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Sales

9 Steps to Lead Conversion Success

July 17, 2019


  • Audience research helps you generate leads and create a conversion plan.
  • Persistent follow-ups are important. Researchers say that 80% of sales require five follow-ups after the initial contact.
  • Pay attention to more than just the content on your business’s website. SEO, keywords and calls to action often point leads in the direction of a sale.

Generating leads for your small business can yield great results, but only if you can turn potential buyers into actual customers. Without that, any leads gained through lead generation servicesdirect mailing efforts or any other marketing campaigns won’t add up to much.

To better understand how to convert leads into sales, we spoke with experts to find actionable tips that you can apply to your small business’s lead generation strategies.

1. Offer a freebie or discount.

Getting something for free always feels good – whether there are conditions attached or not. Giveaways are a solid way to get people interested enough in your business to potentially make a purchase.

The free item doesn’t have to be particularly lavish or expensive, but it should remind people of your business. Dan Ariely, a behavioral economist at Duke University, told The Atlantic that the concept of freebies and samples work because “they give you a particular desire for something. If I gave you a tiny bit of chocolate, all of a sudden it would remind you about the exact taste of chocolate and would increase your craving.”

Along with turning your leads into sales, Donald D’Souza, a content marketer at eSire, said giveaways can also help your business home in on what gets the most brand engagement from customers. Once you have that information, you can then personalize future communications and deals to convert your existing leads into more sales.

“Personalize your email and make …

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How To Make Lasting Customer Relationships

July 17, 2019


The question is why is harder than ever for businesses to develop long-lasting customer relationships? The answer is because customers don’t just want a quality product. Now that customers can find dozens of your competitors with a quick Google search, it’s all about finding a customer connection. 

We live in a world where customers ask, “What have you done for me lately?” Customer connections override customer skepticism and encourage them to stay with you for the long haul. Personalization and engagement are key to turning potential customers into buying customers. In fact, research shows that one in four customers will pay more for personalized products. It’s clear that customers want personalization. That’s why businesses that want to create lasting bonds need to give it to them. 

Customer relationships are essential to building brand loyalty. When you invest in these relationships, you’ll not only see a happier customer base but a boost to your bottom line, too. Here are five strategies to build long-lasting customer relationships.

1. Create a retention-focused strategy

Brands often make the mistake of focusing on retention too soon in the buying cycle. You can’t expect a new customer to retain you if they just started using your brand. 

You aren’t going to create deep relationships with new customers. It doesn’t make sense to pursue new customers right now if a lifelong relationship is your goal. That’s why retaining existing customers should be your focus. 

It’s cheaper and easier to retain repeat customers. Those repeat customers spend 3 times as much as new customers and cost five times less to acquire

Prioritize repeat customers with your marketing efforts. With this strategy, you’ll see a better return on your marketing ROI. This means enabling remarketing campaigns, customer loyalty apps and exclusive discounts for repeat customers.

2. Track

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How to Use Technology for Direct Mail Marketing

July 16, 2019


Paper-based advertisements, like direct mails, play a crucial role in influencing the purchase decision of the buyer. While direct mail is a proven marketing strategy, technology takes it to a whole new level.

It’s evident that even in the wake of technological advancements, customers are actively embracing direct mail. It’s no surprise why big corporates invest in direct mail engagement. The touch-and-feel experience offered by direct mail helps customers remember the brand and the product. [Are you interested in direct mail marketing services? Check out the businesscompany.us reviews and best picks.]

By streamlining the process and utilizing the power of technology in direct mail, marketers can improve personalization and ease planning, execution, and tracking. In this post, we’ll discuss how technology can make direct mail better and easy for businesses.

Direct mail: The traditional way

1) Redundant process

Traditionally, direct mail marketers handled customer data and mailing information manually. Even now, most are likely to use spreadsheets to share data with other teams. This leaves no room to track data accurately. A notably redundant process in direct mail is where the same spreadsheet passes through multiple hands. Numerous edits, revisions, and updates can damage the entire operation. While necessary in some cases, such a redundant process is time-consuming and involves a lot of work.

Using technology can streamline the process and maintain an up-to-date system to achieve better results.

2) Room for errors

Efficiency and accuracy go hand in hand in direct mail marketing. Assume you are managing direct mail marketing and you send out printed copies to thousands of users. This process may involve different teams within the organization and some third-party vendors for printing and logistics. How do you know the right team is managing the process? Are you confident that your mailing list is error-free?

Without …

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8 Ways to Build Customer Personas

July 16, 2019


It all begins with understanding and defining your audience. This is where customer or buyer personas come in. A customer persona is basically a profile of your ideal customer. It is a research-based semi-fictional representation with detailed information about your target consumer, including:

  • Demographic information
  • Consumer behaviors and preferences
  • Beliefs, attitudes and values
  • Pain points or challenges
  • Unmet needs and how it relates to your product/service
  • Channels where they go for information or entertainment 

Your customer persona helps you frame your marketing messages for a specific audience, ensuring that it speaks to their needs, their goals and their preferred channels for content consumption. In fact, according to a Cintell report, 71 percent of companies who exceed revenue and lead goals have documented persona.

But this begs the question: how do you go about creating customer personas? As mentioned earlier, personas are based on research. And while different people have different ways of building customer profiles, many will gravitate toward the same set of questions when doing their customer research. Here is a breakdown of the information you need to define when developing your customer personas.

1.  Role and job title

  • What exactly does your ideal customer do for a living? 
  • Do you tend to engage with C-suite members (i.e. top executives, CEOs, and CFOs among others)? 
  • Who do they report to, if ever?

The answer to these questions depends entirely on your circumstances. For example, if your business serves a predominantly B2B market, you can assume that your audience is composed of business decision-makers – individuals in charge of making procurement and purchasing decisions. 

As you answer this question and begin profiling your customers, you can include information such as:

  • Educational attainment
  • Professional background
  • Skills
  • Position in the organization

These factors, in turn, will help you decide what kind …

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GetAccept’s workflow and e-signature platform for sales secures $7M Series A funding

GetAccept’s workflow and e-signature platform for sales secures $7M Series A funding

July 11, 2019

Many years ago every sales deal was sealed with a handshake between two people. Today, digitization has moved into the sales process, but it hasn’t necessarily improved the experience. In fact, it’s often become a more time-consuming affair because information and communications are scattered across multiple channels and the number of people involved in a deal has increased. That means lots of offers and quotes get lost in the mix.

GetAccept is a startup that provides an all-in-one sales platform where video, live chat, proposal design, document tracking and e-signatures come together to simplify the life of a sales team.

It has now convinced investors there is such a need, raising a $7 million Series A funding round led by DN Capital, with participation from BootstrapLabs, Y Combinator and a number of Spotify’s early investors, including ex-CFO of Spotify, Peter Sterky. The former CMO of Slack and Zendesk, Bill Macaitis, will also join the company’s board of directors.

The new capital will be used to scale sales and marketing, and accelerate product innovation for GetAccept’s industry-leading document workflow solution for sales.

This round brings GetAccept’s total financing raised to $9 million after they won their first seed round in 2017.

Samir Smajic, CEO of GetAccept, says while CRM systems have made it easier for sales teams to manage pipeline and broker deals, “60% of all contracts are lost to indecision or simply go unanswered… Prospects no longer have to interact with reps to get basic information about a product or service, making the sales process highly impersonal. But prospects still need a rep to guide them through an increasingly complex B2B sales process in order to make better-informed buying decisions.” He believes GetAccept bridges this growing “engagement gap.”

GetAccept integrates into a company’s sales pipeline through technology partnerships with …

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Tips for Effective Ecommerce Web Development

July 8, 2019


From breakfast to dinner, casual wear to party dress, a wide variety of options with amazing discount tags can arrive at your doorstep. You just have to click. The growth of the ecommerce industry is at such a rising pace that all the ecommerce stores, whether small or big really need to design their ecommerce store effectively while keeping the increasing trend of mcommerce in mind.

Below is the list of useful tips for ecommerce website development that can boost up your sale:

1. Easy to access web design

The website design should be in such a way that it’s effectively meeting the needs of the visitors and turning the prospective buyers into customers. It should be so appealing that it attracts visitors from all walks of life and also retain them to explore various stuff uploaded on your website.

The web design should be as simple as possible, not complex at all. No distracting links or images should appear in between of the product search, especially at the checkout process. Also, complicated animations, lengthy content, ambiguous terminology, stocky images, should be avoided as much as possible.

Editor’s note: Considering website design software? We can help you choose the one that’s right for you. Use the questionnaire below to have our vendor partners provide you with information from a variety of vendors for free: 

 

2. Do not manipulate prices

Hiding shipping charges from the customers until they reach the payment gateway could leave a negative impact on your sales and result in increased cart abandonment. Always make sure that the total price of a product is displayed to the customer at the first go only.

Stop playing the price change game with customers. Almost every customer has a very good memory when it comes to memorizing price. They won’t forget …

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How to Effectively Network as an Introvert

July 7, 2019


It is important to build the most powerful relationships possible within your business. Those key relationships and connections can have a powerful impact. But what do you do if you’re shy? If you’re introverted, or if you dread networking events and those awkward first conversations where you never know what to say?

Here are tips to help you build effective business communications and to network with people that can build powerful relationships for your business.

Focus on giving versus getting

Sometimes what you can give other people may not even be related to your business, and that’s okay. To build a strong relationship and foundation, you will want to be known as someone who is resourceful, who can connect, and who is a person who can contribute in a way that serves the other person.

Regardless of whether it is to your direct benefit or has to do with your business or not, building a relationship can be good for the long term. It can take a long time. But it’s worth your time and effort because those deep relationships can help you tremendously.

Be present

This does not require you to present yourself in a specific way. It requires you to pay attention to the one person in front of you. That means you need to keep eye contact. Don’t look around the room. Focus on the person communicating with you.

People notice when you’re not paying attention. It’s very rude, and it leaves a bad impression of you. Pay attention to the person communicating and colleagues you meet at the event. When the conversation is over, turn your attention somewhere else. 

Allow your introverted qualities and honor them

Imagine you have gone to a networking event that is two, three, four, five days long, or more. You need …

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How to Use Retargeting Pixels for Rapid Business Growth

July 1, 2019


 

  • Retargeting pixels, also known as cookies, is a way to market your products to customers who visit your website and leave.

  • Social media is a common platform for targeting customers. 

     

What are retargeting pixels?

Retargeting is a way to market your products and services to customers who visit your website, then decide to leave before completing their purchase. Think about the last time you visited an eCommerce storefront and added something to your cart, but didn’t check out. Chances are, not long after your potential purchase, you started spotting ads for the product and brand you were looking at all over social media and on other websites.

This process is possible when business owners or marketers add a retargeting pixel to their website. These pixels are more commonly known as tracking cookies. When a consumer visits a website with a retargeting pixel, the site drops the cookie on the user’s browser and only removes it when a purchase is made. The result of this technique is that customers will see your ads across various platforms and decide to come back and place their order.

Picking a platform

There are various platforms where you can use retargeting pixels to reach potential customers. The most common platform for getting generating leads and converting customers is social media. Research shows that 87% of businesses that use social media see increased exposure by putting themselves on various platforms. Your retargeting ads could lead the customer to check out your social media page before making a purchase, thus improving your odds of converting them on-site.

Social media retargeting usually appears throughout the user’s newsfeed naturally, but the type of content you use in your ad may determine whether or not they complete their purchase. For instance, many businesses offer a 10 to 20% discount …

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Showpad, a sales enablement platform for presentations and other collateral, raises $70M

Showpad, a sales enablement platform for presentations and other collateral, raises $70M

June 25, 2019

Sales teams have long turned to tech solutions to help improve how they source leads, develop relationships and close deals. Now, one of the startups that helps out at a key point in that trajectory is announcing a round of growth funding to help fuel its own rapid growth. Showpad, a sales enablement platform that lets salespeople source and organise relevant content and other collateral that they use in their deals, has raised a Series D of $70 million.

The funding, which brings the total raised by Showpad to $160 million, is coming in the form of debt and equity. The equity part is co-led by Dawn Capital and Insight Partners, with existing investors Hummingbird Ventures, and Korelya Capital also participating. Silicon Valley Bank is providing debt financing. This is one of the first big investments out of Dawn’s Opportunities Fund that we wrote about last week.

The company is not disclosing its valuation but Pieterjan Bouten, the CEO who co-founded the company with Louis Jonckheere (currently CPO) and Peter Minne (CTO), confirmed that it has doubled since last year, and is seven times the valuation it had when it raised a $50 million Series C in 2016. The company is growing 90% year-on-year at the moment in terms of revenues.

And as a point of reference, another sales enablement player, Seismic, last December raised a Series E of $100 million at a $1 billion valuation.

Founded in Ghent, Belgium, Showpad today operates across two main headquarters, its original European base and Chicago. The latter was the homebase of LearnCore, a company that Showpad acquired last year that focuses on sales coaching and training. This became a strategic acquisition to expand Showpad’s primary product, a platform that acts as a kind of content management system for …

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How to Optimize Customer Surveys for the Best Results

June 24, 2019


But what’s the most effective way to find out what your customers want from your products? What if you’d like to know more about what your customers think about your brand? How can you be sure to get an authentic, accurate response so you can ensure you’re doing everything you can to reach your goals and improve your overall conversion rate?

If you have yet to create and send out customer surveys, you’re missing out on an opportunity to dig deeper into the psyche of your audience so you can better cater to their needs and interests. Or, perhaps you have sent out surveys but didn’t get the response rate you were hoping for or the answers you received didn’t give you any actionable insights. If this is the case, it’s time to reevaluate your surveys and learn how to optimize them.

Why create customer surveys?

There are several reasons why you might want to send out a survey to your customers. Perhaps you feel like you don’t yet have enough information about what they want to optimize your conversion strategy so that you have a happy audience that’s loyal to your brand. For instance, the health brand Kinobody was able to use a survey to help visitors discover the best program for themselves, helping them convert between 47 and 73% of visitors into segmented leads.

Also, customer surveys provide business owners with insights that they wouldn’t have previously had if they had not gone out and sought out this feedback. Maybe you wish to learn how you can improve your products. You’re more able and willing to make rational, informed decisions based on what real customers have told you. A survey could help you understand what changes would help your product better suit your customers’ needs and …

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