Sales

A Healthy Client Base is the Heartbeat of your Sales Process

Your client base is the quintessence of your company. As a business owner, you no doubt know that building a healthy client base is the key to your success. Without a steady stream of new, paying customers it’s virtually impossible to grow your business. Fulfilling your company vision relies almost solely on attracting clientele and keeping them interested in paying for your product.

A simple, step-wise approach is the best way to ensure that you attract new clients.

Making Your B2B Blog More than Just A Blur Of Information

Let's talk about pimping your blog.

Blogging has become a real social phenomenon over the past few years and for good reason. Besides being a great customer service tool, its ability to rank highly in search engines, attract swarms of traffic, create advertising revenue, promote services and generate sales has led to the growing importance of the blog as a business tool worldwide.

Simply put: there just isn't any way around it.

As books inform us of the past, blogs inform of the here and now.

So what makes a blog great?

Like most things in life, there isn’t really a one-size-fits-all approach.

One man’s trash is another man’s treasure, so yes, in some aspects it comes down to your target audience, as well as topic relevance. But wouldn’t it be great if one had a general recipe for success?

There might not be a one-size-fits-all approach, but below are a few of the most fundamental things one needs to keep in mind when hammering out that next blog.

Don't Be Bland With Your Lead Nurturing Strategy

Much like a good dining experience has an enticing appetizer, embracing entree, and attention-grabbing dessert, a company's lead attraction and nurturing processes should be cleverly organized into a three-part, customer-clinching powerhouse.

It's your responsibility to ensure that you're serving up the kind of content that keeps the buyer interested and engaged at every step. You've got to put in a little extra effort to make your audience feel wanted and valuable.

It might come as somewhat of a shock to know that at least half of your qualified leads are nowhere near ready to make a purchase when they first convert. Another little secret: they're not going to budge if you stick to outdated selling strategies. Frequent sales calls are out of the question. Your aim isn't to become a pest but rather a trusted source of valuable content.

This is your chance to serve up some piping hot ToFu, MoFu & BoFu content. If you're not sure what that is, stick around and you'll find out.

Value is King

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Kiley Doll, Goodman Lantern

It’s often easy for startups to lose sight of the basics. The many challenges startups face every day really blur the lines between priorities. It’s really easy to lose sight of what is most important.

You’ve heard of startups failing because they grew too fast, ran out of money, or failed to capture public interest. There are hundreds of articles out there that discuss these three common issues. The fact is that each of them can be traced back to poor sales strategies.

Startups often reach out for help with repairing their sales strategy. The best way to go about fixing the problem is to look closely at the way you’re talking to your clients. If you don’t talk to them in a way that grabs their attention, you’ll never get them to buy anything.

I have four methods that you can work through to turn your business around:
 

1. Hit the Ground Selling.

The best and brightest startup entrepreneurs often panic when they’re confronted with anything to do with sales. There are so many who lack confidence in their ability to sell, and it shows up in their work. The fact of the matter is that every single person is involved in selling every day. It doesn’t matter what your job title is, or what you spend the majority of your time on.

Every conversation you have involves selling in some form, whether it’s ideas, products, or services. Actual sales is no different. It’s a conversation that you hope will end in a sale. With this in mind, it’s important to remember that the best tactic to make people engage is to be truthful and authentic.


2. Create Actual Value.

When you realize that you’re always selling anyway, you need to give some serious thought to what it actually is that you’re selling. You need to realise the value that you and your product represent is far more important than the actual product itself.

Your clients aren’t going to buy from you unless your product offers the best value. That doesn’t just mean a low price point. You have to be better than your competitors in every way. They want to know what is in it for them. Are you saving them money, time, or simplifying their lives in another way? The most important part of this step is to make sure that the value your client sees in your product has to be greater than the price they paid for it.


3. Sell Really Well.

Innovation is fantastic. It’s an incredibly important part of every startup’s growth. The trouble is, it doesn’t always work. Most of the time it’s because the innovation you’re chasing doesn’t do anything to add value to your client’s experience. The trick is to listen to your customers, learn about their preferences, and give them what they want.

If you lose touch with your clients, you’ll be using all of your money and energy to supply them with things they don’t want or need. Innovate in line with your clients’ actual needs. They’ll know you’re paying attention and you’ll make money as a result. Think about your relationship with your customers like a friendship. Try every day to make a positive impact in their lives and they’ll thank you for it. It's a fantastic way to build loyalty.


4. Be Truly Useful.

Your startup’s success all depends on your sales performance. It’s a simple fact that carries a lot of importance. You’ll find it a lot easier to reach your goals if you break them down into a solid game plan. You need to track your sales and understand what your minimum sales need to be, what your optimal level would be, and how you intend to achieve these figures.

Ask yourself six basic questions, and you’ll find it a lot easier to figure your process out:

  1. Who are your clients?
  2. How are you finding them?
  3. How are you talking to them?
  4. Is your sales cycle too long?
  5. How many sales do you successfully close?
  6. How much does it cost you to reach each client?


You need to do yourself a favor and find the answers to each of these questions. Take some time to really work through these steps and you will see results. Bear in mind that it’s by no means a quick fix. You’ll need to regularly reevaluate your answers to these questions. It's easy to find time to make sure your goals are aligned with your strategy. It all begins with realizing that doing this will save you money and time in the long run.

Give it a try, and I know you’ll see the value of this process. Happy selling!

Startups often underestimate themselves right from day one.

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Kiley Doll, Goodman Lantern

Startups often underestimate themselves right from day one. They believe they’re too small and too busy to set up a proper set of procedures for their company. The problem with that is pretty simple. Startups need to grow, and with growth comes additional work, time, and effort.

It makes a lot of sense to ensure that you get the basics done right from the beginning. If you form productive habits from day one, you’ll have less to correct later on. Setting yourself up for success from the onset is the best mindset to have. Here are three basics you can take charge of right now:


1. Company processes.


Setting up your sales process into a systematic flow is a fantastic way to begin. If you have a process that everyone follows, it’s easier to track each sale. It also helps with benchmarking which clients are closer to taking the sale. Sales leaders know which of their team members are struggling. It's important to figure out why and do something about it.

It also helps to speed things up when you hire a new salesperson. They’ll have the safety blanket of a solid strategy, and training becomes far easier. Having a proven way of working set in place, you can ensure that your values are upheld.
 

2. Lead by example.

Making money is everything in business. It’s often difficult for startups to start bringing in regular cash. Usually, the problem is a lack of leadership and direction in the sales team. Setting a target for them to reach is often overwhelming. Sales managers need to introduce control to the sales process.

By outlining the tasks required to lead to a sale. Teach your team to prioritize their time. Break the target down into the number of conversions needed. Bench-marking the process as they go along gives salespeople control over their performance. With confidence and practice, it becomes normal to reach targets early.
 

3. Practice everything.
 

Salespeople have nerves too! Starting a new sales role and perfecting a pitch can be intimidating. A great way to reduce mistakes is to get your sales team to role-play various scenarios. Repetition builds muscle memory and confidence. It provides a platform for the team to learn from each other's strengths.

If a team member is struggling, have them observe a more capable colleague. Learning by watching, engaging, and practicing will make a difference in sales teams. A healthier sales environment means a healthier business.