Strategy vs. Market Reality: Your ROI Break Down.

Strategy vs. Market Reality: Your ROI Break Down.

Growing a business is no piece of cake. Firstly, you need a viable idea that can successfully live in a niche, be able to define a target demographic, and actually have a product that has the value that you can sell. In addition, without the right strategies to sell your product fueling your growth and making a profit is virtually impossible.

Implementing the Right Strategy

Identifying the right strategies for your business isn’t rocket surgery. You just need to be able to do a bit of analysis and add a few “spices”.

The truth is, whatever it is that got you to this point in your business probably isn’t going to get you to the next level. What can be done to get there? Simple, just to take a step backward for a moment to understand and analyze the basic mechanics of your message and how effectively it reaches a larger audience without losing your shirt. No matter what marketing strategy is put to use, if you don’t have an effective sales funnel and ability to optimize your conversions, you’ll just be throwing good money after bad.

Sales strategies are meant to provide clear objectives and guidance to sales organizations. Sales strategies can fall short when an organization gets too focused on internal processes. The actual skills that are needed to have sales-winning conversations with customers, along with the messaging for reps to be successful, become merely an afterthought.

Effective Customer Service

To truly be effective, an organization’s sales strategy needs to focus on customer conversations. These skillfully delivered conversations are what creates a distinctive, positive purchase experience, adds value to buyers, and separates a company from their competition.

One of the key aspects of delivering excellent customer service is accessibility. When customers have a problem, they don’t want to wait for it to get solved. It’s the company’s responsibility to provide adequate channels for them to reach out and get a resolution. 

The phone channel is the traditional way of providing instant customer service. Resolving inbound calls during the very first interaction is a valuable asset for your company. In fact, 67% of the customer churn rate is avoidable if a problem is resolved after the first interaction. 

Inbound and Outbound Call Strategy

Preparing an inbound call strategy is a great way for the sales team to develop an effective approach to inbound calls that consistently results in a positive interaction.

Many factors go into determining the success or failure of an outbound call effort. Most of these factors are tipped in favor of your sales team, as long as you’re prepared with the right planning and strategy that nurtures leads.

Optimizing Lead Nurturing Strategy

When it comes to managing leads, attracting potential buyers is merely the beginning. For a lead to be considered successful it must turn into a sale. To get there, you need to be proactive about nurturing each step in the sales conversion process.

On average, it takes about twelve touches or points of contact for a lead to turn into a sale, but that depends on the business type and sales cycle. Nurturing a lead is just one of the many ways for your business to build your buyers’ trust and increase sales conversions.

Competition is fierce, and customers have individual needs that need tending to. In order to stand out, try to optimize your lead nurturing strategy using your prospect data to focus more time on the high-quality leads and less time on the lower-quality ones.

Understanding Buyers

Keeping buyers at the center of everything is vital for a buyer-centric organization. Understanding the buyer can help an organization perform better, but requires you to research your buyers in order to have the biggest impact. Gaining that deep understanding sets up a strong foundation for sales and marketing that can transform the company’s ability to achieve its revenue.

Buyer research helps companies understand who the buyer is, what they need, and how they make decisions – information that has the potential to improve metrics in the revenue chain.

Some of these metrics include shorter sales cycles, improved conversion rates, and larger average order sizes.

Very few companies do an effective job of understanding buyers. Most organizations believe that gathering insight about buyers is an expensive and time-consuming effort that yields low-quality results – buyer this couldn’t be further from the truth.

Meeting Buyer Expectations

Gone are the days when quality products, services, and fair pricing were the sole expectations of buyers. In today’s market buyers are increasingly being influenced by their B2C buying experiences and have much higher expatiations from their B2B vendors as well. They look for proactive services and personalized interactions.

Customers expect a lot from companies, but they don’t particularly have a lot of faith that these companies can deliver on those expectations. About half of customers say most companies fail to meet their expectations of a great buying experience, and for companies to understand them and care about them as individuals.

Meeting buyers’ expectations requires a 360-degree view of them so that when an interaction is initiated, there is enough understanding for an accurate response. 

Customers are looking toward the future and they expect companies to leverage their data to provide anticipatory services.

Grow your Business with Flobile

Flobile understands the market and industry trends based on our analytical approach to researching customer behavior and nurturing strategies targeted towards the business that just works.

Flobile allows businesses to build meaningful relationships with their target audiences and create effective buyer journeys through omnichannel experiences. 

Suzanne Harp

About Suzanne Harp

A results-driven sales leader with over 12 years of success in delivering sustainable revenue and profit gains. Her expertise spans across multiple industries including Technology, Travel, Education, Hospitality and Professional Sports.

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