Today’s Sales Doors Are Made of Bits and Bytes
2) Make sure your online story matches your in-person selling.
In former times, a sales presentation was made face-to-face and a handshake accompanied a hard-fought presentation of services after the sale was made. Today, most sales presentations begin online and many are concluded online, so gaining someone’s attention and helping them through the evaluation and decision-making process is essential to making a sale.
3) Offer your prospects at least five reasons to consider buying from you.
There are lots of variables, but here are several we have found extremely effective in helping make a sale:
- Effective pricing.
- Included services provided.
- Easy tutorial and demos.
- Easy in and out service plans.
- Strong customer services.
- Service guarantees.
4) Recognize the mega online media lines that have been drawn.
In today’s cluttered and complex online media world, it makes sense to strategically simplify your marketing. One quick way to accomplish this is to separate the mega stars from the rest, then build them out into what will be the most valuable to your prospects and customers. Realize one size does not fit all, and there are primary online media vs. sub-media that are best to use. Here are a few guideposts:
- Facebook is for friends.
- Linkedin is for business.
- YouTube is for videos.
- Flickr is for photos.
- SlideShare is for presentations.
Customers will focus on a few communities that offer unique value-add to their lives and interests. The same holds true for consumers. We expect that most people will participate in somewhere in the range of two to 10 social media communities. [Note: We did not say dozens, hundreds, or thousands.]
In today’s strategic marketing mix, it’s better to be dominant in several media than milk toast in two dozen. Take a look at your strategic market plan and make sure you’re anticipating your visitor’s questions as they navigate through your website and company’s services. By providing them with a clear path to making an informed decision that meets their specific needs, you can become the value-added provider they have been searching for.
Tom Wants to Hear Your Branding Issues:
If you are a printing company or product/services company serving the print-media market and would like to be considered for a feature in this blog, please contact Tom Marin for an interview.
Tom Marin is the Founder and President of MarketCues, Inc., a national consulting firm. He has worked for some of the world’s largest corporations and middle-market firms. Tom’s focus is to help CEOs drive their strategy shifts and strategic growth programs. Follow MarketCues on Twitter. Tom also welcomes emails new LinkedIn connections or calls to (919) 908-6145.