How have sales techniques evolved alongside technology?
Walking around and cold-calling seems like a crazy way to grow your business now that we're in the information age, but I have no idea what other sales tactics there are. What are effective ways to use technology in the sales process?
As a Realtor, l still use cold-calling and door-to-door to get myself and my name out there. But, l also use social media, i.e. Facebook, LinkedIn, Twitter etc. as well. You can not however over look the tried & true methods that have been used for generations. I find that, face-to-face marketing is your best bet however! So, if you can get to have a conversation with your prospects, l would strongly suggest, that is what you should do.
You can truly use technology to focus efforts and resources to find your target audience and close deals.
- It' important to decide how you intend to engage with customer (certain geographic areas or a certain type of target customer profiles.
- You can purchase lists of suitable names and start targeting them.
- Then it's time to go to work: phone, knock doors... whatever it takes to get in touch.
- As you engage, make sure to have a compelling message (your elevator pitch) telling how you will deliver substantial value to your customers.
- The follow up (nuture a prospect to a decision) must be supported by technology to be effective.
- Ongoing support and communication to your customer based should be supported by technology, but we can never try to replace human interaction. Use technology to make interaction easier and to initiate discussions.
- Use a powerful CRM software as the hub for all your customer interactions.
- Make sure your website provides information beyond a simple sales pitch.
- Make technology do the heavy-lifting, so you can focus on building relations.
Being that technology now allows us to do infinite research on one another consultative selling has taken the helm compared to the old hard sales tactics that used to be and are still sometimes utilized.
Building the right marketing plan for your business isn't just like a walk on the park. That is why, I appreciate your post as boosting up the sales and promoting your business would need great help from reliable information such as yours. Hope to learn more from you.
Prospecting on social media is the new cold calling. If you are selling B2B LinkedIn can not be beat. I develop the majority of my business by seeking out connections on LinkedIn and getting them engaged in a conversation. Another great place to find prospects is in LinkedIn Groups. There is a group for every interest, business type and vertical imaginable. Jump on a group where your customers are and start an engaging conversation
Build a database of targeted potential customers. Provided it's the right audience, those who are interested in your offerings, you will find you can cover more ground in way less time. Tons of tools online from social media, email marketing, and plenty more.
I find email marketing is the #1 form of sales online followed by social media. Just keep in mind, sell without selling. In other words inform, educate and entertain. Become the guru of your products and you will see how the customers come to you. I've been putting all my clients into this type of system and every single one of them has increased sales. There are 1,000's of strategies to accomplish this. Let me know if you want to further discuss.
My background is Sales & Marketing. I am a strong propenent of "Guerrilla Marketing"!
That being said, in addition to these excellent thoughts:
o My Commitment is always to my overall Strategic Objective.
o My Armament IS Technology--so I either partner with or collaborate with Experts in the use of Sales Technology.
o I have an Assortment of tools to make myself more Knowledgeable in My Niche.
o The greatest Augment to my Sales Practice is Social Media.
Above ALL I am an Account Manager which means I bring together the above to focus on My existing and future Accounts.
Technology has changed & effected Sales in different ways , with the huge advancement of technology reflected sales , huge data became available in hands from different places and even regions if you want - its not only your products but also your competitors too , markets ,clients , advertisements , Social media , all over the globe , you can make use of it fast & precise , people ,or clients follow up through huge No of social media ,mobile & TV , for that brands or products have to in different quality in order to fulfill the needs of clients - it may effects your products in two ways positive or negative according to your marketing plan .
I am amazed that anyone would think cold calling would have no place in a sales role. If we believe that people buy based on emotional reasons, then calling on people so they understand you, (you are the organisation) makes all the difference. You can still build a relationship with a client over the telephone but by email it's difficult. Where methods of communication help is in the area of getting news out to clients. Taking the technology approach only is the lazy option.
If you want to make real money in sales, you still need to call your prospects. Cold, tepid or warm, you still need to call.
Email is becoming professional SPAM. Inboxes are inundated with message which you neither asked for nor want.
Prospects are more literate these days and do extensive research on the web before they buy. Most marketers forget that you first must master the strategic side - the message - before you think about the tactical - the delivery methods. And that is the problem Marketing messages are neither compelling or captivating, They are mostly filled with the same platitudes that your competitors say.
I see a move toward a Sales 2.0 perspective with more inside reps making the calls and setting meetings and then handing it over to the outside reps to close the deal.