13 Tips to Ask for the Sale & That’ll Guarantee You a YES

Source: https://www.autogrow.co/how-to-ask-for-the-sale/

Do you remember that special someone who you wanted to make a move on?

Whether you wanted to text them, call them, or even date them—you simply wanted to act on it.

But the problem was you were too afraid of rejection. I mean, who isn’t, right?

So you didn’t really know how to make the move.

You didn’t know how to pop that question you wanted a “yes” to.

But one thing you were confident about: if you didn’t act, you would never know how they felt.

Well, the exact same thing happens when you close sales. If you don’t ask for the sale, you will never make the sale (duh!) 🙄.

So even when you’ve built rapport, your prospect knows how great your product or service is, and has shown some serious interest, you still have to pop the question before you can close the sale.

Otherwise, you may lose that lead forever.

That’s why I wrote this article: to teach you how to ask for the sale—because if you don’t, someone else will(!).

Today, I’m going to tell you:

  • The 13 proven tips for asking for the sale without being pushy or annoying.
  • The best tactics we’ve followed here at AutoGrow that’ll guarantee you a YES.
  • And all the steps to take before you actually pop the question.

Ready to ask for your well-deserved sale? All you need to do is start doing this…

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

Tip #1 to Ask for the Sale: Qualify Your Leads & Weed Out the Ones That Will Likely Say No

Part of asking for the sale is to actually qualify your prospects first.

You see, a lot of the hard work behind asking for a sale comes from filtering out bad leads.

This process is nothing but weeding out leads that could likely aren’t going to be a fit for your products or service.

And then, the ones that are a good fit for whatever it is you’re selling are the ones you want to engage with and eventually ask for the sale.

You see, 57% of B2B companies say converting qualified leads into paying customers is a top priority according to MarketingSherpa.

Source

But when you qualify leads before getting on the call with them, asking for the sale virtually will be a lot easier.

And you already know that the best strategies for qualifying leads are:

  1. “Asking qualifying questions and asking the right qualifying questions
  2. Creating an engaging demo video
  3. Building an FAQ section into your sales page
  4. Surveying the leads that got away
  5. Setting a clear price point
  6. Being blunt about the basics
  7. Calling out the industries that are a good fit—and the ones that ain’t

By following these strategies, you’ll be able to qualify leads and filter out the bad ones before you even get on the phone.

And if your prospect doesn’t fit your ideal customer profile, then NEXT.

You shouldn’t waste your time getting on the phone or sending out further email outreach campaigns to people who won’t ever end up buying.

Ad since your time is precious…

Tip #2 to Ask for the Sale: Don’t Waste Your Time & Talk to the Decision-Maker or Whomever Has the Final Word

To actually get ready to effectively ask for the sale, you need to speak with the right person: the decision-maker.

So once you’ve qualified your leads and know you’ve already connected with the right prospects, it’s time to talk to the actual decision-maker.

Don’t waste your time talking to someone who doesn’t have the authority to close the deal.

Because most people who are in charge of closing sales are “trained” to say no or derail your proposal.

They’re trained to just listen to your pitch and then get back to their boss for a final say.

What’s problematic about this is that many times, these people aren’t going to “sell” your solution to those higher ups like they should.

And if you can actually get in front of that decision maker, you’re going to be much more likely to get their buy-in.

So instead, try closing the sale with the C-suite executive in charge…

…You know, the person who signs the checks and would say yes to your sales pitch without having to consult the decision with anyone else.

So make sure you’re not dealing with an entry-level person or assistant.

Ask to meet with the decision-maker to review your proposal before you even begin your virtual call or video call.

Tip #3 to Ask for the Sale: Don’t Be Afraid of Rejection & Be Confident—a “No” Is a Possibility

We’re naturally hard-wired to fear rejection. It’s only human.

But when you work in sales, you must overcome this fear. Because you’ll get rejected, laughed at, and/or ignored some times.

But I totally get it. It’s tough.

Especially in sales when someone laughs at your products—the ones you proudly created from scratch and expected everyone to love.

It’s hard to deal with rejection, yes, but not impossible.

And the first thing to do here is to be confident.

Confident about yourself and your product or service.

(You can even follow one of our proven-to-convert mind-hacks—boosting your self-image.)

If you built it from scratch, then you probably know perfectly how to sell your info product.

After all, no one will sell it better than you!

And if someone rejects it, that doesn’t mean they dislike you as a person.

If you hear a “no”, that means the buyer doesn’t need or want your product or service BUT don’t let that discourage you.

Instead, take it as a lesson.

How can you sell better? Were they even the right type of customer for your service? What kind of feedback did they give to help make your business stronger?

And don’t take rejection personally.

Even if a potential customer says “no”, that just means it’s time to move on to the next prospect.

And now that you’re confident and prepared for rejection, let’s be prepared for something else…

Tip #4 to Ask for the Sale: Be Prepared for Handling Any Sales Objections (Don’t Put That Sad Puppy Dog Face If You’re Rejected)

Ok so, you don’t only need to be mentally prepared for rejection.

You must also be prepared for any sales objection in general that your potential buyers might have.

But what does this mean?

This means that as perfect as your product or service is, your customers are still going to have objections to buying whatever it is you’re selling.

This happens no matter how refined your product is and how beneficial it may be.

People are still going to come up with reasons or excuses (valid or not valid) not to purchase your products or service.

In fact, Bit.ai found that a whopping 96% of your visitors simply aren’t ready to buy when they land on your website.

Source

And this happens specifically with high-ticket products and services.

Because people are going to be even more wary of investing large amounts of money in products they’re still unsure about.

That’s why I recommend being prepared to address and handle sales objections by following these sales strategies to close 481%+ more high-ticket sales.

For instance, these are the most common sales objections you could be forced to handle:

  1. “Your product/service is too expensive”
  2. “Now is not the right time for me to buy”
  3. “I need to check with other stakeholders”
  4. “I don’t think this will work for us”
  5. “We are going to go with x competitor instead”

And these are the best tactics to use to handle those objections:

  1. Take a breath before addressing objections
  2. Practice active listening
  3. Avoid monologuing and keep the flow going
  4. Respond to leads quickly
  5. Be persistent with your contacting
  6. Ask plenty of questions
  7. But don’t ask too many questions

Ok, now that you’re prepared to handle any sales objections, let’s talk about social proof.

Tip #5 to Ask for the Sale: Share Your Social Proof for Prospects’ Peace of Mind

Social proof is a salesperson’s most effective tactic for addressing sales objections and for setting the foundation before asking for the sale.

Social proof is any type of content that shows other people like your prospects have bought your products or services and that what you say about them is true.

That’s why we have social proof all over our website including our checkout pages.

For example, in this case study analyzed in our Proven Sales Conversion Pack, an eCommerce company added a testimonials widget directly below their add-to-cart button.

And the result was a 58% increase in sales (before is on the left, after on the right).

And here’s a company that used super-simple vanity stats in the form of social media followers to dramatically grow their leads and sales…

In this case, by simply adding a count for the number of Twitter followers (yes, Twitter followers) to the navigation bar of their site, the company’s conversion rate increased by 72%.

You see, none of your potential buyers want to feel “tricked” or waste their money or time on something they’re not 100% sure about.

And that’s where social proof comes in to “lubricate” a customer’s decision making.

Customers who want what you’re selling but are skeptical or afraid, naturally want some proof.

They want proof that you can provide the benefit you’re promising.

For instance, case studies, testimonials, vanity stats, and more will give your prospects some peace of mind.

However, pay extra special attention to case studies of buyers that were facing the same problem as your current prospect.

Using case studies can increase sales by 185%.

And this will help show that, yes, this product is in fact perfect for them.

We actually included an on-page (summarized) case study we used with the launch of our 6-Figure Sales Funnel Training on this info product’s landing page.

And although I didn’t AB test it, I knew this particular case study would have a positive impact and work well on our landing page.

I knew this because many of our customers of the training were marketing consultants / agencies, or even software agencies.

And it’s exactly why we have such a diverse range of industries in our clients.

See?

Tip #6 to Ask for the Sale: Listen to Your Potential Buyers’ Needs—Their Feedback Can Help You Improve Your Product or Service

The only way you can successfully get your prospects to buy is by figuring out who they are and what they want.

Now, the question is, how exactly do you do that when it comes to refining your sales pitch?

Well, one way is by actually taking a step back and listening to how you present it.

And this is actually one of the proven sales tips we at AutoGrow always follow.

For instance, Sales Hacker found that the bottom 20% of salespeople spent over 65% of conversations pitching their products.

But the top closers spent just over 40% pitching—the rest was spent listening to the customer.

Source

So this data shows that listeners are actually more successful in handling objections in sales and closing.

And on top of listening to your prospects, make sure you ask questions too.

In fact, Sales Hacker found that as sales reps asked more questions, their success rate actually rose too.

Source

But all that being said, you don’t want to ask too many questions either.

Sales Hacker actually found that after 11-14 targeted questions per call, the success rate of the sale will actually drop.

Source

And that’s because customers want to be treated like people, not just sales numbers.

And what your prospects have to say about your products or services can help you improve whatever it is you’re selling.

Because although they haven’t tried your products yet, user feedback can grow your sales by 71% (it’s happened to us).

Alright. It’s time now to know when exactly to ask for the sale.

Tip #7 to Ask for the Sale: Know When to Make the Move

Part of asking for the sale is knowing when to do it.

Not every single moment spent on your sales call will be a good moment for it.

Why?

Because the idea of a sales call is not just to close the sale but to evaluate if your product or service can and will solve a pressing problem for your prospects.

Thinking that every moment is the right time to ask for the sale is like thinking that you can close the sale with everyone.

So to find that perfect moment, suck up all the information you can from the prospect during the call.

The information you find may or may not seem directly relevant to your upcoming discussion, but it will give you the green light of when to ask for the sale.

So pay attention to the positive signs that your prospect gives you.

Tip #8 to Ask for the Sale: Don’t Wait for the Prospect to Make a Move

If you cannot, will not, or do not ask for the sale, guess what?

Someone else will!

So don’t wait for a miracle to happen. You gotta go for it.

Don’t wait for the prospect to actually tell you “Hey, it’s not necessary for me to listen to your sales pitch, I want to buy your products right now.”

Ideally, that would be the perfect scenario but it rarely happens 🙄.

So don’t wait for the potential customer to make a move. You do it first!

And when you do make the move and finally decide on asking for YOUR sale, avoid using negative words or phrases like “Unfortunately, no …” or “I’m sorry” that could scare off prospects.

Instead use these powerful words…

Tip #9 to Ask for the Sale: Use the Words That Sell

Let’s talk about some words that will boost your close rates and gain the trust of your prospects.

“Because”

Using this word is a great tip for closing sales.

In 2012, psychologist Ellen Langer conducted a study where an experimenter made a request to strangers using 1 of 3 different lines.

The second 2 lines included the word “because,” explaining why the request was made.

The first line without “because” only had a success rate of 60%. The second and third, both using the word “because,” had success rates of 93% and 94%.

Langer concluded that the simple addition of the word “because” was the key to getting strangers to comply with the request.

“Save” & “Free”

While “discount” may lower the value of a product in the prospects’ eyes, hearing about an opportunity to save money will reel them in.

Any opportunity to save money while solving a problem is something both new prospects and pre-existing clients want to hear about.

“Now”

Using the word “now” when talking about your product or service creates urgency.

“Now” belongs to a group of words and phrases that are called “Action Words”—terms that are particularly good at driving action in your buyers.

CoSchedule actually put together a list of their own action words which are ripe for writing clickable CTAs. Check them out below.

Source

Action words like “now” give a little push to your prospect to move forward.

By helping your prospect understand that you can solve their problem now, you’ll help them make a decision sooner rather than later.

And the longer they wait, the lower and lower your chances are of closing the deal.

Tip #10 to Ask for the Sale: Pitch Your Solution, Not Your Product or Service

Don’t go into long, drawn-out explanations of how your product or service solves any pain points or problems to your prospects.

Do it (explain how your product or service solves any problems) but be concise.

You see, the success you have in your sales isn’t as much about what you’re selling. It’s more about you and how you sell.

In fact, a recent study by Science Direct confirmed that sellers are more persuasive when they believe in what they’re selling.

And if your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

So you must focus your sales pitch on how your product or service solves a problem for your customers. Not the product per se.

When asking for the sale you must do this because prospects want to learn more about your company.

They want to hear why you’re superior to your competitors.

They want your product or service to be the solution they’ve been looking for.

And you’ll establish rapport and loyalty by educating your clients about the value of your products or service and how they simply help them solve a problem.

For instance, always remind your clients of the value your service adds to them.

Always highlight the benefits of signing up or partnering with your business.

After all, even a perfect pitch for a perfect product or service can be ruined by poor handling of your buyer’s interests.

Tip #11 to Ask for the Sale: Assume the Sale

Always assume the sale.

Even if prospects are hesitant to sign up for your service or buy your product, never assume they’ll say no.

Instead, intentionally assume that the prospect has already said yes to the sale.

If you change your underlying thoughts about a possible negative response, you’re bound to get better results.

This technique works really well because it comes off as being professional and confident (as long as you don’t beg for the sale).

All you need to do is not misunderstand your prospect’s attitude, behavior, or words.

In other words, just because their face expression seems to say “I’m not buying from you” that doesn’t really mean they won’t.

So the only assumption you should make is that they will say yes.

For this, you can ask them at the end of the call: “Do you know which package you’d like to sign up for today?”

See how professional and annoying-less it sounds?

Tip #12 to Ask for the Sale: Give an Incentive & Add Urgency(!)

The fear of missing out(FOMO) on something is almost 2X as powerful as the feeling of gaining something.

People are more willing to take a risk or act on an opportunity to avoid a loss.

And as a marketer, business owner, or salesperson, you can use that natural tendency to your advantage.

One of the 313 conversion rate case studies analyzed showed how a company grew their revenue by nearly 25% just by implementing scarcity messaging.

Here are 2 of their CTA boxes before the change…

And here they are after

By putting a hard date on the offer expiration, they saw a whopping 24.5% revenue growth.

So if you want to get more people to act on the product or service you’re pitching, give an incentive or add urgency to the prospect.

Tip #13 to Ask for the Sale: Congratulate Your Prospects Throughout the Process—Especially After Saying YES(!)

The same way you congratulate or thank prospects as they move down your funnel, you should do the same when you get on your virtual call with them.

Reassuring them and reinforcing the idea that they just took an important first step down your funnel is vital in nurturing the relationship with customers.

So go ahead and remind your customers and/or clients that they’ve just made a great choice by even considering listening to your pitch.

Conclusion

Download the “13 Tips to Ask for the Sale & That’ll Guarantee You a YES” so you won’t forget to take action on it later. Click here to download it now.

The idea of a sales call is not just to close the sale.

You’re looking to evaluate if your product or service can and will solve a recurring problem for your prospects.

That’s why asking for the sale is not just actually asking for the sale. It requires a series of steps or preparation in order to pop the question.

To review, here are the main points you learned with this article:

  • If you cannot, will not, or do not ask for the sale, someone else will!
  • A lot of the hard work behind asking for a sale comes from filtering out bad leads.
  • Don’t waste your time talking to someone who doesn’t have the authority to close the deal.
  • Know how to handle your prospects’ sales objections.
  • Even a perfect pitch for a perfect product or service can be ruined by poor handling of a buyer’s objections.
  • By listening to what your prospects have to say you can actually improve your products or services.
  • If your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

And now that you know that asking for the sale is about:

  • Understanding your target customer
  • Diagnosing their problem
  • Understanding if that problem matches well with your solution
  • And doing what is within your power to show the prospective customer “Hey, this could really help you, and here’s how”

…Tell me something, was this article helpful to you? Do you have any suggestions or tips to add for how to ask for the sale?

Let me know in the comments below.

Keep AutoGrowin’, stay focused.

Read more

COS, McDonald’s Launch New Sustainability Initiatives. Does it Matter Why?

Source: https://postfunnel.com/cos-mcdonalds-launch-new-sustainability-initiatives-does-it-matter-why/

COS is set to launch a new resale platform called Resell to extend its clothing’s lifecycle and promote sustainability. Positioned as a renewable retail solution, customers can buy and sell pre-owned and pre-loved COS items directly on the brand’s platform.

The initiative, which is set to be available globally in autumn, comes from the brand’s parent company, H&M, who has already been using recycled cotton and other organic fabrics through its sustainable fashion initiative.

In an effort to reinforce circular fashion and implement renewable solutions, COS will charge a 10% commission to cover operational costs for every pre-owned item sold on the platform.

“Resell reinforces COS’ ambition and journey to becoming fully circular and renewable, developing innovative ways to continue the brand’s commitment to quality and longevity by re-imaging the lifecycle of each pre-loved piece,” the company said.

However, some critics say the initiative comes from a pure strategic business standpoint rather than a real effort to fight waste and make better environmental decisions for our planet.

“It’s another way that [parent company H&M] avoids having the conversation about overproduction,” says Aja Barber, sustainability consultant, and advocate.

“There’s value, but let’s be honest, they’re just trying to tap into the resale market.”

But H&M isn’t backing down. In response to the criticism, the Swedish retail giant said:

“It’s in our interest to sell everything we produce. That said, the way we design, produce, and enjoy fashion simply must change. As a global fashion retailer, H&M Group has a big role to play and this is the reason why we are transforming our whole business to become fully circular and climate positive.”

At the same time, McDonald’s is also testing out some reusability options in the U.K. by creating a new system of reusable, returnable coffee cups.

The idea is to create an alternative for coffee cups where customers return the cup to McDonald’s when they’re finished drinking by either dropping it off at a nearby branch, supermarket or other drop-off site.

“Reuse is a really interesting, important tool in a suite of tools that we will need, and we’re exploring as we look to keep waste out of nature,” says Jenny McColloch, vice president of global sustainability at McDonald’s Corporation.

It will be the first brand in the fast-food market to partner with Loop to take on the initiative, which brings back the “milkman model” of the 1950s to reduce waste:

You buy the “milk” which is delivered to your house in a “bottle”, that is later picked up from the “milk box” on your porch and reused when your done with it. You got the idea.

Some of the world’s leading consumer goods companies use Loop, including:

  • Procter & Gamble
  • The Body Shop
  • Unilever
  • Nestlé
  • PepsiCo
  • Danone
  • Mars Petcare
  • Mondelēz International

So, can a good initiative just be a good initiative? Does the motive matter? Depends on how you communicate it.

The post COS, McDonald’s Launch New Sustainability Initiatives. Does it Matter Why? appeared first on Post Funnel.

Read more

13 Tips to Ask for the Sale & That’ll Guarantee You a YES

Source: https://www.autogrow.co/how-to-ask-for-the-sale/

Do you remember that special someone who you wanted to make a move on?

Whether you wanted to text them, call them, or even date them—you simply wanted to act on it.

But the problem was you were too afraid of rejection. I mean, who isn’t, right?

So you didn’t really know how to make the move.

You didn’t know how to pop that question you wanted a “yes” to.

But one thing you were confident about: if you didn’t act, you would never know how they felt.

Well, the exact same thing happens when you close sales. If you don’t ask for the sale, you will never make the sale (duh!) 🙄.

So even when you’ve built rapport, your prospect knows how great your product or service is, and has shown some serious interest, you still have to pop the question before you can close the sale.

Otherwise, you may lose that lead forever.

That’s why I wrote this article: to teach you how to ask for the sale—because if you don’t, someone else will(!).

Today, I’m going to tell you:

  • The 13 proven tips for asking for the sale without being pushy or annoying.
  • The best tactics we’ve followed here at AutoGrow that’ll guarantee you a YES.
  • And all the steps to take before you actually pop the question.

Ready to ask for your well-deserved sale? All you need to do is start doing this…

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

Tip #1 to Ask for the Sale: Qualify Your Leads & Weed Out the Ones That Will Likely Say No

Part of asking for the sale is to actually qualify your prospects first.

You see, a lot of the hard work behind asking for a sale comes from filtering out bad leads.

This process is nothing but weeding out leads that could likely aren’t going to be a fit for your products or service.

And then, the ones that are a good fit for whatever it is you’re selling are the ones you want to engage with and eventually ask for the sale.

You see, 57% of B2B companies say converting qualified leads into paying customers is a top priority according to MarketingSherpa.

Source

But when you qualify leads before getting on the call with them, asking for the sale virtually will be a lot easier.

And you already know that the best strategies for qualifying leads are:

  1. “Asking qualifying questions and asking the right qualifying questions
  2. Creating an engaging demo video
  3. Building an FAQ section into your sales page
  4. Surveying the leads that got away
  5. Setting a clear price point
  6. Being blunt about the basics
  7. Calling out the industries that are a good fit—and the ones that ain’t

By following these strategies, you’ll be able to qualify leads and filter out the bad ones before you even get on the phone.

And if your prospect doesn’t fit your ideal customer profile, then NEXT.

You shouldn’t waste your time getting on the phone or sending out further email outreach campaigns to people who won’t ever end up buying.

Ad since your time is precious…

Tip #2 to Ask for the Sale: Don’t Waste Your Time & Talk to the Decision-Maker or Whomever Has the Final Word

To actually get ready to effectively ask for the sale, you need to speak with the right person: the decision-maker.

So once you’ve qualified your leads and know you’ve already connected with the right prospects, it’s time to talk to the actual decision-maker.

Don’t waste your time talking to someone who doesn’t have the authority to close the deal.

Because most people who are in charge of closing sales are “trained” to say no or derail your proposal.

They’re trained to just listen to your pitch and then get back to their boss for a final say.

What’s problematic about this is that many times, these people aren’t going to “sell” your solution to those higher ups like they should.

And if you can actually get in front of that decision maker, you’re going to be much more likely to get their buy-in.

So instead, try closing the sale with the C-suite executive in charge…

…You know, the person who signs the checks and would say yes to your sales pitch without having to consult the decision with anyone else.

So make sure you’re not dealing with an entry-level person or assistant.

Ask to meet with the decision-maker to review your proposal before you even begin your virtual call or video call.

Tip #3 to Ask for the Sale: Don’t Be Afraid of Rejection & Be Confident—a “No” Is a Possibility

We’re naturally hard-wired to fear rejection. It’s only human.

But when you work in sales, you must overcome this fear. Because you’ll get rejected, laughed at, and/or ignored some times.

But I totally get it. It’s tough.

Especially in sales when someone laughs at your products—the ones you proudly created from scratch and expected everyone to love.

It’s hard to deal with rejection, yes, but not impossible.

And the first thing to do here is to be confident.

Confident about yourself and your product or service.

(You can even follow one of our proven-to-convert mind-hacks—boosting your self-image.)

If you built it from scratch, then you probably know perfectly how to sell your info product.

After all, no one will sell it better than you!

And if someone rejects it, that doesn’t mean they dislike you as a person.

If you hear a “no”, that means the buyer doesn’t need or want your product or service BUT don’t let that discourage you.

Instead, take it as a lesson.

How can you sell better? Were they even the right type of customer for your service? What kind of feedback did they give to help make your business stronger?

And don’t take rejection personally.

Even if a potential customer says “no”, that just means it’s time to move on to the next prospect.

And now that you’re confident and prepared for rejection, let’s be prepared for something else…

Tip #4 to Ask for the Sale: Be Prepared for Handling Any Sales Objections (Don’t Put That Sad Puppy Dog Face If You’re Rejected)

Ok so, you don’t only need to be mentally prepared for rejection.

You must also be prepared for any sales objection in general that your potential buyers might have.

But what does this mean?

This means that as perfect as your product or service is, your customers are still going to have objections to buying whatever it is you’re selling.

This happens no matter how refined your product is and how beneficial it may be.

People are still going to come up with reasons or excuses (valid or not valid) not to purchase your products or service.

In fact, Bit.ai found that a whopping 96% of your visitors simply aren’t ready to buy when they land on your website.

Source

And this happens specifically with high-ticket products and services.

Because people are going to be even more wary of investing large amounts of money in products they’re still unsure about.

That’s why I recommend being prepared to address and handle sales objections by following these sales strategies to close 481%+ more high-ticket sales.

For instance, these are the most common sales objections you could be forced to handle:

  1. “Your product/service is too expensive”
  2. “Now is not the right time for me to buy”
  3. “I need to check with other stakeholders”
  4. “I don’t think this will work for us”
  5. “We are going to go with x competitor instead”

And these are the best tactics to use to handle those objections:

  1. Take a breath before addressing objections
  2. Practice active listening
  3. Avoid monologuing and keep the flow going
  4. Respond to leads quickly
  5. Be persistent with your contacting
  6. Ask plenty of questions
  7. But don’t ask too many questions

Ok, now that you’re prepared to handle any sales objections, let’s talk about social proof.

Tip #5 to Ask for the Sale: Share Your Social Proof for Prospects’ Peace of Mind

Social proof is a salesperson’s most effective tactic for addressing sales objections and for setting the foundation before asking for the sale.

Social proof is any type of content that shows other people like your prospects have bought your products or services and that what you say about them is true.

That’s why we have social proof all over our website including our checkout pages.

For example, in this case study analyzed in our Proven Sales Conversion Pack, an eCommerce company added a testimonials widget directly below their add-to-cart button.

And the result was a 58% increase in sales (before is on the left, after on the right).

And here’s a company that used super-simple vanity stats in the form of social media followers to dramatically grow their leads and sales…

In this case, by simply adding a count for the number of Twitter followers (yes, Twitter followers) to the navigation bar of their site, the company’s conversion rate increased by 72%.

You see, none of your potential buyers want to feel “tricked” or waste their money or time on something they’re not 100% sure about.

And that’s where social proof comes in to “lubricate” a customer’s decision making.

Customers who want what you’re selling but are skeptical or afraid, naturally want some proof.

They want proof that you can provide the benefit you’re promising.

For instance, case studies, testimonials, vanity stats, and more will give your prospects some peace of mind.

However, pay extra special attention to case studies of buyers that were facing the same problem as your current prospect.

Using case studies can increase sales by 185%.

And this will help show that, yes, this product is in fact perfect for them.

We actually included an on-page (summarized) case study we used with the launch of our 6-Figure Sales Funnel Training on this info product’s landing page.

And although I didn’t AB test it, I knew this particular case study would have a positive impact and work well on our landing page.

I knew this because many of our customers of the training were marketing consultants / agencies, or even software agencies.

And it’s exactly why we have such a diverse range of industries in our clients.

See?

Tip #6 to Ask for the Sale: Listen to Your Potential Buyers’ Needs—Their Feedback Can Help You Improve Your Product or Service

The only way you can successfully get your prospects to buy is by figuring out who they are and what they want.

Now, the question is, how exactly do you do that when it comes to refining your sales pitch?

Well, one way is by actually taking a step back and listening to how you present it.

And this is actually one of the proven sales tips we at AutoGrow always follow.

For instance, Sales Hacker found that the bottom 20% of salespeople spent over 65% of conversations pitching their products.

But the top closers spent just over 40% pitching—the rest was spent listening to the customer.

Source

So this data shows that listeners are actually more successful in handling objections in sales and closing.

And on top of listening to your prospects, make sure you ask questions too.

In fact, Sales Hacker found that as sales reps asked more questions, their success rate actually rose too.

Source

But all that being said, you don’t want to ask too many questions either.

Sales Hacker actually found that after 11-14 targeted questions per call, the success rate of the sale will actually drop.

Source

And that’s because customers want to be treated like people, not just sales numbers.

And what your prospects have to say about your products or services can help you improve whatever it is you’re selling.

Because although they haven’t tried your products yet, user feedback can grow your sales by 71% (it’s happened to us).

Alright. It’s time now to know when exactly to ask for the sale.

Tip #7 to Ask for the Sale: Know When to Make the Move

Part of asking for the sale is knowing when to do it.

Not every single moment spent on your sales call will be a good moment for it.

Why?

Because the idea of a sales call is not just to close the sale but to evaluate if your product or service can and will solve a pressing problem for your prospects.

Thinking that every moment is the right time to ask for the sale is like thinking that you can close the sale with everyone.

So to find that perfect moment, suck up all the information you can from the prospect during the call.

The information you find may or may not seem directly relevant to your upcoming discussion, but it will give you the green light of when to ask for the sale.

So pay attention to the positive signs that your prospect gives you.

Tip #8 to Ask for the Sale: Don’t Wait for the Prospect to Make a Move

If you cannot, will not, or do not ask for the sale, guess what?

Someone else will!

So don’t wait for a miracle to happen. You gotta go for it.

Don’t wait for the prospect to actually tell you “Hey, it’s not necessary for me to listen to your sales pitch, I want to buy your products right now.”

Ideally, that would be the perfect scenario but it rarely happens 🙄.

So don’t wait for the potential customer to make a move. You do it first!

And when you do make the move and finally decide on asking for YOUR sale, avoid using negative words or phrases like “Unfortunately, no …” or “I’m sorry” that could scare off prospects.

Instead use these powerful words…

Tip #9 to Ask for the Sale: Use the Words That Sell

Let’s talk about some words that will boost your close rates and gain the trust of your prospects.

“Because”

Using this word is a great tip for closing sales.

In 2012, psychologist Ellen Langer conducted a study where an experimenter made a request to strangers using 1 of 3 different lines.

The second 2 lines included the word “because,” explaining why the request was made.

The first line without “because” only had a success rate of 60%. The second and third, both using the word “because,” had success rates of 93% and 94%.

Langer concluded that the simple addition of the word “because” was the key to getting strangers to comply with the request.

“Save” & “Free”

While “discount” may lower the value of a product in the prospects’ eyes, hearing about an opportunity to save money will reel them in.

Any opportunity to save money while solving a problem is something both new prospects and pre-existing clients want to hear about.

“Now”

Using the word “now” when talking about your product or service creates urgency.

“Now” belongs to a group of words and phrases that are called “Action Words”—terms that are particularly good at driving action in your buyers.

CoSchedule actually put together a list of their own action words which are ripe for writing clickable CTAs. Check them out below.

Source

Action words like “now” give a little push to your prospect to move forward.

By helping your prospect understand that you can solve their problem now, you’ll help them make a decision sooner rather than later.

And the longer they wait, the lower and lower your chances are of closing the deal.

Tip #10 to Ask for the Sale: Pitch Your Solution, Not Your Product or Service

Don’t go into long, drawn-out explanations of how your product or service solves any pain points or problems to your prospects.

Do it (explain how your product or service solves any problems) but be concise.

You see, the success you have in your sales isn’t as much about what you’re selling. It’s more about you and how you sell.

In fact, a recent study by Science Direct confirmed that sellers are more persuasive when they believe in what they’re selling.

And if your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

So you must focus your sales pitch on how your product or service solves a problem for your customers. Not the product per se.

When asking for the sale you must do this because prospects want to learn more about your company.

They want to hear why you’re superior to your competitors.

They want your product or service to be the solution they’ve been looking for.

And you’ll establish rapport and loyalty by educating your clients about the value of your products or service and how they simply help them solve a problem.

For instance, always remind your clients of the value your service adds to them.

Always highlight the benefits of signing up or partnering with your business.

After all, even a perfect pitch for a perfect product or service can be ruined by poor handling of your buyer’s interests.

Tip #11 to Ask for the Sale: Assume the Sale

Always assume the sale.

Even if prospects are hesitant to sign up for your service or buy your product, never assume they’ll say no.

Instead, intentionally assume that the prospect has already said yes to the sale.

If you change your underlying thoughts about a possible negative response, you’re bound to get better results.

This technique works really well because it comes off as being professional and confident (as long as you don’t beg for the sale).

All you need to do is not misunderstand your prospect’s attitude, behavior, or words.

In other words, just because their face expression seems to say “I’m not buying from you” that doesn’t really mean they won’t.

So the only assumption you should make is that they will say yes.

For this, you can ask them at the end of the call: “Do you know which package you’d like to sign up for today?”

See how professional and annoying-less it sounds?

Tip #12 to Ask for the Sale: Give an Incentive & Add Urgency(!)

The fear of missing out(FOMO) on something is almost 2X as powerful as the feeling of gaining something.

People are more willing to take a risk or act on an opportunity to avoid a loss.

And as a marketer, business owner, or salesperson, you can use that natural tendency to your advantage.

One of the 313 conversion rate case studies analyzed showed how a company grew their revenue by nearly 25% just by implementing scarcity messaging.

Here are 2 of their CTA boxes before the change…

And here they are after

By putting a hard date on the offer expiration, they saw a whopping 24.5% revenue growth.

So if you want to get more people to act on the product or service you’re pitching, give an incentive or add urgency to the prospect.

Tip #13 to Ask for the Sale: Congratulate Your Prospects Throughout the Process—Especially After Saying YES(!)

The same way you congratulate or thank prospects as they move down your funnel, you should do the same when you get on your virtual call with them.

Reassuring them and reinforcing the idea that they just took an important first step down your funnel is vital in nurturing the relationship with customers.

So go ahead and remind your customers and/or clients that they’ve just made a great choice by even considering listening to your pitch.

Conclusion

Download the “13 Tips to Ask for the Sale & That’ll Guarantee You a YES” so you won’t forget to take action on it later. Click here to download it now.

The idea of a sales call is not just to close the sale.

You’re looking to evaluate if your product or service can and will solve a recurring problem for your prospects.

That’s why asking for the sale is not just actually asking for the sale. It requires a series of steps or preparation in order to pop the question.

To review, here are the main points you learned with this article:

  • If you cannot, will not, or do not ask for the sale, someone else will!
  • A lot of the hard work behind asking for a sale comes from filtering out bad leads.
  • Don’t waste your time talking to someone who doesn’t have the authority to close the deal.
  • Know how to handle your prospects’ sales objections.
  • Even a perfect pitch for a perfect product or service can be ruined by poor handling of a buyer’s objections.
  • By listening to what your prospects have to say you can actually improve your products or services.
  • If your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

And now that you know that asking for the sale is about:

  • Understanding your target customer
  • Diagnosing their problem
  • Understanding if that problem matches well with your solution
  • And doing what is within your power to show the prospective customer “Hey, this could really help you, and here’s how”

…Tell me something, was this article helpful to you? Do you have any suggestions or tips to add for how to ask for the sale?

Let me know in the comments below.

Keep AutoGrowin’, stay focused.

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Pets at Home: Caring for CRM as They Do for Pets

Source: https://postfunnel.com/pets-at-home-caring-for-crm-as-they-do-for-pets/

Welcome back to PostFunnel’s weekly brand analysis. Today we’ll grade the pet supplies retailer Pets at Home, who sells pet products including food, toys, bedding, medication, accessories, and actual pets, too.

We don’t usually give away the score here, and kinda want to make you scroll all the way down (or even, heaven forbid, read it all through) – but we can’t help ourselves. So here it comes: after analyzing 18 brands, Pets at Home is the new leader!

Oh, and just in case you’re new here, let us quickly tell you that each week, we rate a significant brand’s basic CRM practices according to our 7 CRM commandments  – rules that every brand must obey these days.

Find all previous analyses and scores here and below.

And now, for our new #1’s:

1. Be Transparent 10/10

Right off the bat – a perfect score.

Pets at home recently unveiled its plans to move into a huge new £48 million storage and distribution center in Staffordshire. The deal could see it occupy 670,000 sq ft at the Redhill business park.

The move will create about 1000 jobs, and we like that they have publicly announced the exact number – which will help the press and public hold them to it.

Pets at Home bosses said, “the current site at Stoke, which employs 450 people, would close, but all colleagues will be offered the opportunity to transfer.” Further proving the brand’s transparency. The fact you can find these announcements on the internet shouldn’t be taken for granted.

As for the brand’s website, Pets at Home has an entire webpage dedicated to top trending questions, some of which have to do with COVID-19:

Overall, it’s a lot of information to put out there.

2. Incentives and Perks 10/10

Oh, what’s that? Another 10? Yup. Soo manyy discounts!

The slide gallery at the top of the company’s HP clearly displays discounted offers to shop for via the “price drop” banner:

And the brand offers a 10% discount for newbies joining the puppy and kitten club.

Additionally, we noticed that Pets at Home offers other incentives and perks (free gifts, 50% discounts, frequent buyer clubs, and more.)

On top of that – we were invited to join a VIP club (as shown in the banner below), all of which are excellent CRM practices for nurturing clients and retaining the valuables ones.

3. Be Relevant 10/10

Okay, you know the drill.

The contact-free home delivery option and free store collection from over 450 stores are relevant for these times:

Also, since the outbreak of COVID-19, animal rehoming centers have been unable to raise enough funds to properly care for elderly rescue pets. The National Animal Welfare Trust’s (NAWT) Trindledown Farm base has been particularly facing hardship and even possible extinction.

Therefore, as their charity of the year – Pets at Home’s Newbury store colleagues voted to support Trindledown Farm.

“It’s been really tough without the charities in store, but we’ve worked with Trindledown Farm before and the team loves the set-up there and the work they do is so vital,” Pets At Home store fundraiser Steff Beglin said.

“It was extremely hard at the beginning when we reduced our hours and were run off our feet. Then we extended our working hours, and customers were still queuing out the door.”

4. Be Helpful 10/10

Is this Pets at Home or Nadia Comaneci?

The brand definitely knows how to care for the customer’s pet by showing empathy towards emotional and sensitive issues.

For instance, the banner below provides customers with tips on guiding your puppy to live their best life, stopping early signs of illness, training tips, and even providing info on controversial topics as to whether to get your pet neutered.

Additionally, Pets at Home offers a Complete Care health plan to cover pets’ healthcare essentials.

The page reads:

With our Complete Care Health Plan, you’ll receive all the healthcare essentials, expert veterinary care, and cost savings on routine treatments.Plus, receive special offers and discounts on additional treatments. We’ll also send you handy reminders of when your pet’s annual vaccinations are due and when to administer their flea and worm treatment, to help you keep on top of your pet’s healthcare.”

On twitter, we noticed the brand retweeted the post below in a mission to help find a missing dog:

All in all, seems as if the brand genuinely cares for the well-being of both the owner and the pet, especially during hectic times as such:

 

5. Realtime Personalization 6/10

First deducted points!

Here, we are looking at two things. One, how on-site suggestions, recommendations, cross-selling options, etc. And two, off-site immediate retargeting.

When it comes to the first part – Pets at Home did pretty well. When we added items to our cart, we received similar item suggestions:

Plus, we saw the same product type when going back to the HP:

You might think it’s a basic practice. And you’ll be right. But not all sites are doing it, even though it’s 2020 already… And not everyone is doing it smoothly (though this is part of the next segment below).

When we went off-site, we did not see any immediate retargeting.

6. Master UX 10/10

And… we’re right back at double-digit scores, as to cap the visit off, we must give them kudos for a brilliant on-site experience.

First, it seems as if the brand is trying very hard to provide customers with personalized and tailored customer experience (even if not realtime), guiding customers through the site in order to provide them with the most relevant experience.

 

When choosing the “puppy” option and going back to their HP, the banner immediately changed to feature a dog – well done on getting this part of the personalization right:

From now on our entire experience on the site was completely altered to promote us doggy items:

But that’s not all. From the moment that our entire user experience was altered to suit our specific needs – which is shopping for and tending to our dog – we had a remarkable experience with the brand.

Everything was tailored to help us find absolutely everything we may be looking for. And though Pets at Home offers an abundance of services and information, it was still easy, as well as enjoyable to access the products we came to shop/look into.

The brands filtering options were also useful to narrow down the options according to breed, diet, flavor, and so many other requirements.

In addition, the price range feature below was indeed useful:

7. Leverage Social Media 8/10

Two more points deducted here, because we did not see anything too innovative.

But, besides that – they are checking all the boxes of good, solid social media work.

The brand posts the same type of “cute” content, in high frequency, on all three social media accounts that we checked (Facebook, Instagram, and Twitter).

On Facebook, they post fantastic giveaways and partnerships, as such:

And of course, cute pictures for “someone who needs them” RN.

On Instagram, the brand has 155k followers, and posts the same type of cute content, also in videos:

 

View this post on Instagram

 

‘Did someone mention the word nap?’ 😆✋🐱 📸 (@callmenoots) #petsathome #catnap #russianblue

A post shared by Pets at Home (@petsathomeuk) on Sep 14, 2020 at 8:01am PDT

At the time of the analysis, we didn’t see the brand using the “Instastory” feature though, which is a shame as many Instagrammers solely go on the platform to view this feature.

On Twitter, the brand Tweets some useful tips for getting through these tough times together. Another goal the brand seems to be aiming for on this platform is raising awareness around animal welfare, as shown here:

**

As you know by now – Pets at Home is taking first place! With a whopping 64/70 score (88%), they dethrone Lowe’s and Petco, which help the #1 spot together.

Now just nail that realtime personalization part of the experience, sprinkle some innovative initiatives on social media – and we might be looking at 100%.

Here are the full rankings of all the brands we analyzed to date:

  1. Pets at Home 91%
  2. Lowe’s 90%
  3. Petco 90%
  4. Target 87%
  5. Uniqlo 86%
  6. West Elm 81%
  7. Best Buy 78%
  8. Etsy 76%
  9. The Body Shop 74%
  10. Gymshark 73%
  11. Tommy Hilfiger 70%
  12. Walgreens 70%
  13. Fiverr 67%
  14. Next 63%
  15. Patagonia 61%
  16. Burberry 60%
  17. COS 57%
  18. Dream11 53%

 

We publish a new analysis every week, so watch this space for more brand analyses coming your way!

The post Pets at Home: Caring for CRM as They Do for Pets appeared first on Post Funnel.

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888 vs. Betway – Who Won the CRM Match?

Source: https://postfunnel.com/888-vs-betway-who-won-the-crm-match/

Welcome to our 11th Brand Prix, where instead of only investigating the companies’ CRM, we check out the customer experience in a more wholesome way – as we compare two leading online gaming companies.

You can check out past editions to get into the groove: Adidas vs. Nike, Target vs. Walmart, Banana Republic vs. J.Crew,Gap vs. Zara, Groupon vs. Living SocialKiehl’s vs. Liz Earle, Sunglass Hut vs. Warby Parker,  Brooklinen vs. Parachute and Blue Apron vs. Sun Basket

Introduction

In this series, PostFunnel follows two competing brands to thoroughly assess their customer marketing execution – stress testing their CRM efforts.

For each case study, we enact a customer journey with the respective brands, documenting every user interaction that was sent to our testers.

Then we give professional inputs and insights from our experience with the two platforms for you.

And score them – so let the games begin!

The Companies

This time, we went full-gaming mode, with two leading platforms in the gambling industry – 888 and Betway.

888
Established in 1997, this popular brand offers players several different gambling platforms to bet on. As a publicly traded company, 888 is not only a large, well-known real-money gaming provider – it has a reputation for being the market leader in the global online gaming industry.

Betway
The Betway Group is a global online gambling company with a number of brands including Betway Sportsbook, Betway Casino, Betway Vegas, Betway Bingo and Betway Poker. Since 2006, this brand has been a leading provider of first-class entertainment across sports betting, casino, bingo, and poker games.

Methodology

We split the analysis into 5 pillars:

  • Conversion Funnel
  • On-Boarding Funnel (Welcome Journey)
  • Emotional Communications (Trigger-Base)
  • Personalized Communications
  • and the General Feeling we had with the brand throughout our user journey.

At the end, we give each brand an average final score according to the above categories.

Conversion Funnel

For the purpose of this experiment, we split the conversion funnel into 2 parts:

  1. 7 days from the first-ever visit to registration – we visited the websites a couple of times, browsed different pages, and filled some uncompleted bets during this period.
  2. The following week, when we made our first deposit, gave our consent to receive communication from the brand, and waited to receive any kind of direct messaging without completing “know your client” verification forms (KYC).

888
When first entering the 888sport website, we accepted cookies and agreed to receive notifications from the brand. During the following few days, we visited the site, browsed different pages, and filled our betting slip. All this and no communications were sent from 888sport.

The brand did not remember our bets from one visit to the other and each visit felt like our first time entering the site. Too bad 888 didn’t try to understand our behavior before registration.

Furthermore, before registering and depositing, we chose to receive a £30 bet promotion. No direct communication during the following week was sent to encourage us to make that first deposit or to complete our verification process.

Few points were given here as we were retargeted, though, with a too-soon cross-sell campaign by 888casino – we saw a video ad on YouTube and an 888poker ad on Instagram. Score 4/10

Betway
After accepting cookies on our first website visit, and then entering the site for additional visits, we received no retargeting communication from Betway. The brand didn’t remember our bets at any given time before registration and our browsing activities resulted in no personalized comms.

After registration, we received our first transactional-registration email, calling for us to make our first deposit in order to receive a free bet. The email also included a verification reminder.

Together with a website banner reminder to complete our verification, we received another email mentioning that we haven’t completed the process.

While we received no retargeting communication and both emails shared the exact same templates – at least Betway is trying to form some sort of relationship with its customers by staying in touch at the beginning. Score 6/10

On-Boarding Funnel (Welcome Journey)

The welcome journey is one of the most important marketing journeys in a player’s cycle as the marketer has the opportunity to communicate with the player and introduce them to the product features and platforms, increase brand awareness, present the company’s bonus capabilities and make sure they’re having a great experience.

To test the onboarding funnel of both brands we made a deposit of £30, placed a bet of £10, and waited.

888
While we expected to get several communications from 888sport following our first deposit and bet, the only communication we received was an email reminding us to use our remaining £20 balance (as we lost the bet).

The email tried to push us to play on mobile, but it wasn’t anything near convincing. While balance reminders could be a good practice, we expected 888 to welcome us after our first deposit/bet by sharing more content about the platform and products. Or they could have at least tried harder with the current mobile-cross promotion.

Either way, receiving just one email in the initial seven days, was indeed a disappointment. Score 3/10

Betway
Betway communicated with us two days after we made our first deposit by means of a generic email that requested our feedback on the verification process.

Five days later and still no interaction with Betway. FYI- In the meanwhile we played and lost our first-ever bet and received nothing from the brand!

Perhaps a few words on our loss to keep us motivated and entice us to continue playing would have been nice… or just any form of personal communication, really. Score 4/10

Emotional Communications (Trigger-Base)

One of the most successful ways to make sure you’re communicating with your customers at the right time would be to reach out to them after an emotional experience. In the online gaming world, the most common triggers for these emotional activities relate to wins and losses. Think about it, you just had a great win- wouldn’t you like to get a pat on the back? Or if you just had your first-ever loss, wouldn’t you like to be compensated with just a little something?

After receiving no emotional communications from both brands in the first 7 days, we deposited again and placed another £30 bet, which had settled that evening. And then check examined our contestant response.

888
Luckily, we won the bet.

More than £150 was added to our account. 0 recognition was added to our hearts. 888 missed the perfect opportunity to congratulate us on our first win.

Four days after placing the bet, we received our second ever marketing email (11 days since our first deposit) with 3 different horse racing promotions, which does seem to be a proper cross sell technique as it is a more profitable discipline now that we have a higher balance.

While we expected immediate recognition for our win – even a website popup, the late and maybe unintended cross-sell campaign was definitely a save by the bell. Score 6/10

Betway
Sadly, we lost the bet.

As a best practice, we don’t recommend compensating players immediately with a bonus or sending an email on every losing ticket. However, in this case, we experienced two consecutive losses and had an overall bad gaming experience throughout the first 14 days of our onboarding journey.

With just 1 general satisfaction email, and 0 personal messages to show they care – we want to ask Betway one simple question, what are you waiting for? Score 0/10

Personalized Communications

After a few weeks of playing and showing interest in specific products on each site, we thought it would have been communicated with us accordingly via any marketing channel.

So, we waited another 10 days to see if we got any personalized communication.

888
During this testing period, we received 3 different emails. The first included a free bet refund offer. The second asked us to take a survey on online poker. The third email offered several incentives/ promotions as well as a fixtures guide at the bottom for upcoming football matches.

Based on these 3 communications, we do believe 888sport did well in sending us personalized messages. The poker questionnaire is a nice way to learn about our personal preferences and we did find the cadence of the emails suitable to our current position. Score 9/10

Betway
Unfortunately, no communications were sent to us during this testing period. After having two consecutive losing football tickets, we hoped Betway would have found the right way to compensate us or at least, appreciate us trying.

Looking back at the previous communications sent, we feel Betway missed the opportunity to learn more about our personal preferences and product interests in order to communicate with us accordingly. Score 2/10

General Feelings

888
The overall look and feel of 888’s website is much slicker, upmarket, and sophisticated in comparison to Betway’s. Their choice of colors are eye-catching, which made us feel more excited to log on and play on their website.

Their communication frequency was more consistent via email and we felt like they paid more attention and cared for us as a customer. Score 6/10

Betway
Although Betway’s website is effective, well laid out, and easy to read, it lacked the overall slick feel that 888 had. It felt more as if it was functional rather than emotionally exciting to use.

Betway’s communication were lacking, no doubt about it as we received just 5 emails since registering with them, a period of almost 2 months. Score 5/10

The Final Verdict

We expected a lot more from both of these 2 gaming giants. These days, even small companies understand the importance of steady communication with clients, based on preferences and personal traits.

Both brands have much to learn when it comes to customer behavior, personalization, and nurturing customer relationships.

Especially since it’s also a way to make more money…

Think we got it right? Or should we have picked another winner? Leave your comments below and tell us what you think, or join the discussion on Twitter and Facebook by using the #BrandPrix hashtag.

Contributor: Alex Dodge 

The post 888 vs. Betway – Who Won the CRM Match? appeared first on Post Funnel.

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Why E-Commerce Is All Of A Sudden Critical For B2B Revenue Generation

Source: https://www.square2marketing.com/blog/why-e-commerce-is-all-of-a-sudden-critical-for-b2b-revenue-generation

Regardless Of Pandemic Response, This Was A Trend Long Overdue

Consider this: B2B companies have needed direct sales efforts to move their products — either a direct sales force or a distributor network. The main reason for this thinking was always the end customer. They needed a personal touch and a relationship with someone who knew you and your products.

But the nature of that relationship has changed. I can have a solid relationship with a business and never meet anyone from that company.

The pandemic has accelerated this change. It’s forced us to rethink how we engage with prospects and forced us to use new technology, new tools and new playbooks.

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