Posts Tagged ‘close business’

Lately I’ve been talking about a lot about social media marketing and it’s applications for selling offline.  Today, I read a great article on that very subject.  It seems there are people in marketing that believe social media should be used to build followers, interact, and engage, but never to sell.  The article’s author, Johnathon Fields makes the case that selling is still the end-game – and I agree.

Anybody using print, direct mail, promotional products, media advertising and other tactics knows that when used correctly, these tools can help build brand awareness, generate leads, and increase speed to close.

As Fields points out, the goal of using these traditional direct response tactics is to build a funnel.  At the top of the funnel are people who might be interested in what you have to offer.  As you continue to interact with them, they become more interested, and some eventually decide to buy.

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Present your solution front and center on your web site's home page.

Do you want your website to help build awareness of your brand, generate leads, and help you close more business?  Who doesn’t, right?

I’ve worked with several “marketing communications companies” (what a lot of printers call themselves these days) who want to sell solutions to their clients.  I’m still amazed when I ask what they mean by “solution” and I get the deer-in-the-headlights look, followed by an overly complex answer.

Simply put, a solution is a unique combination of the products and services offered by your firm.  The best way to determine what solutions your customers will buy is to uncover their needs using a consultative sales process.

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