Blog

5 MISTAKES TO AVOID WITH DRIP CAMPAIGNS

Posted by garydamp

Drip campaigns don’t replace skilled sales teams however they are a compliment. Especially since few sales team effectively follow up and most purchasers respond after multiple contacts…Bring in the Drip Campaigns a series of emails or direct messages (digital, voice, or print) that are delivered to the prospect in a systemized sequence that is automated and used to educate the new prospects. They can also handle high volumes of leads that sales teams cannot effectively handle.

Only 4% of purchasers buy now, the rest 96% take time and multiple touchpoints before they are ready. The drip campaign is a nurturing method that keeps you top of mind until the prospect is ready to buy…if you are top of mind you become a major contender for their business. I like 90% of businesses, you don’t have this process in place then you are not in the race…forgotten.

Here are the top 5 things to avoid:

1. Don’t send (Drip)To Fast – Too many emails send in rapid succession annoy the prospect. Regulate the frequency.

2. Don’t Be Too Promotional – provide an opt-out and remember to provide value by way of education interspersed with well-timed offers.

3. Don’t Duplicate prospects – beware of duplication of your prospects or you can unravel your good work.

4. Don’t forget to Monitor Lead Activity – measure your leads and hot leads should be able to buy immediately or have a salesperson follow them up. Score your leads if they can be measured, they can be managed.

5. Don’t Forget Life after the Drip – always provide offers spasmodically through the campaign, and alternate pathways if a prospect discontinues, or changes their behavior in engaging. Using newsletters or product updates, the industry can assist for long term nurturing.

Drip campaigns allow you to showcase, build trust, authority, and educate the prospect about your offers. You are providing value without an immediate expectation of a return…’The givers gain’


THE TOP 17 SALES SKILLS IGNORE AT YOUR PERIL

Posted by garydamp

Here are 17 tips to become a world class salesperson:

  1. Get skilled – Learn to sell and present. Get educated now and ongoing (increases sales by 50%)
  2. Have a ‘magic number’ of calls and follow-ups
  3. Track your activity – in your CRM
  4. Have multiple sales offers – Premium offer, Up-sell, Cross-sell, Down-sell, and bundles.
  5. Be consistent – cold calls take on average 8 attempts
  6. Are the calls prioritized e.g. cold calls on Thursdays then Wednesdays, between 4 pm and 5 pm)
  7. Time management – call in 45 minute sessions
  8. Research before your call
  9. Listen to the client – You will stand out
  10. Follow Up – 80% of sales require 5 follow-up calls.
  11. Challenge the client it sells, farming doesn’t
  12. Tell more stories – Only 5% retain facts
  13. Respond quickly – 30-50% of sales go to the vendor that responds first
  14. Never discount. It’s lazy. Instead, have alternate offers and bundles
  15. Give the customer the next steps. If you cant help refer them
  16. Patience – only 2 % of buyers purchase immediately
  17. Pause when asking key questions or for the sale

Implement these steps to excel at selling and contribute massively to sales revenue.

Go to www.advancedbc.com.au/guidedtour for more
#sales #businessgrowth #salesskill


5 Killer Mistakes with Customers

Posted by garydamp

There are 5 big mistakes you can do that will kill a deal with a big fish. They are:

1. Not meeting the client’s expectations
2. Mishandling a client crisis
3. Taking on more than you can handle
4. Putting all your eggs in one basket
5. No resources to provide stock or refunds

Any one or combination of these can not only kill the partnership, but have the ability to take down your company as well.

If you need help with any of this, try my GUIDED TOUR to get all the help you could ever need. www.advancedbc.com.au/guidedtour
Please like and share

#customerservice#businessgrowth # customerretention


The One Big Mistake that Marketers Make

Posted by garydamp

There is a lot of white noise and distraction in our lives. It can be overwhelming and ambiguous worsening as the digital space grows to vie for our attention.

To avoid this dilemma all messages must have CONTEXT and relevance or it is more white noise.

Get context and reduce white noise

The process of selling and engaging with customers has shifted to an educational and informative approach. The importance of copywriting has increased working the heaven and hell hot buttons that tap into the conversations in a customer’s head.

 

Context positions the message to inform and educate customers to support an emotional decision to buy. Many marketers and information providers still don’t provide the context for how their information is relevant.

 

 

Providing Context focuses the reader and keeps them engaged while the logical side of the brain understands stores the relevance of the message.

 

Emotions stimulate the purchase decision while context provides the logical justification to validate a purchase and prevent buyers remorse post-purchase.

 

Context starts with defining your point of difference, your Offer, who is the recipient and, the relevance of what you are solving for them. Context cuts through the white noise.

 

 

Go to www.advancedbc.com.au/myguidedtour


THE TOP 17 SALES SECRETS

Posted by garydamp

Sales are referred to as a numbers game.

Business is really about maths and knowing your numbers. Sales also reflect this and also the culture and leadership of a company.

Focusing on the right things can make a big difference in increasing your conversion rates, the number of transactions, the Average Sale Value, and margins. 92% of customer interactions happen over the phone.

 

Empowering the sales team

Sales teams need good training, good presentation skills, and the right offers to present to prospective customers. Did you know 99% of businesses are not clear on their market-dominating position? This unique difference is part of the culture and ethos the sales team will reflect on your clients. Do you know the Break-Even of your Sales Offers? Or the dramatic impact of any discounting on your gross profit?

                                 Sales success!

Here are some specific things to do:

  1. Get skilled – Learn to sell and present. Get educated now and ongoing (increases sales by 50%)
  2. Have a specific ‘magic number’ of calls and follow-ups to be made in a month, broken down to weekly and daily amounts
  3. Track your activity – if it can be measured it can be managed. Accurate information in your CRM for follow up actions, campaigns, and deal progression
  4. Do you have multiple sales offers – a premium offer, Up-sell, Cross-sell, Down-sell, and bundles. Don’t get cornered with an objection and one offer.
  5. Be consistent – cold calls take on average 8 attempts
  6. Are the calls prioritized for the job – cold calls and prospecting Thursdays then Wednesdays, the best times are between 4 pm and 5 pm)
  7. Time management – break the call sessions into 45 minute blocks then check emails, etc
  8. Do some research before your call – out of respect and to gain insight for better conversations
  9. Listen to the client – You will stand out
  10. Follow Up – 80% of sales require 5 follow-up calls. 44% of sales reps give up after one follow-up.
  11. Challenge the client (higher conversion rates) on their thought or belief process. Challenging sells, farming doesn’t
  12. Tell more stories – Only 5% retain facts, stories are king
  13. Respond quickly to requests, leads, and inquiries – 30-50% of sales go to the vendor that responds first
  14. Never discount. It is a lazy culture, drastically impacts your gross profit. Instead, have alternate offers and bundles.
  15. Take the customer on a journey always with the next step. If you cant help then give them an alternative.
  16. Closing the deal – only 2 % of buyers purchase immediately the rest will need education and nurturing till they are ready.
  17. Pause when asking key questions or for the sale – silence elicits a response
  18. Drip Campaigns – all client contacts into a systematic routine to stay in touch and ‘top of mind’ with the customer

 

By implementing these sales tips you are on the way to being a world-class salesperson and becoming a valuable contributor to a company’s revenue capability. Your worth has also just increased

 

Go to www.AdvancedBC.com/wrong for more insight or take a look around my e-learning system for a world-class education at www.AdvancedBC.com.au/myguidedtour