Laying a sound foundation for your technology sales process is what will provide you with the edge needed. This foundation is also what can help you judge the optimal time to meet the prospect and close the transaction.
If you base your sales processes around these key ingredients, you will convert more prospects into paying clients, and in turn, into high-lifetime-value clients.
Get to Know Your Sales Leads: Once you have a qualified lead, it is important for you to make sure you carry out as much background research as possible about their company, the individual, their products and services, and their market place. Make sure your CRM provides the ability to store this type of data. Or if not, you need to set up a method of doing so.
Engage Your Qualified Prospects: Make a connection with your prospect, reach out to them using the information that you discovered during the research stage. Make sure that you tailor and personalize all of your communications to the individual. Listen to what they have to say and ensure that this comes across in everything you do. Don’t forget to pick up the phone, as personal contact is important.
Educate and Inform Your Prospects: Prospects carry out a huge amount of research, so the likelihood is that they have already looked at your product or service. B2B clients are much more sophisticated than they used to be. You need to be in an advisory role with them in order to become a trusted advisor. So, what do you do? You help them to find solutions to their problems, not yours. You advise, educate and inform prospects about things that will help their business and their career become more successful.
Identify When to Close the Deal: It is vital that you do not attempt a make a sale too early in the prospect’s purchasing cycle. You need to be very aware of their cycle as well as your own. Always remember that the two do not match. Your cycle is likely to be much shorter than theirs is. You will start to see patterns in the purchasing cycle that are the optimal points for you to interact with your prospect. This comes in time and with experience. Once you are aware of the patterns, you can build these communication opportunities into your technology sales process.
Follow Up and Keep in Contact: Once you have made the sale, and the transaction has concluded, make sure that you keep in regular contact with your client. The after-sale conversations that you have with your clients will provide you with valuable feedback on your product, service, and technology sales process. These talks also allow you to keep customers informed with educational and informational communications that ensure that you are still perceived as a trusted advisor. You will need this if you are to make repeat sales.
Establishing a sound technology sales process is one of the most important tasks you face when starting up your new business, or even when trying to increase your current client base.
If this process is not in-tune with your prospect’s purchasing cycle, or not adequately personalized to meet their needs, then you have minimal opportunities to interact with them at the key stages within their cycle and to close a deal. The key ingredients listed above work best when you fully integrate them into your strategies.
Is your technology sales process running optimally? Or do you have some more work to do on it? Please share your tips and experiences in the COMMENTS section below. We would love to hear your thoughts.
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Topics:- B2B Digital Marketing Strategy