Posts Tagged sales
Finding influencers is important.
Take time to observe how truly good influencers are at influencing. Assume any consumer is an influencer. Keep an eye on who your audience likes to follow. Keep track of this information. Slowly engage with them.
Ask what your motive is for reaching out to any influencer. Know if you want more visibility, credibility, or make more sales before contacting them. This lets you frame your message accordingly.
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Sales and marketing are two different ideas.
They are usually used interchangeably and are somewhat similar. But we can determine what each is.
Marketing is the method of attracting and keeping clients.
Sales is the actual selling of the product or services to the clients.
Business models should have a structure of sales and marketing working together. Each department needs to be aware of what the other is doing. They need to work together. The organization can’t miss out on growth opportunities. When the sales department works in tandem with the marketing department, we’re sowing the seeds of growth.
No one cares about your product now because it doesn’t exist. When it does, they still won’t care.
A good product isn’t good enough.
Our job isn’t to make customers care. If we choose the right customers, they already do care. We have to get in front of them in a trusted way and tell our story.
We have to do this without customers getting out of their routine. What they’ll do today, they’ll do tomorrow. Our job is to infiltrate it.
When, where, and why do conversations between our perfect customers occur? How can we join the conversation? How can we influence it?
Products spread through the conversation. How can we align a feature of our products that people will talk about during their routine? What’s the trigger for them to bring our product into the conversation? How can we arm them with a story?
We need triggers that are natural and encourage growth. We need to know where the conversation begins and how to get in on it.
There is an ongoing debate as far as sales presentations are concerned.
Stories or statistics?
For most people, numbers aren’t memorable. Stories are. Stories are emotionally persuasive. We make decisions primarily with emotion and use logic to justify them later. There’s the power of the story.
When we hear a story, we become the protagonist. In our minds, the story is real and it’s happening to us, not somebody else. If the story is about food, our sensory cortex lights up. If the story is about motion, our motor cortex lights up. This is as if we are eating cake or driving a race car.
When we tell a story, our brain and our listeners’ brain sync up.
We plant ideas and emotions into our audience’s brain with a story.
Data depends on how we use it. Story activates the emotional centers of the brain and data activates the logic centers. Activating both at the same time can be extremely powerful.
For example, if you tell a story about how you helped someone, then combine that story with data that explains how much you helped them, your story becomes more compelling.
For some consumers, a story is all they need. But others aren’t so sure.They’re less impressed by the flashy details. Numbers make us trust. We think of numbers as unbiased, objective, and unemotional. Numbers do not trigger the emotional parts of ourselves.
We treat numbers with logic and we expect the same treatment from data in return.
It’s a bias marketers can use. While people act on their gut instinct (intuition), they still confirm that instinct with logic. Data should confirm the story… not replace it.
In writing or speaking, lead with the story. Grab attention with an anecdote. Paint a narrative picture. Put the data in a visual context. Illustrate your point.
Data storytelling is a powerful tool for content marketers. Use your data analyst to create compelling data that informs and entices, blending data and story to provide value, insight, and meaning to your audience. To drive the point home, explain your data visualization.
Answer, “So what?”
Become more persuasive by delivering data in the context of the larger story. You become more persuasive with a more powerful story.
There is a lot of noise in marketing. To cut through the noise, marketing needs to be personalized.
Our marketing efforts need to add value.
What other attributes does our product or service give to our customers besides the product or service itself? Does it save time? Does it save money? Does it bring people together? Is it fun to use? You get the drift.
For marketing to excel even further, we need to know our target audience. With good data about our audience, we can polish our marketing to their needs. That makes marketing more visible. When more visible, we have established preferences. This is particularly important in fashion clothing. When someone buys a shirt we then recommend a pair of pants or a tie.
To have complete data, we must track our customers’ purchases. If you aren’t using a sophisticated program you just ask. This can be done with an email to your customer.
Start a database of your customers. This can be a simple spreadsheet if you are operating on a budget. Keep in mind you want to track your customers’ buying habits. Update it. Keep it current.
Creating online accounts benefit you and your customers. Most likely they’ll find it more of a benefit. This aids in your database information and future marketing promotions.
If you are using more traditional ways (email or direct marketing) to market to your audience, you’ll need to focus more on your written copy. Design your messages around discounts and new products or services. You may also want to add industry trends and future developments in your field.
Add value to cut through the noise to your target audience. You’ll be glad you did.
Ask this simple question, “Why content marketing?”
Because interruptive advertising doesn’t work. Creating content people actually choose to read, watch, and interact with is extremely popular. It’s attractive for brands. The move to content marketing is fast because brand awareness is so important.
Content marketing is especially flexible for Social Media.
Brands that do not have compelling content to share struggle on Social Media. TrackMaven released a study about brand failure with Social Media impact. This, frankly, has to change if brands are to be successful with Social Media.
High-quality content marketing positively reverberates through every aspect of a brand’s marketing. The impact of content marketing goes beyond the numbers.
Culture of Content
Internal and external success benchmarks are improved when companies evangelize, reinforce, and institutionalize the importance of content throughout the organization. The content becomes part of sales, employee advocacy, customer service, audience engagement, thought leadership, and hiring.
The culture runs like a well-oiled machine.
Content should not be created for content’s sake. Documented goals and a clear-cut strategy need to be formulated for content marketing to work. Create the roadmap to guide you forward. Plan how you will take the data-driven approach that will drive your brand’s message to your targeted audience.
What business goals do you want to achieve? Content marketing is easier to measure. There are marketing automation tools that have made measuring your marketing efforts easier.
Building brand awareness requires several resources. Build a brand awareness score. Keep track of readers, return readers, shares, and engaged time. Using content marketing automation in conjunction with efforts between marketing and sales allows you to attribute each piece of content to a given sale. Content marketing will generate sales when you establish customer loyalty. Good content keeps customer relations strong.
Identify your goals to set your content marketing creation.
Publish high-quality content and act like a media company. You may wish to hire people that have a media background. They’ll have a basic understanding of translating the brand’s content into relatable, presentable messages that your customers will understand.
You may need to hire freelance talent to start a consistent publishing program. Producing better content on a regular basis is key, so make it a priority.
The Content Marketing Template
Structure a newsroom. You may wish to establish content partners. These partners will give you plenty of ideas. It’s your job to take those ideas and sculpt content fashioned to your needs.
An editorial calendar is handy for managing your partners and the content they give you. It also allows you to manage your content’s distribution. Build your organic distribution channels.
Social Media, email, and search are the channels to concentrate on. Key content metrics will guide your content creation, engage your audience, provide feedback for customer loyalty, and extend your reach.
Put yourself on the “ground floor”.
Set yourself on solid ground. Chart the course you wish to take for brand awareness. Remember, you’re evangelizing your business. Social Media is the main channel and your messages are the content. Optimize accordingly.
“Sales” describes the entire process of getting in touch with people from your target group, turning them into leads, and developing these leads until they eventually buy a product or service.
The goal of the sales department is to sell whatever the business has to sell. The short-term perspective is selling as much as possible in a given amount of time.