How much can you afford to invest in order to achieve better sales results?
When do you want to see increased sales?
What is your expected return?
These are the basic questions you have to ask yourself when identifying “quick wins” for your company.
Generally speaking, quick wins are big results in exchange for investing relatively little effort or resources that you can achieve in a relatively short time.
The basic rapid direct marketing process employed by our company takes place primarily on LinkedIn, where we use LinkedIn automation tools to engage automatically with connections, in this way entirely replacing the manual process of searching for customers and engaging with them.
The chief advantage of using LinkedIn as a B2B sales channel is that not many businesses in your industry are currently using this channel proactively. This creates an ideal opportunity for you to fully monopolise this sales and marketing channel and steal a march on your competition.
LinkedIn messages are highly personalised – we use people’s names, job titles, company names, etc., in other words all those elements of communication that build trust.
Our cooperation with you begins with a one-hour workshop in the form of an interview, during which we obtain the following information:
- What does your existing sales process look like?
- What do you sell and what are your sales targets?
- Why do your customers buy your services/products?
- Why do potential customers NOT buy your services/products?
- What excuses do your customers use when they put off the decision to purchase? (extremely important!)
- Target countries and sectors of the companies you are engaging with
- Target positions at companies (e.g. purchasing manager, sales manager, company director)
We incorporate additional tools and direct sales channels that bring quick wins such as email marketing, call centre services or even niche marketing platforms aimed at a specific market. The outcome of the process is an expression of interest or an agreed meeting with your potential customer or lead.
BY GENERATING LEADS WE FIND NEW CUSTOMERS FOR YOU
Lead generation is an activity that consists of stimulating and achieving interest in your product or service. Through lead generation we directly increase the size of the sales funnel and obtain new customers.
Today’s customer doesn’t wait for information to reach them but actively seeks solutions to the challenges they face. They search online for answers, opinions, experiences and know-how – and they do this a lot, before deciding to talk to us in person. These days stimulating interest is more and more moving online.
The biggest problem that companies have, as we observe at our meetings with them, is too few leads. The problem of too few leads combined with long sales cycles is reflected in a chronic lack of customers and, consequently, failure to achieve sales targets.
We significantly increase the number of leads that a company has by using direct marketing approaches via channels that your competition is not yet aware of. We also use state-of-the-art tools to automate sales and marketing activities.
On the basis of information obtained in the first step, we prepare:
- LinkedIn databases of key individuals and companies;
- a draft of the message that you will send to your customers;
- all messages to customers are personalised – including addressing people by name and referring to companies by name – which lets customers know we’ve done our homework, something that is extremely important for building trust;
- we always prepare multiple versions of messages because we regularly conduct A/B testing with customers to determine which message elicits the most positive response;
- we have tested our messages in more than 100 industries.
INCREASING THE SALES CONVERSION RATE IN THE FIRST THREE MONTHS
Some time ago the St Gallen Institute carried out a study in which 1,000 companies were ranked from best to worst in terms of sales. Among the questions that marketing and sales directors were asked were what figures they monitor. It turned out that all companies monitor:
- value of orders,
- value of sales,
- number of customers.
What did the study show? The difference between companies with good results and companies with poor results lies in the fact that successful companies also monitor the number of sales contacts, not just the end result.
It follows from this that the second most important reason why companies do not achieve their sales targets is that the number of sales contacts is too low.
The key reasons for this phenomenon usually lie in:
- lack of coordination between marketing and sales departments;
- administration and manual work of both departments.
The solution to this problem is the automation of marketing and sales contacts via channels that permit automation.
After preparing databases of companies and potential customers (leads) and drafting sales communications, we launch LinkedIn automation tools to engage with the target individuals. In this way each member of the sales team can engage with up to 100 connections on LinkedIn per day.
The process of engaging with connections continues every working day from Monday to Friday, meaning that we can reach up to 500 people a week and up to 2,000 people a month. And that is with just one salesperson!
As we start engaging with leads – your potential customers – they start responding via chat messages on LinkedIn. You can monitor the messages and reply to them via the LinkedIn website or via the LinkedIn app on your smartphone.
We recommend to our clients that they reply as soon as possible when a LinkedIn connection responds and shows interest. The sooner you reply to a lead, the greater the chance of closing a deal quickly.
It is the clients themselves who reply to leads on LinkedIn, because only they have the expertise required to talk to the lead regarding a specific service or product.
WE OPEN UP NEW SALES CHANNELS AND NEW MARKETS
New sales channels that enable the automation of sales contacts are the key to increasing sales results.
Of all digital channels, LinkedIn represents the largest database of business customers in the world. There are more than 706 million business users on LinkedIn (September 2020).
Using this database you can communicate in a rapid and cost-effective manner when you decide to enter new markets.
We have successfully helped customers fill gaps in the domestic market, the Balkans, the EU, the UK, the USA, Asia and the Middle East.
To date our best results have been with:
- manufacturing companies;
- companies whose operations are largely dependent on foreign markets;
- companies that in the past depended on trade fairs – i.e. companies that have lost the MICE industry.
The key to opening up new markets quickly and cost-effectively is the digitalisation of sales channels. Only modern approaches to marketing and sales allow you rapid, affordable and effective testing of new potential markets without the need for physical presence in the form of trade fairs or in-person visits.
We help you with the digitalisation of sales channels and its implementation in all your regular sales processes, which is a precondition for entering new markets.