Tips to Create an Effective Sales Process: – If you search the Internet you will find thousands of articles, tutorials and guides on how to get the first visits for your new online venture, create and manage ads on Google Adwords, Facebook, LinkedIn and many other channels. And even, how to position your business organically in different search engines. But, unfortunately, this is only the first step of a creating a long term sales process.
Tips to Create an Effective Sales Process
Here I’m going to share with you five learning experienced in the last 8 years helped us to grow and strengthen our company, as well as everything that I learned through other projects in which I invested:
- Unfortunately no one knows about your Venture yet
As much as you are passionate about your project and can solve the great problem for thousands of people, they still do not know it, they do not know you, they do not trust you and they do not know exactly how you can help them.
As much as you invest all your savings in advertising and hundreds of people arrive at your online platform, you are checking for the Baymard Institute that on average 7 out of 10 visits are never going to use your services, and can even be even more, because it was built on major brands that people already trust IBM.
It is for this reason that your sales process must begin first with the development of an excellent Landing Page. It must be in constant evolution through the development of A / B tests to improve the conversion and optimize the results. I recommend implementing a video of about 50 seconds that explains, with simple words, first what problem you are trying to solve the client and, secondly, what solution you offer them.
An excellent example of reference you can take for your video is Beepi, where with very simple graphics explain a new process of buying and selling used cars:
Do not forget to take the trouble to request some testimonials from your first clients and be able to add them to your Landing Page. In this way you will be able to transmit confidence to your users, since they still do not know you and it is proven that 67% of your future clients will be influenced by comments that you find on the Internet about your services.
However, the purpose of the Landing Page does not end there. Unfortunately most of your visits are going away without buying. It is for this reason that, depending on the product you offer, you should look for a viable alternative to be able to obtain at least the email of who is visiting your website. What you are looking for with this is to be able to begin your sales process to: educate the customer.
As an example of success, you can observe www.Booking.com to generate a “Lead” and save the email of its users, where even though you are not yet ready to book your hotel, they offer you send “secret” alerts with new Promotions. This will allow them to continue in constant contact with their users until they are ready to make the purchase.
Another option to generate your “Leads” for sale tracking is to provide a digital incentive, such as a guide or eBook that you can send to your users’ email box, as Kissmetrics does in its Guides section:
- First Educate your Customers, then sell is going to be much simpler
Once you have obtained the user’s email, it is essential that you continue with your sales process. Here you should not insist on selling again, but on: generating value for your users.
If for example, your platform is a solution for small and medium businesses to implement Online Marketing, then educate the client with a weekly sequence of emails about: “How to run an Internet advertising campaign from scratch?” Would be an excellent idea.
If you find it useful, the tool I use for this is ConvertKit, which allows you to automate this process completely for each new user that entered your database.
The goal of the sales process where you educate the client is to take him step by step until he is trained with the necessary knowledge to be able to use your service efficiently. Not all visits to your website will have the same level of learning to start using it right away, nor will they know all the advantages they can get from it. As a sample, in a study conducted by MOZ, the average user uses their services in visit number: 8; Yes they read well, just in the eighth visit, so it is so important that you carry out the correct follow up to finalize the sale.
Another hidden aspect, but very interesting in this mechanism of work, is that over time the person will feel more familiar with your venture, your brand, your way of working and consequently the chances of closing the sale are To increase considerably by positioning yourself in your mind above your competition.
- Never Underestimate the Potential of Personal Contact
While the previous point is the most feasible to scale your venture, at the beginning (the first 3 months) I recommend that you start with personal contacts (one by one) with your first customers. This helped us greatly to be able to grow our startup for 2 reasons:
It gives you the possibility to know better your users, their needs, their worries, their insecurities and their objections that stop them from making the purchase of our service.
It will allow you to design step by step the exact automation of emails that you will need in the future to follow up and educate your next customers until you can close the sale.
This third step takes a lot of time, dedication and effort, but without a doubt it is the most important of the five that I share in this note. If you know more to your potential customers than your competition, you will always win.
- Design your Boarding Process from day one
One mistake that I see very often is the lack of a process of approach so that the client can take the first steps and start using your services successfully.
Today the best that does this and who can learn is Canva. Use your software as a test only to understand how you can take a user who never used, or knows how your platform works, to be an expert in just 23 seconds.
Always remember to put yourself in the place of your new users, what they experience when they start using your services, their emotions, their needs to complete their task as soon as possible and reach the expected result.
- Remarketing: use it Wisely
Surely a while ago you can observe how different companies follow you wherever you go (news sites, social networks, etc.) to try to sell you again what you have decided not to buy. All this is thanks to Remarketing.
However, I invite you to give it a better functionality, instead of bothering the customer again, because they do not use this mechanism to continue creating bonds in the relationship between them and your long-term service.
Who I really liked how it does this is UXPin that uses remarketing for example through Facebook ads to help its clients to continue training them with guides, tutorials, eBooks, etc:
In the long run, when the client finally needs your services, I assure you that the first one who will think is going to be in you! Who helped him and was all the time at his side while learning and training.