1. Get a system.
Winning business is a war not a battle and you need a system to ensure no opportunity gets missed. A Customer Relationship Management system, such as Microsoft CRM, allows you to track every lead from first contact through to completed contract. Plus, it provides the means to co-ordinate your sales team so you all march in the same direction. This article is provided to share practical advice for any company interested in .
2. Measure the performance of your sales team.
If you don’t measure it you can’t improve it is an old maxim, but it is as true now as ever. Use IT to keep a record of all your sales teams activities and then measure these and their outcomes against your targets. Review regularly, that way if there any discrepancies between actual and target small adjustments should bring them back into line.
3. Get mobile.
Do you want to see your sales team in the office or out interacting with customers? If it’s the latter then make sure they have the IT tools available to them to keep them productive on the road. With the IT options available now there is no reason why your sales team should not have the same access to information and systems when on the road as they do in the office.
4. Make the most of your web site.
Making your web site search engine friendly and keeping the content on the site fresh are good ways of attracting visitors to your site. Once on the site does it have a call to action? Is there something to grab the customers attention and prompt them into contact? Try it out yourself on your own web site then review.
5. Make full use of all the ways of contacting your prospective customers.
Email, Blogs, Web site, Fax, SMS, Direct Mail, Social Networking, and Smart Phone apps are just some of the means of making contact with your prospective customer base. Each have pros and cons that need to be considered as part of an overall marketing campaign, but together they can be a very cost effective way of making contact with prospective customers.
6. Google Adwords.
Google (and the other search engines) allow you to buy particular words and search phrases. When a visitor to the search engine enters your word or phrase your link and details will be displayed along with the usual search results. Best of all you only pay for each click-thru. It’s a great way of ensuring your site gets listed when your prospective customers search for related terms.
7. Use IT to keep your customers.
Remember to invest as much effort into keeping your customers as you do into winning them. Use IT to produce regular reports for your customers so they know what you are doing for them now and what more you could be doing for them. A desktop publishing package like Microsoft Publisher is a great way to produce slick communications and utilise email to keep the distribution costs down.