June 23, 2017
It used to be that sales reps would make cold calls which nobody wanted to take, and hold sales demos that no one wanted to attend.
But now, there are new sales approaches that are more effective because they don’t include the hard selling techniques which people have come to detest.
To avoid the despised hard sales methods of the past, salespeople now require an additional skill-set, and should work closely with their online marketing department.
In this article, we’ll look at four of the new sales methods, and why they work.
1. Hosting A Webinar
For instance, one prominent online marketer, Neil Patel, had conducted 77 webinars. By hosting these webinars, his website traffic increased by 518,399. Out of that number, 155,386 registered to attend a webinar, although only 74,4381 actually attended, and out of those, 16,394 turned into leads.
77% of marketers host webinars as a lead generation technique.
Image credit: Clickmeeting
Webinars are one of the most effective ways of qualifying leads, and this is why:
- To attend a webinar takes more commitment than simply reading a blog post. The more commitment people demonstrate, the more qualified they are as a prospect.
- Webinars are interactive and people can interact with other people.
- You can reach more prospects because webinar participants can tune in from anywhere in the world.
- When you host a webinar, you are able to showcase your authority and credibility as a provider.
- Prospects get a feel for how it would be to work with you.
2. Revitalize Cold E-Mailing
Perhaps the term “cold emailing” runs shivers down your spine. This is more than likely because you’ve experienced an annoying interruption over dinner from the typically poorly done and related cold sales call.
But companies still experience success with cold e-mailing. In fact, McKinsey reports that e-mail is 40 times more effective to obtain new customers than efforts on Facebook and Twitter combined.
But, as with any digital marketing initiatives, to be effective, it has to be done right. With its collection of pre-written e-mail messages and tracking system, Mailshake is an awesome aid to help get it right.
To achieve the best results, the goal of cold e-mailing is not to sell, but to get a response, which means that the subject line has to be compelling enough to make the reader click it, and each sentence in the e-mail needs to encourage further reading. The text must not be about your company or product, but rather focus on what you can do for the reader.
Now, with cold e-mailing, the next difficulty lies in knowing if the e-mail was opened and when. Using your Gmail account, Mailshake keeps track of all the numbers and e-mail sequences so that you don’t need to do it manually:
3. Systemizing Processes
Systemizing processes? What’s that got to do with sales methods? Well, for salespeople and small businesses, systemizing processes can mean life or death of their income or business, because it frees up time to do other more important things rather than repetitive tasks.
For larger companies, it allows them to keep up with their customers, provide great service, and respond to social queries fast.
Take Amazon, one of the fastest growing companies in enterprise sales. Amazon hires salespeople at a more rapid pace than other companies and depends on optimal process systemization at the core of its business. Because of its dependable returns process, customers are confident of purchasing online, which means Amazon makes more money.
If you’ve ever wondered how top business people manage to accomplish so much on a daily basis, it’s because they’ve learned the secret of process systemization. And they have assistants. (Just saying.)
4. Social Selling
Gone are the door-to-door days (thank goodness!) Also gone, are the hard sales interruptions made by salespeople. Those methods no longer work today.
Instead, salespeople are turning to social media to find and engage their target audience, building relationships and providing value via online social channels until they are ready to buy.
It makes sense to nurture a social selling strategy, and here’s why: Accenture reports that 94 percent of B2B buyers do some kind of research online before making a decision, and the way they conduct their research is via social media. Further research also shows that 84 percent of senior execs use social media as research channels before buying, and 75 percent of B2B buyers are influenced by these channels.
Hireright is one company that realized their customers were making decisions differently today as opposed to the outdated sales model. In the old days, they’d receive calls from prospects, wanting to find out more about products or services.
But they saw that buyer behavior changed; buyers began going online to start their purchasing journey by checking professional networks and social channels without ever picking up a phone. (Source)
And so they adapted, went for training on social selling and within half a year, achieved $8.9 million in new opportunities and won 13 deals.
The old has gone, and today, the more successful brands are taking on new sales approaches that include providing value and empowerment to prospective customers:
- As Neil Patel found, hosting a webinar is one of the most effective ways of generating leads and increasing ROI.
- When done properly, cold e-mailing produces the best results.
- Systemizing processes makes it easier to develop relationships with prospects and customers, and also frees up time to perform more important tasks than the necessary but repetitive ones.
- Social selling is about building relationships with prospects until they are ready to buy.
Companies need to adapt to new ways of doing things, or face the fact that their competitors are likely to overtake them.
Elianna Hyde, has graduated in mass communication from university of California. She loves watching TV shows, movies and has keen interest in sharing her views on business trends, technologies and people’s lifestyle. You can follow her on Twitter and Google+.