If you are in charge of expanding your practice and have not yet begun preparing your lead generation and sales strategy for the new year, now is the time. In the next year, we have some tips to help you increase your sales or inform a sales outsourcing plan (particularly for professional service organizations).
Determine who your best customers are.
You may do this by creating an Ideal Customer Profile. What firms finally create annuities and are the most tenacious after the first engagement? What customers may be served without using all of your high-end resources?
Concentrate on targeting the relevant markets.
The most significant influence you can have on your pipeline is to begin by investing in the proper sort of leads. Take action on the insights you obtain from creating an Ideal Customer Profile.
Exploit your Dead Database
Sales cycles are lengthening. If you have already committed time and energy in developing a connection with a possible client, make an attempt to contact that prospect again. We have a special "Wake the Dead" campaign as an outsourcing lead generation firm that enables us to reach out to and try to re-engage as many as 1000 "dead prospects" in little over 3 weeks.
Create Key Performance Indicators (KPIs)
Create metrics for measuring the velocity of your pipe. What kind of material closes deals? What are the talks that drive transactions forward? What significant developments (both internal and external) propel transactions forward?
Check your Sales Process
Once your KPIs have been created, examine what works in your sales process and increase your attention there; eliminate what does not work and automate anything you can.
Create a podcast, record a webinar, or write a blog about it if you deliver a speech, make a presentation, or hear the same complaint more than once a quarter. Then give it to a less expensive resource to promote for you. If one prospect finds it beneficial, chances are that another 100 will as well. There is no reason not to share your experience; tools have become more affordable, and the typical customer now reviews 12 pieces of material before making a buying choice. Make it simple for your consumer to purchase.
Consider marketing automation tools.
Keep your first mover advantage and remain top of mind if you make contact with someone who is not yet ready to purchase (e.g., make first contact when they are still educating themselves). Subscriptions to these products fell precipitously. An investment in nurturing leads in the first half of the year may pay off handsomely in the second half.
Money should be sold.
Make a reliable ROI calculator. When will you repay $100 to a consumer who has given you $100? When are you going to repay the $120? When are you going to refund the $200? What are the overall benefits of a relationship with you, and how much does it cost your customer to wait a year to conduct business with you?
Make certain that your messaging is consistent.
Marketing and sales Alignment is essential for professional services sales success. Purchasing professional services often necessitates the sale of intangibles. This raises the buyer's risk, so they're searching for a cause to say no. Don't hand it to them.
Concentrate on your main expertise.
The day-to-day activities of sales and marketing may be stressful and diminish attention. Buyer behavior is evolving as a result of digital material, marketing automation, webcasting, SEO tools, and social media. 2020 saw the introduction of a slew of new sales and marketing technology that may be used to boost efficiency. To enhance your sales in the next year, develop a sales plan and/or a lead generating strategy, and explore collaborating to augment competence and capacity.
We have the ability and experience as a top professional service sales outsourcing firm to assist you wisely and systematically construct a sales engine that expands and increases your revenues.