How to avoid the principle mistakes that blight your sales stats

While some industries are subject to change after change, this isn’t necessarily the same when it comes to sales. The principles remain the same and while technology might play its part from time to time, if you were to compare top salespeople from decades ago to ones in the modern-day, you would probably find a lot of similarities.

At the same time, you may also find a lot of mistakes. The nature of sales means that it is very easy for mistakes to creep into your work and if you are struggling to get your numbers up, take a look at the following to see if you are falling into some of the most common traps.

Mistake #1 – There’s no personalization

If we rolled back the clock a few years, this wouldn’t really have been a mistake – at least in larger businesses. After all, personalization was only really possible in smaller businesses who had the time to get to know their clients, and ultimately use this to their advantage.

Well, technology has of course changed this. One only has to look at the rise of account based selling to see this in full-detail, and how companies really can target individuals much more easily nowadays.

Mistake #2 – You just focus on the offer

A lot of people mistake sales with throwing as many offers into the face of a consumer as possible. In truth, it’s not like this in the slightest. Sure, some consumers are going to be completely game for that 20% offer, but the bulk of your sales won’t arrive because of this.

Instead, most will come because you are solving a customer’s problem. You need to show how your product and service will resolve a particular issue, and go from there. After you have demonstrated this, you then might tip them over the edge with price.

Mistake #3 – You take too long to close

There is certainly an art of closing, but far too many people don’t time this part of the sales process properly.

Far too many people instead let it draw out much longer than is ever needed. Not only does this mean that time is wasted, but it can actually turn off a buyer who is just tired of hearing more information about the chosen product or service.

What’s the best way around this? Ask the client. Ask if they have heard enough, and from then on you can choose whether to try and close, or continue your pitch.

Mistake #4 – You ignore people who could influence the decision

This is something of an old-hat mistake. Traditionally, salesmen were taught to convince the decision-maker to buy a product – but this isn’t necessarily the best strategy nowadays.

Sure, if you get them on your side you are a long way there, but also think about the influencers. Start to realize that other people can influence the decision-maker, and try to target them through your pitch.

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5 Lead Generation Tips To Grow Your Small Business

Having a wider reach could give you more prospective customers for your products and services. The question is, how can you reach your target audience without spending too much money, time, and other resources? This is where lead generation tactics can play a powerful role.

One thing to consider is how you can make sure that the visitors to your website or social media become truly interested in what you are offering. In terms of marketing, lead generation is a mix of quantity and quality.

However, having tons of leads doesn’t necessarily translate to achieving your goals for higher sales conversion rates. Lots of leads can mean that you have unqualified buyers who may require more persuasion prior to conversion (sale).

The following can serve as your guide to generating high quality leads that will grow your small business.

  1. First Things First, Track Your Lead Generation

The first step is to track lead generation return on investment (ROI). This helps you allocate a budget using measurable channels that entice leads, whether you are using social media, email, your website, or direct marketing to draw them in.

Google Analytics is good for this. Google can help you identify which pages generate the most traffic to your site. Salesforce customer relationship management (CRM)can also aid you in keeping tabs on the relationships you are building with potential customers.

Marketing automation software,like HubSpot is also useful to track potential customer activity. It also helps you deliver marketing content tailored to your target audience’s interests.

  1. Leverage Social Media

Aside from boosting brand awareness and interacting with customers via your website, you can also leverage social media to enhance your sales pipeline. A few social media tips include:

  • Share content that drives traffic. The most effective way of generating leads via social media is publishing content that direct traffic to your site. You can share blog posts, links, and even discounts to compel people to click through to your website.
  • Build a loyal following. Make sure to get to know your online audience and share information that will highlight your expertise. Join LinkedIn groups and other social media groups relevant to your business. When the relationship is built, a customer is likely to trust your business more.
  • Focus on engagement. Don’t focus only on your company, but instead try to interact with others and be more helpful. When customers are ready to make a purchase, they will likely come to you.
  1. Make Lead Generation Mobile

When your content entices customers to visit your site, the next step is to get them to convert. It is optimal to get contact information via an intuitive online form. Mobile friendly forms that are designed properly can increase your conversion rate.

Optimizing forms for mobile means that you need to consider how forms will look across multiple devices, and multiple screen sizes. Users are not supposed to make extra effort just to complete a form on a mobile device, so make it easy for them.

  1. Create Powerful Content

The most important part of a powerful lead generation strategy is content. People are attracted to websites, because of the valuable content that is served up on a consistent basis. The great thing about it is content marketing is far more affordable than traditional marketing, and can generate more leads.

To make your content marketing effective, you need to find a defined target audience and tailor content just for them. Create engaging and informative blog posts, ebooks, webinars, videos, and landing pages that provide solutions to pain points and prompt visitors to take action.

  1. Use Email Marketing To Your Advantage

Emails are an affordable and effective way to generate new business opportunities when used properly. Concentrate on an opt-in strategy to make sure that your subscribers are happy.

They should love receiving your emails and remember to include a link for your audience to subscribe. A few tips include:

  • Send valuable offers. Your offers should feel exclusive and give useful information.
  • Include clear CTAs. Ensure that your customers know what you want them to do with CTAs.
  • Link to landing pages. This is where your customers will provide their details for future remarketing efforts. “For example, a page intended to sell a product will be focused entirely on that product,” DreamHost explained.
  • Optimize your website for speed. Make sure you optimize your WordPress website speed so every page loads quickly. Every second matters!
  • Thank your customers. Be sure to have additional content and don’t forget to incorporate social media sharing buttons that encourage leads to share.

Maximize Small Business Growth With Lead Generation

There are a number of ways to grow your small business, and lead generation remains one of the most effective. Build a lead generation strategy with string content marketing and be sure to connect with potential customers in a meaningful way. Are your lead generation efforts maximizing profits?

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Start-ups: Don’t buy into all of the myths

Over the last few years it would be fair to say that the start-up culture has really come into its own. Whether it was the economic dip, or a completely unrelated reason, we’re not going to speculate. However, start-ups are popping up in all sorts of places, and entrepreneurs are constantly being bred.

At the same time, the surge in start-up culture has led to a lot of misinformation being published about new businesses. Myths have been developed and as the title of today’s post might have already suggested, we are today going to scrutinize some of these misconceptions and reveal the real truths behind them.

Myth #1 – You need too much capital

Once upon a time, this was completely true. After all, most new businesses were started in a bricks-and-mortar form, and this in itself added more costs. However, through the power of the internet there is no doubt that this myth has been reset so to speak, and you don’t necessarily have to have a lot of capital to get going.

Of course, there are exceptions. If a bricks-and-mortar store is going to be at the forefront of your enterprise, you do need some form of funding. However, don’t be put off by the suggestion that items such as point-of-sale terminals are going to hike up your costs – these are low cost, or even free, to install with vendors making their money on small transaction fees (that will barely touch your bottom line).

Myth #2 – Customers will flock to your great store or product

This next misconception is at the other side of the spectrum. A lot of new businesses are under the belief that customers will flock to their new product, under the “build it and they will come” philosophy. Without trying to be party-poopers, this isn’t going to happen. Sure, you may have released the best product of its kind on the market, but if nobody knows about it this is all for nothing.

You need a solid marketing plan in place long before your product hits the shelves. People need to be aware of it and without this awareness, you really will be on a hiding to nothing.

Myth #3 – You can do it all yourself

With funding low initially, this next myth is hardly surprising. However, as much as you might want to carry out every task yourself, we would advise exercising caution. Sure, you’re not going to be in a position to afford full time staff, but the rise of the freelance economy means that there are a whole host of skilled, temporary workers out there who can help you with everything from marketing to product design.

Remember, if you do it yourself you might save money, but by just having one extra pair of hands you can effectively double your output.

Myth #4 – Big companies eat start-ups for breakfast

It can be hard to not be scared by the big competitors in your field, but this should only occur if you can’t differentiate yourselves from them. If your service is the same, you are destined to fail. If you can offer differences, and ultimately an advantage to the customer, this is where you can prosper.

Remember, some customers are just scared and put off by big brands – and this is a unique advantage that you hold in itself. You can give a personal service, which is something that is greatly appreciated in the modern-day market.

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