If your social media and inbound marketing strategies are generating a steady stream of quality clients that keep your sales activities always busy, then you’re one of the lucky few who are sitting pretty on passive income. Getting to this point requires hard work and if you’ve already “arrived,” congratulations.
However, not all businesses are like that. For most, especially startups, the sales team has to proactively seek potential clients out and get them to sign up. Prospecting on top of other operations initiatives is a must, but can get pretty challenging. This is because the process requires appealing to your and your target market’s emotions. When you lose the enthusiasm and the energy to pursue new business leads, you might be suffering from what the industry refers to as “sales call reluctance.”
As the term implies, it is your inability to make that first move on a fresh client. It is the emotional and psychological hesitation to self-promote. In the world of business, those who succeed aren’t necessarily the smartest in the bunch. It is those who prepare the most and work the hardest.
Are you scared of having to make cold calls on target clients? Here are some tips to help you get over your fear of reaching out.
1. Make a decision to stay motivated.
The first step is always the most difficult part of cold-calling. It is when you convince yourself that you can and will make the first move. If you are not motivated to succeed, that’s a different story altogether and will require psychological intervention. But we’re not talking about that here. As a sales person, you must make a decision to get that call done.
2. List the reasons why you’re scared and then crush them out one by one.
The mind is boggled by a lot of “what ifs” and these are often what stop you from making that call or sending that email or text. What are the reasons why you seem so hesitant to move forward? By identifying all the reasons, you become more at peace with your excuses and the better it will be for your to finally face them and kick them out.
The most common reasons why business owners hesitate include being told by the client that he is not interested, being informed that he already has a supplier and is happy with it or get rudely cut off. Other reasons are more introspective. What if I will seem disorganized and cluttered? What if they think of me as trying too hard and laugh at me? What if my script doesn’t work? You can be free from all these negatives once you point them out.
3. Change the way you think
Again, this needs conscious and firm decision. Why? Because you want to succeed. It’s really amazing how the brain works. It allows you to create future scenarios and picture out achievements. By setting your eyes on the prize and thinking about the many ways success can change your life for the better, you can overcome all the reluctance.
Ask yourself, “What do I want to achieve in life?” Your answer will help transform how you perform and, eventually, how your sales numbers perform. Remember, it’s not situation that’s causing you a lot of stress — it’s your reluctance to go for change and make your mark.
Thanks to technology and the Internet, chief marketing officers can now translate a campaign’s performance in measurable and numeric terms. CMOs often struggle to establish credibility when it comes to their strategies because, in the past, it was hard to quantify results.
The challenge becomes greater when CMOs have to convince chief executive officers of the merit of their efforts. Luckily, there are new technologies that enable CMOs to produce clear results that relate to the types of figures CEOs are concerned about. These include customer acquisition and profit.
Most CEOs only care about the net product and the cost of the campaign. They rarely bother with the nitty-gritty of the interim steps. During your presentation, there are specific points that senior leadership is looking for. Here are three marketing metrics that matter to your board to make them understand your proposal more easily and give your project the green light.
1 – Total Sales Marketing Cost
Also called Customer Acquisition Cost, this expense covers everything that costs money to produce your advertising campaign. These even include overhead cost, salaries and bonuses within the specific period. Once you have the total cost, divide it by the number of actual new customers during the same time frame. For example, if you shelled out $200,000 on sales and marketing efforts in a quarter and then recorded 50 new customers during the same three months, then your CAC is $4,000.
You then compute the marketing part of the CAC (or marketing percentage of CAC) and get its percentage from the total. Knowing this is crucial because it will tell you three things: 1 – your missed quotas that’s why your sale costs are down, 2 – you are overspending of marketing efforts, and 3 – you are raising sales productivity by upping the spend, thus providing more leads to sales.
For example, if a company has an in-house marketing team and employs simple sales processes, the MCAC will likely be between 20 to 50 percent. Meanwhile, a company that has a long and complicated sales cycle can expect an MCAC of 10 to 20 percent.
2 – Payback Time For CAC
This is simply how long it will take for your campaign to earn back what has been spent on every new client. To find out, get the CAC and then divide by the margin-adjusted monthly revenue for the new client. The result is the number of months it will take to recover the expense.
In the case of subscription-based services where client pay an annual or monthly fee, the projected payback time should be less than 12 months. Otherwise, your efforts will fall into the category of “profitable.” If it takes over a year for your investment to translate into income, it’s not likely that your CEO will agree to the campaign. After all, it doesn’t make sense to pour money into something that takes too long to gain value.
3 – Marketing-Driven Customer Behavior
This number reflects how much your business is attributed to your marketing efforts. To find out, take the total number of new clients you got in a specific period then look how many of them started based on a lead that your advertising effort put out. What is special about this metric is that it provides straightforward answers.
You can also determine the percentage of your new customers who were driven by your marketing efforts. For instance, if your sales team identified a potential customer and this person attended your marketing event and then later bought something, that new client is considered “marketing-influenced.”
Overall, what CEOs really care about it how much money is to be made and how fast it will be acquired. As CMOs, the objective is to translate these metrics into easily identifiable figures so that your board and senior leaders can meet you halfway.
Online influencers, or those people with a huge following on social media, are often tapped by small business and huge advertising companies to promote their brand. Because most of these so-called Internet celebrities have a near-cult fan base, having them say a certain product is “good” is a huge deal in building a positive online reputation. If you’re a new business and have a new website you’d like to share to as many people as possible, it would do you well to partner up with a digital influencer to help spread the word. But, how?
Up and coming businesses are intimidated by the thought of having an online influencer promote their products and services. How do you reach out to somebody so popular on the Internet? How do you stand out from the many other brands that are also trying to get his or her attention?
Establish A Connection
Before anything else, find out more about your target online influencer. Based on his or her previous Facebook, Twitter or Instagram post, do you think there would be interest in your product or service? This is a crucial first step when considering which influencer you want to work with. If your brand involves beauty products, it would be wise to connect with an influencer who is fond of posting and re-posting beauty or fashion related topics. Reaching out to somebody who’s enthusiastic about cars will not likely give you any call backs or responses.
By studying what your influencer likes, what her or she advocates and then finding a plausible connection with your brand, you can create a stronger connection. This will increase your chances of getting a reply and, if things go well, an endorsement.
By getting your product or service to the right influencer, you can boost your chances to raking sales in. Word of mouth is very popular online and if a celebrity does give your product a thumbs up, it’s highly likely that his or her followers will want to try you out, too. Send free samples or gift checks to your target influencers so they themselves can experience it and share their first-hand account.
Another thing is to send multiple samples that influencers can share with their followers as giveaway, a bonus or a raffle item. Remember Oprah’s “favorite thing” segment? Those companies invested by giving out some of their products to the audience and the returns were massive. Because Oprah was such a convincing endorser, not only did the brands get tons of TV mileage, but these translated to actual sales worldwide.
Some online influencers, because of their massive reach, are like TV networks. They charge a fee (in cash or in kind) to people who would like to use their channel to promote a brand. If the celebrity is interested in your item and is willing to promote it on his or her social media page or blog, there will be fee. If he or she has to write the advertising content in addition to the promo, that would cost extra.
For some companies, this is a good investment considering how many followers a certain influencer has and how big of an effect he or she has with the public. Some exposures are one-time, like Facebook or Twitter posts, while others stay on for a longer fixed period, as with blogs and websites.
One of the most powerful relationships you can build with a digital influencer is one where you support each other’s success. Advocate his or her goals by writing about them in your articles or website content. They can do the same for you. You can also be real friends with these influencers by meeting up with them and attending similar events that are relevant to both of you. Who knows, the relationship might get so strong that you won’t even need to do any convincing (or paying) to advertise.
How does an SEO strategy benefit my business and do I really need it? This is a question that many digital marketers get asked often. Because we see advertisements on TV, billboards and even online, a lot of business owners wonder what else SEO can bring to the table. The challenge for the SEO consultant is to prove that an ROI (return on investment) exists.
Here, we talk about the three things every SEO consultant should fulfil and master in order to have a good working relationship with your client. These are traffic, visibility and, of course, ROI.
Many business owners make the mistake of not bothering to lure traffic in once they set up their website. Build and they will come, right? Wrong. Simply launching a website with no follow-through is like opening up a shop in the middle of nowhere. You have to tell people that you exist and show them how they can find you.
The goal of an SEO strategist is to create an easy way for your target market to “discover” your website. Experienced search specialists should take the time to understand your company’s goals, learn about your products and services and create marketing methods that truly speak to your target market.
The initial goal of a SEO strategy is to increased visibility online. Many consumers carry this belief that the brands or websites that appear on the first page of Google searches are the ones that are the “best.” Although marketers know that this is not the case. Still, what every website aims to achieve is a page 1 ranking. Your SEO consultant should be able to present a strategy that would help increase organic traffic to your site based on specific keywords.
Effective SEO exists not just to protect your brand and create only a positive stream of information when search results appear, but also to make sure that your target market sees you. And even if they don’t purposely try to find you, there must be a set of keywords that when keyed in would make your website appear.
Deliver Real ROI
Because you are paying for a professional service, so should you expect to see an ROI. Your SEO consultant should be able to project when and how much of an ROI is expected. However, you should also understand that these are not set in stone. Each business has a particular set of goals and your SEO strategy should be working in line with them.
There are business goals that cut across all industries, like leads and sales. Your SEO strategist will map out how the campaign will play a role in generating these and to do so means employing the right monitoring and tracking tools. A good way to monitor is Google Analytics. With this, you can measure how much impact your SEO efforts have made on your business. You can then report the findings via Data Studio.
The ultimate goal of an SEO strategy is not just to rank your page and drive traffic to your website. It’s to attract an audience that will do something about their visit. They should buy. They should employ your services. They should get in touch with you to know more about you and ask for a meeting. Search engines are very powerful tools to building and making your business succeed. Maximize its power.
The year 2018 is fast approaching and, more likely than not, you are among the many business owners who have once again resurrected the same New Year’s resolution: to increase profits. But that’s easier said than done, as we already. Like the age-old resolution of finally losing that extra weight, getting your sales to go up by double digits requires a strategy (and commitment). You can make sure that your business resolution actually does happen and sticks by following these three golden rules for increasing traffic in 2018.
Keep Your Website Fresh & Updated
Every business needs a website. This is because customers will likely search about your brand or product first online and try to know more about who you are before they choose to transact with you. If you already have one, good. But make sure that it’s updated with your latest contact details, photos and menu of services. If you don’t have one yet, enlist the services of a pro so you’re on the right track.
How your website looks and “feels” matters a lot. Your potential client will judge you based on his or her experience while navigating the pages. Much like how an interviewer initially gauges an applicant based on how he or she presents himself or herself, so does your market form an early opinion of your brand based on your site’s aesthetics and ease of use.
A study of Internet behavior shows that many would-be customers who search about a certain company or product end up with dead links and erroneous URLs. This is a surefire and quick way of losing a possible client who might be interested in your services. If your page does exist and it contains wrong information, not only will your client get annoyed after finding out that it’s not the same business address anymore, he or she could choose to never do business with you again after all the trouble.
Maximize Your Social Media Presence
Many old-school business owners think that social media is just for kids and consists of just “noise.” Meanwhile, there are some entrepreneurs who have an over-reaching definition of how these can help a brand succeed. It’s true that popular business pages on the likes of Twitter, Facebook or Instagram managed to gain impressive followings on their own, but that’s not always the case. In fact, simply having a social media page is not enough.
Some brands manage to achieve to viral status after a controversial tweet, video or similar strategy. However, many struggle with follow-through. Your viral video may have had 1,000,000 millions but if it failed to position your brand positively or in a way that makes people want to know more about you, then you’ve failed at the attempt. One other thing is follower numbers. Sure, 100,000 people LIKE your page, but are they really engaging? Are they actually buying?
Let’s take Facebook, for example. Simply having a page is good, we don’t discount that. However, if that page does not engage your audience, then it will be forgotten like many other page that exist. Find a way to connect to your LIKERS through a promo, contest or just Q&As that appeal to their emotions and sense of nostalgia. If you don’t have that many followers yet, it would be smart to invest in a sponsored post to reach a wider market. Word-of-mouth marketing is effective, but if you’re a new business, it might only go as far as your family and friends.
Strategize & Market Aggressively
So you have an updated and sleek website, plus an active social media presence — what to do now? Integrate everything into a solid marketing campaign. In the past, the only way people know about your brand is if people talked about it, or if you spent so much on the likes of TV ads and billboards. Now, you don’t need to shell out so much just to get noticed — not just locally but even internationally. Remember that the Internet can be accessed by anyone all over the world. Keep your website clean, clear and fun. Who knows, you might get a client from another country, right?
Give your audience something to browse and read. Your website is not simply a business card. It’s a virtual experience for your potential market. Produce quality content from time to time and keep the visuals fresh with new photos and videos. Make every time a person clicks into your site a new and refreshing experience. This way, he or she will want to keep coming back for more.
There are plenty of opportunities to make sure your 2018 business resolutions happen — and more. Our advice is to take every bit of advertising window and maximize their capacities. Never take anything for granted.
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Wholesale Web Design Services We Offer
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In Conclusion: Outsource With WebDesign499 Wholesale Web Design
WebDesign499 is a professional web design agency specializing in website design, search engine optimization, e-commerce and advanced web development. Businesses of all types and sizes rely on us for our dedication, expertise, creativity, and the results we garner for each client. Take advantage of our Wholesale Web Design and White Label Web Design structure that we have created over the last couple of years! Outsource your projects to WebDesign499 for affordable wholesale rates and watch your profits soar. There’s more to a website than just a design. We bring your clients’ websites to life with vivid colors and seamless navigation, but also combine it with exceptional marketing, social media and SEO expertise to deliver a solid Return on Investment. We put your clients’ website to work for them. If you’re interested in partnering with WebDesign499, please call us at (561) 506-0398 to discuss working together on your next project! We look forward to earning your business and forming life-long relationships across the USA and abroad.
We are a full service digital and creative design agency in West Palm Beach, FL.