Let’s face it, you don’t always buy a product the first time you hear about it or look at it. Usually you go through several different buying stages. Most commonly those stages are awareness, consideration, and decision. Consider for a moment if you just decided you wanted to buy a car, you wouldn’t go to the first lot you see and buy the first car that catches your eye (unless you were a billionaire, which hats off to you if you are.) Realistically, you would research and become aware of the different types of vehicles, such as SUVs, coupes, trucks, etc. Afterwards, you would narrow down a few options and consider only those. Finally, you’d go to the best lot and buy the car you decided on. It’s all about process, but unfortunately so many sales and marketing teams don’t incorporate a process. Most sales teams want to go for the jugular right off the bat, which hardly ever works. I’m here to help you teach your sales team the proper way to classify and market to your potential customers by automated marketing.
Are You Failing at Sales?
The whole objective is guiding people through the sales funnel and ultimately deciding to do business with you. However, most sales and marketing teams make 3 huge mistakes.
They lack proper and engaging content to last the entirety of the sales cycle.
They repeatedly use the same content for each step of the sales process.
They send emails one time and never follow through.
Most sales teams don’t always see they’re making those mistakes, but with automated or “drip” marketing they can make sure they send content at the right time and capitalize on every opportunity.
How Automated Lead Marketing Can Help You
It is common knowledge that nurtured leads increase sales, but it’s typically a long process and labor intensive. As mentioned above about buying a car, most buying processes are long and complex. Therefore, every piece of content should be tailored for the 3 buying stages of awareness, consideration, and decision.
Automated lead nurturing allows for detailed tracking of lead engagements with your content and site, and accurately placing your customers in the correct stage of the buying process. That means you can drip feed appropriate content at the right time and to the right people.
Key Points How Automated Lead Marketing Can Help:
Your sales team doesn’t put in efforts that could be best used elsewhere nor waste their time going over the benefits of your product or service. With automated drip marketing, your leads are already informed so you can use your efforts toward closing the sale.
Automated lead marketing takes time, but if done well you can see significant sales growth.
Create relevant content to support each buying stage and track your information along the way.
Automated lead marketing can show where in the funnel your leads aren’t “biting,” and allows you to develop your content based on such.
Automated lead or drip marketing can do wonders for your business. Never again let your sales team make rookie mistakes and in turn, capitalize on your leads. I mean, who wouldn’t want to give their sales team resources to save money and time. As always, go get em’!
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