We often lead our blogs with a quote from a writer or speaker on sales techniques, but inspiration for how you approach sales improvement can come from many sources. In this case Bruce Springsteen “Getting an audience is hard. Sustaining an audience is hard. It demands a consistency of thought, of purpose and of action over a long period of time.”
As someone who has built a successful career on consistency and developing relationships with his audience, The Boss is a good role model when it comes to looking at the process which goes on in the mind of the customer when they are moving towards a decision to buy from you. All successful selling follows a process of building and developing relationships. These can take some time to solidify and yield results. To be effective the process of taking the initial interest and nurturing it needs to be very specific and based on a clear understanding of the prospect’s requirements and expectations.
The best way of achieving that understanding is to have a carefully crafted sales process that follows your customer’s journey from the initial interest through to cementing the relationship. Your Business Development Team works with our clients to create a tailored sales process which is the essential first step towards converting more prospects. Identifying and refining your target markets and the key points that will encourage them to buy from you leads into the sales process that guides them to an understanding of your business and how it will work for them. With the sales process in place YBDT can help you communicate it to your sales teams and support its roll out into your business.
Identifying and nurturing the prospects who will contribute to your sales growth is as we have said before, time consuming. We have pointed out in earlier blogs that it can take anything from five to eight contacts to bring a company to the point where they are ready to buy, and it’s a point we can’t make often enough as so many businesses give up early in the process. Using our specialist business development team to call the prospects in your sales pipeline to feed consistent high-quality leads into your account managers and salespeople frees their time up to concentrate on closing sales and supporting existing client retention.
Bruce Springsteen’s first two albums were commercial failures. But he had the building blocks in place to understand what his audience wanted from him, and the tools to deliver it, and used them to create the successful work that followed. YBDT can offer you the tools to build a consistent process which will lead to your sales success. Get in touch to learn more about how we can help you generate, nurture, and convert your prospects.