VIDEO TRANSCRIPT:
B2B sales strategy 101: How to leverage excitement and fear to close more sales.
Hi. My name is Dacia Coffey. I’m the Vice President of The Fowler Group.
You’ve heard me talk a lot about the philosophy behind being a B2B agency
is to have a concrete way to overlay your sales cycle with your marketing
objectives and your goals. This helps you to make sure that every tool that
you use, whether it’s your website, whether it’s a sales presentation, or
whether it’s a closing tool, has an appropriate goal that matches where
your sales force is inside of their sales cycle.
In addition to this, to show you that we really know what we’re doing, we
overlaid a buying psychology. I’m sure that you may have seen our sales
cycle diagram, and you’ll see that of course, everybody’s sales cycle is
unique. However, for the most part, it’s developed into three different
sections. Piquing people’s curiosity, so getting that first meeting; the
middle part is building trust and moving forward with the relationship, and
the final part is closing the deal.
Do you put any attention into closing the deal? So often on the sales side
and on the marketing side, this is rushed through. So much attention is
given to getting the meeting and to gaining that initial prospect that once
you get through that, you’re overlooking almost the importance of making
sure that they sign on that final line.
If you submit proposals, if you have an estimate that has branded any tool,
any actual tangible item that they see when they are going to close, number
one, needs to make sure that it removes fear, and you need to be giving
close consideration to making sure that it’s appropriately respectful for
the long engagement that you have already engaged in with them. Engagement,
engaged, but you get the point.
You invested all of this time with your client. Make sure that final piece
of the puzzle is as good as it should be and as deserving as your company
and your brand need it to be.
If you’d like some more information on how to do this and what that looks
like exactly for your company, or even how we do that – because you know
that we do – I would love to chat with you. Thanks so much.
