2020 is upon us. I’m sure you have big plans. Lots of sales growth. But it’s one thing to set a sales target, but quite another to have a strategy to achieve it.
Start by aligning your prospecting, marketing and selling activities. It’s a case of the whole is greater than the sum of the parts.
Let’s take each in turn.
Transcript
2020 is upon us. I’m sure you have big plans. Lots of sales growth. But it’s one thing to set a sales target, but quite another to have a strategy to achieve it.
My name’s Rashid Kotwal.
Start by aligning your prospecting, marketing and selling activities. It’s a case of the whole is greater than the sum of the parts.
Let’s take each in turn.
Traditional prospecting involves finding someone in your target market and reaching out to them cold. Frankly it’s hard work and you’re likely to suffer a lot of rejection.
Marketing should provide you with leads. People contacting you. But that doesn’t happen as often as you might think. At any time less than 3% of your target prospects might be searching for a solution you could provide, and then it’s often a case of luck if they find you. But another 30% or so could be open to your solution if only they knew you existed.
Which is why you should actively prospect.
Sales is converting a prospect into a client. But first you have to find them through prospecting. Or get them calling you through your marketing efforts. Once again, you might be waiting a long time.
But what if you combined these activities to give you leverage?
Your marketing educates your market as to how you solve issues, highlighting your uniqueness. All in a hands off way which does not appear self-serving.
Prospects who find you get to digest your material at their own pace without feeling any sales pressure.
And what if you used your marketing material as a precursor to a prospecting call? By sending them material which provides value to them you start the relationship on a good footing.
Then when you call, it’s warm and you’re far more likely to get a positive response.
Easier on you. Easier on them.
So when you do speak they’ve already convinced themselves you are the best choice. Makes your sales process significantly easier.
Combining prospecting, marketing and selling in this way gives you tremendous leverage. Each part has a multiplier effect which ultimately helps boost your bottom line profitability.
So if you’d like our help putting a system like this together, reach out.
Till next time, this is Rashid Kotwal.
