Converting a sale . . . . cold, warm or hot?

ChristineDaveyMarketing Converting a Sale

It has been said that to close an average sale you would have to contact a single prospect 8 times.

A typical prospect will normally move through the sales cycle from being cold then to being warm and finally, just when they’re ready to close the deal they’re hot and move into being a client or customer.

Moving through the sales cycle, the prospects in your database will start off in the cold zone – potential customers you’ve identified as a well-qualified contact, but have little or no awareness of your brand or what you do.  You would normally reach these with an initial campaign to introduce your brand and USP – possibly by a telesales campaign or direct mailing push.

Prospects become warm once they’ve been spoken to (or met) and they are familiar with your company and what you have to offer but they are not yet ready to buy. They might require more time or information to process their needs but by consistently maintaining these contacts with ongoing communication, consisting of a series of marketing activities that might include follow-up phone calls, email marketing and social media contact, you’ll have a better chance of successfully moving through to the final stage of the sales cycle.

Your hottest prospects are those who have either come to you as a referral or have been moved through the first two stages of your sales cycle at which point they will become paying customers.

It will take multiple contacts using sales and marketing tactics to move each prospect on to the next stage of your sales cycle. In order to build and maintain a successful business, developing a sales & marketing programme that combines these tactics in all three zones, is imperative to reach and motivate each group in your database.

Have you developed your sales & marketing plan this year?

If you’d like some help on planning your marketing communications, Tweet me or call me on 01273 772033 today.

Christine Davey
@DaveyMarketing

7 Steps to delivering an effective Lead Nurturing Campaign

Davey Marketing: Lead NurturingTo stay engaged with future buyers, Lead Nurturing is a powerful way to deliver engaging and interesting content to your prospects – specifically those who have given you permission to stay in contact with them.

What you’re essentially doing is educating targeted sales leads, which are not yet ready to buy.  Valuable content that keeps your audience engaged can help you build a strong brand presence and engender trust long before they make a purchase.

7 Steps to delivering an effective Lead Nurturing Campaign

  1. Identify who could be interested in your product/services and obtain their details. (This could be easily done through consistent networking within your business community)
  2. Follow-Up these contacts with an acknowledgement and the reference point of contact.
  3. Offer them information they can instantly use, even if they don’t choose to do business with you; ‘how to’ guides which relate to your business and might help them.
  4. Offer them a special place to interact with you; website, twitter page, LinkedIn, email etc.
  5. Get permission to stay in touch through an opt-in link to email newsletter/ downloads etc.
  6. Stay actively in touch and offer added value such as an e-Book or white paper or a special offer/package deal.
  7. Above all track the content and results of all interactions and use this to spot the times your prospects indicate their willingness to buy and ask for their business.

Remember!  It’s not all about hard selling anymore; it’s about building relationships and trust with your prospects in a way that is both consistent and relevant.

Christine Davey
@DaveyMarketing

If you’d like some help on managing your marketing activities Tweet me or call me on 01273 772033 to set up an initial chat over a coffee!