to an email/InMail?