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Should increase sales: change the marketing method, but is not just a tool

发布时间:2014-07-02  点击次数:1139

In this article, you will learn

Competition environment, how to change your sales team, you can to do something about it.

How low content marketing affect marketing decisions.

What you can do to know more about your potential customers.

Sales and Marketing Department new responsibilities between expectations and potential customers increased demand for online content, are changing the competitive environment of sales team. It was still powerful sales tool is very important, but, by changing sales and marketing methods, enterprises can in the new competitive environment, a better understanding of potential customers, and ultimately affect the realization of the sales target.

Below is the email and text message, micro letter, APP through various channels, such as personalized membership marketing webpower China share you need to know the four key points to improve sales.

1. Than you understand them, potential customers know more about your business

According to a recent DemandGen Report, according to a study of more than half of the B2B buyers after the comparison of potential sellers, initial contact. Prospective buyers now before the first contact with this preliminary understanding behavior, more than ever before.

Do you know about your potential clients? Through their download the white paper, which they visited pages on your site and how long they spent on each page time and so on to get hold of potential customers, identify their preferences, and for enterprises to understand the potential customers are looking for what kind of product or service provides insight. If you don't go to track the information, or you don't know your buyers interested in, then you must take action right now.

First of all, the use of customer relationship management (CRM) software, is to better understand how prospective buyers to interact with you to provide the content of an important first step. If you are not yet a CRM solution, then please consider immediately.

Then, if you have to do this, then make sure by additional features, such as marketing automation software, to make your team can more accurately measure the reading and download the behavior of your visitors, finally strengthen the cultivation of potential customers. To webpower automation and intelligence of email marketing in China, for example, to help enterprises save a large amount of human resources, improve the marketing behind precision, is precisely to user behavior preferences of precise control.

In addition, if the high cost of marketing automation software, you can also use the website analysis, to understand the potential customer behavior. Although these insights could not provide details on the individual level, but at least can determine which the visitor is to interact with enterprises, and how long these visitors to stay in a specific page.

2. If your company has not focused on the content, so you're at a disadvantage

We have already had certain understanding research aimed at the early stage of the buyer's behavior, so next, we need to take what measures, the seller in the process to make it easier to access to relevant information?

Through Roper Public Affairs Roper Public Affairs research shows that compared with ads, 80% of the enterprise decision makers prefer through a series of articles to understand. Buyers will not wait for you to sell them something, on the contrary, what they need is able to solve a problem or fill the unknown information. And the buyer may from case studies, company blog, infographics, industry news and other content driven sources to get this information.

So, the enterprise should I do? To develop a powerful content marketing strategy and implement it, before the potential customers to make purchase decisions, provided to the need of enterprises related to vision. Similarly, roper public affairs, the study found 60% of respondents said the content marketing can help them make better buying decisions. Understand the webpower's general manager jayxie column content marketing, how to use channels to influence the target audience.

The strongest content marketing plan based on the strategy, so making the content of the directly related to business goals to be the beginning of the practice. For example, your target customers are B2B digital marketing personnel, then take the time to get to know they care about, the theme of the frequent platform, and is suitable for the B2B in the field of digital content type.

Make the solid content marketing strategy, you will need to determine the content of a development team, and through the quarterly review tracking their duty.

3. The thought leader is far more important than relationships

There is an old proverb says: "it is not what you know, but who you know." This may use in the business world doesn't have to adapt. Although the relationship is always important, but prospective buyers, your potential customers are more interested in what you know, eventually you can do something for them.

The contents of a strong guidance helps enterprise to nurture and guide practice potential customers as soon as possible, but potential customers the ultimate purchase decision, in the final analysis is to see how you can help them to solve business challenges. Even in its list of candidates list before, they want to know how much you know about the industry and business. Potential customers would like to see your corporate image is: proactive thinking, ahead of industry trends foreseen, and willing to share these insights. If you are understanding and learning how to effectively begin email marketing activities, please directly into the webpower institute of China open.

In order to show the image of the true thought leaders, must first determine the internal experts can speak the key theme of the subject matter, and look for opportunities to promote these ideas. Grasps the speech activities, for example, or encouraging thought leader submit a blog post, published a signed article in the news media industry, or write a corporate blog. In a word, use priority relationship potential audience important communication platform, and a stand on issues. To make the enterprise to be recognized as a can provide honest answers and has a unique view of the true thought leaders.

4. Was not included in the budget of the project is a huge potential opportunities

Your industry is constantly changing, if possible, you can will play a role in nearly six months for predicting the solution, not necessarily consider from the whole year. Don't let the budget cycle or limit block on your potential customers or existing customers of new ideas.

Customer wants to see the fresh thinking and solution of keeping pace with The Times, so you need not hesitate to show them, you are understanding them and their business challenges. If your potential customers or clients like your ideas, and see the value of it, so they will try to find the opportunity to work with you.

The monitor industry news and the new availability solutions as part of the weekly schedule, and actively share these to your potential customers or clients the business impact of new information. At the same time, to share with other customer or in the industry related to successful cases, and put forward reasonable Suggestions around the enterprise how to apply this information. Around business clients or potential clients, to their own ideas to wisely, actively show, for the establishment of customer relationship and sales push have long-term effects.

Although sales tool for your business has had enormous influence, but solely rely on tool is no longer enough. Using the new marketing techniques, such as the device or the new sales application, may not be as you wish to become a game changer. Today's buyers want before the first contact with the enterprise education. At the beginning of the enterprises in the purchase process this request, will provide them with good easy to obtain the proper content of information, in order to make your business from the start, has become one of the candidates for the potential customers to the seller.