There are many things to consider when looking at sales within your business, but in this article we are going to go through the three key factors that define a successful approach.

Firstly, prospecting sales can be carried out in various ways. Using social media to connect with your audience is one of the most effective strategies to prospect different contacts in the internet age. If your company is seeking business associates, the most appropriate platform to utilise is LinkedIn as the profiles on the site are tailored around people’s careers featuring their job role, company and what they have to offer laid out in a simple and straightforward fashion.

Another popular strategy is to email potential clients directly to introduce your company and potentially open dialogue with contacts of interest.

These are helpful tools but, to deploy these strategies effectively, it is key to acquire the contact details of the specific business associates you wish to get in touch with before reaching out. A good way of doing this is to follow or build a list of people and companies within a business complex or from collecting business cards at an exhibition.

Marketing awareness is also a crucial part of selling your company. The top tips in regard to this are:

  1. Be personable
  2. Be consistent
  3. Make content
  4. Make it shareable

People want to interact with other people. If you come off as a money-hungry corporation and nothing more, no one will want to have anything to do with you. And it’s not hard to understand why! So, you want to get more personal with your audience, hear what they have to say, and prove that you are there for them.

If you think about what all the big brands have in common, you’ll see that they all have highly consistent branding. If you take a different approach for every channel you use, the chances are that the audience will be confused. They won’t be able to decode your brand, and they won’t recognise what it’s all about. So, our main brand awareness marketing tip is to keep your message the same throughout your marketing channels.

You must have heard the phrase ‘content is king’, and it really is. The more of it you have, the more people you’ll get visiting your pages. By sharing your expertise with them, you show them that they can trust you. They’ll see you as the leader in the industry, and that’s all you need to become great.

For the content to give you as much as it can, it must be shareable. If people post your articles or videos on social media, new prospects will see them, and they’ll be introduced to your business.

Finally, the most important factor is following up with prospects. The key here is to follow up in a constructive fashion that avoids annoying the prospective buyer. As each client is different, it can be helpful to adapt your approach to suit the specific prospect, whether that be by asking associates who have worked with them before or by doing a little research. It could also be beneficial to ask the client which method of contact they prefer to clarify if they mind receiving calls or emails.

It is also important to end each conversation with a clearly defined next step, capitalising on the opportunity to schedule an appointment on the calendar.

Finally, it is best to contact your prospects only when you have a reason to. It could be helpful to track what is happening in their business that you might be able to make a connection to and pinpoint the precise reason for contacting your client.


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