Sales, generally, is about relationships. It’s about a human connection, usually an emotional one, backed up by a salesperson’s factual statistics to justify a purchase. In the digital marketing chain or funnel of sales, there is a point when you need to prepare your client’s prospects for a close, for a sale.
You can’t expect your client’s prospects to be ready if you haven’t prepared them along the way to the point when they are offered a proposal.
Here are FIVE TIPS to help you get your sales proposal ready, and when to strike.
- Woo & Cultivate
Relationships don’t just happen overnight. People don’t buy from people or companies they cannot trust; and trust comes with building a responsive relationship. It’s important that the prospect has made the relevant touches along the way, either coming in from email marketing or social media, before you strike with a proposal.
- Woo Some More
You need to work at it a bit more. Your client’s prospect needs to feel wooed. A sense of desire and energy for the product or service must still be kept alive. When you have created desire earlier on, this desire must be revived. Just like a relationship. You must woo your client’s prospect with gifts, for example. You can’t ask for a marriage just yet – your prospect will go a-running!
- Send A Proposal
There is a time that you need to strike before the lead becomes too cold for it to be led into the last stage of the funnel, the close. You must insist on sending a proposal through at the right time—not too early; not too late—and ensure that it is well-written and includes your client’s first name if possible. Make it personal, very personal, and ensure also that the proposal doesn’t sound like an empty-promise sales pitch.
- Follow Up
If no response is received within a week, it is essential that you follow up. You needn’t sound like a bug, but you can add a bit of urgency in at this stage; perhaps a bit of “scarcity” for the service or product. However, be careful not to let your client’s prospect feel too spooked by the proposal follow up that they run away forever. It still needs to be gentle, warm and very friendly.
- Get The Prospect Ready For A Close
This is not the end of the proposal. As you are aware, after a proposal, there needs to be a marriage. Now, in normal life this may be presumed; however, when it comes to your client’s prospects, you need to be very clear that the next time you contact them it will most likely be the time they enter their credit card details. Warm them up to this idea. Build on the trust in the proposal. Make it easy for them to say yes.
As with all marriages, it is a two-way street, which means you as the UK agency, need to be certain you can keep to your wide promises made in the early stages of the sale; and of course, the other party, the prospect, now united to your client’s brand, will offer money as its contribution.
There could even be more you could do with the closed sale such as keeping the sale as an ongoing customer for your client or one that could offer up referrals, which is the best type of lead you could ever get.
Related Tag: Globital UK
