Love is in the air

I’m in love with my Operating System. Well not really, but have you seen the movie ‘Her’? That’s the premise, and even though it’s an odd film, the reality is that it’s true that we are developing strong one-on-one virtual relationships. It’s essentially what today’s sales teams are doing, driven by their companies’ business strategies. The question is: Is a virtual relationship enough to seal the deal?

Lately I’ve noticed that the younger and fresher sales people are initiating contact through emails. Interestingly enough, their phone calls are rarely returned or when they get a live person, the conversation is not beneficial enough for a sale or compelling enough to start a professional relationship. So the good news is that the virtual relationship is far better than a non-existent phone relationship. The not-so-good news is how do you drive sales?

Now we know that companies are spending money. So if your sales teams can’t get access to those buyers, who is getting to them? Well, from what I can tell, it’s still the people with the relationships. Remember, though, that solid relationships tend to take time, even with the right chemistry.

So if the game is still about building relationships, here are some refreshers to keep in mind when planning for your revenue growth:

-Hire sales people who fit in well with your industry (chemistry)
-Hire sales people who have industry connections or be patient (relationships)
-Don’t only rely on your sales team to stay in touch with everybody, because each person can only do one thing at a time (patience)
-Allow your sales team to stay in touch in the ways which are the most comfortable for them and their sales targets (virtual)
-Communicate to customers and prospects on a macro level with regular and optimized emails, webinars, social media content, well placed online advertising, etc. (marketing)

Lastly and most importantly, seal the deal! A face-to-face encounter is a catalyst for success, but remember, the world is a changing place. Personal encounters can happen with video meetings, road shows, or conferences. So maximize your visibility and have your customers and prospects fall in love with you all over again. And if you’ve forgotten what that’s like, give us a call. We have access to all sorts of matchmaking services!

All my best, Aruna

“The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.”
~Peter Drucker~

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