Both sales and digital marketing departments have the same objective and that’s to convert strangers to a lifetime customer while increasing goodwill in the marketplace. The sales department can benefit from understanding key digital marketing concepts and terms which can be applied to boost their selling techniques and sales strategy. Let’s take a quick overview of some of these terms.
Omnichannel: One question to ask, Does your brand present themselves consistently across multiple channels? Many businesses fail to establish a voice that communicates a single experience across their brand.
Omnichannel Marketing combines the use of websites, social media, advertising, emails, and physical location to surrounding an individual customer with personalized offers, products, and messages. The big idea is that in omnichannel, every customer interaction changes their overall experience of your product and brand.
Some questions to ask to improve your omnichannel sales process are
Is my sales approach or a process representing the company’s mission?
Am I selling at every point my customers are browsing
Am I using a combination of email, social media or in-person networking?
This question will help you take a closer look at your communication strategy with leads, prospects, and customers.
Reputation Management: What are people saying about your brand? What are people telling your friends about your work? Good or bad reviews can be found many years after being written. Hence, the need to build a good reputation in your marketplace. Prospective customers will decide to do business with you or not based on the reviews and comments about your brand whether positive or negative
Your reputation in your industry will influence the degree of success you achieve in sales. Hence, you should ask yourself this question to create a good first impression
Am I placing my customers and their needs at the forefront?
How do I position my brand and our offers?
Remember, once a reputation is earned, it sticks
Contextual Marketing: Ensuring that the right content is seen by the right people is key to increasing sales. This is made possible by using the wealth of analytic tools and data available. Contextual marketing targets ads to customers based on consumer interests and search history.
Putting a little effort in research and preparation will enable you to come up with a sales pitch that answers the questions that is going through their mind such as:
What are their pain points?
Why should they switch from their current service
What are their goals for the year/
What keeps them awake at night?
What are their interests?
Attribution: When was the exact moment a prospect made the decision to switch from browsing to buying? What part of the marketing effort had the most impact on a customer? Was it the videos created for Instagram, Facebook ad campaign, emails or the banner ads being paid for?
They are pertinent digital marketing questions attribution seeks to answer. It helps determine the last ad or paid content that a customer saw before making their buying decision which in turn allows digital marketing strategists to determine where to allocate the most budget during the next campaign execution.
And how does this apply to sales? Wouldn’t it be nice to know what you said or did that finally made the client agree to the deal? And if you do, wouldn’t you want to try it on other clients to seal more deals? You can pinpoint your sales attribution through tracking your activity
Consider tracking things like:
Common objections and what you said to overcome the objection?
Reactions to your sales pitch and what you said while presenting.
Lookalike Audiences: This is a targeting option used in Facebook ad services to find people that share the same avatar with your current customers. Think of it as ‘mutual friend suggestions” for potential new customers.
Your sales team can be wasting money trying to acquire new customers. You can increase your customer base by taking a hard look at your current client list and ask your sales team questions like:
Do your clients have coworkers, friends or family they could recommend to you?
Are there networking events that could connect you closer with the community around you?
Have you missed any opportunities to establish a connection with your clients’ network?
There you have it, Your marketing and sales teams should work together in increasing sales and converting prospects to customers. The sales teams should be equipped with marketing terms and how it can help them build and perform better in increasing sales.