Finally - The Secret to 70% More Sales

"When nothing seems to help, I go and look at a stonecutter hammering away at his rock perhaps a hundred times without as much as a crack showing in it. Yet at the hundred and first blow it will split in two, and I know it was not that blow that did it - but all that had gone before."

-- Jacob Riis, Photographer and Journalist   

  

The following is a guest post by John Sonnhalter B to B marketing expert:

In the B-to-B market where sales cycles can be much longer and complex to several factors, many leads are given up on if they aren't ready to buy when your salesmen call. We need to focus on quality not quantity of leads.

According to the Albertson Performance Group  quality nurturing will lead to 70% more sales than no nurturing.

Nurturing keeps you top of mind, builds credibility, solves prospect's problems and positions you as an expert. That's a pretty good way to start building a relationship, isn't it?

  

The chart below highlights a typical buying process and that sales shouldn't get involved until stage 6. It's marketing's job to move them through the first 5 phases and then hand them off.

  

Illustration from the Albertson Performance Group

  

  

By taking them through these steps, you show them your value and price becomes less of an issue, you narrow your competition and shorten the sales cycle.

 You might want to re-think your process before you hand over those sales leads as soon as you put them in your system.

   

My contribution:

The best nurturing program is a consistent emailing of TIPS - short videos, audios or text (like this one) that provide relevant information to your customers and leads. The main thing is to steer away from any sales, coupons, discounts etc. Simply no selling - just serving them with good content to develop trust as they as they go through the stages above. 

Rick Wallace

"Helping people exceed their expectations"