Monthly Archives :

June 2019

8 TIPS FOR CLOSING SALES FASTER

8 TIPS FOR CLOSING SALES FASTER 900 600 Kari Switala

You’ve nurtured the same lead for months and feel like you’re getting ready to finally close the deal. Then your prospect backs out and the deal falls apart. Classic, right? And so dang frustrating.

We all want a quicker, more predictable sales cycle but often run up against the same blockers and experience the same frustrations time after time. While you won’t close every deal you pursue and your sales cycle won’t always clip along at a predictable pace, with careful planning and a solid strategy, you will close more deals and speed up the sales cycle.

Here are some important tips to keep in mind:

1.) SET A GOAL FOR EACH CALL

Time is money for both you and your prospect. Show them you respect their time and care about their questions and concerns by communicating the goal of your call at the beginning of your conversation. If, for example, your goal is to answer any questions they have, be upfront about it. This clarifies your intent and helps keep the conversation on track.

2.) LISTEN TO YOUR PROSPECT’S OBJECTIONS

No one wants a platitude and insincerity is a major turnoff. When your prospect makes an objection, ask them to explain why they feel the way they do, have the concerns they have etc. Launching into a lame sales pitch about how you can solve all of their problems or telling them that you know how they feel comes off as insincere. Conversely, when your prospect feels like you hear them and genuinely care about what they care about, they are much more likely to follow you further down the sales funnel.

3.) BE UPFRONT ABOUT PRICING

Surprise fees are a major turnoff. While you may think that waiting until farther into the sales cycle to disclose fees is the best way to secure your prospect, you may actually be investing more time into nurturing your prospect only to send them packing. When you’re upfront about fees, it helps build trust – a necessary ingredient in any successful sale.

4.) AUTOMATE

If you’ve spent even a small amount of time in sales, you know that there are an abundance of tedious, albeit necessary tasks that eat up your time and cut down on your profits. Automation is a beautiful thing. When you automate repetitive tasks, you free up more time to focus on high-value tasks. Once you’re in a groove automating repetitive tasks, explore which complex tasks you can also automate for increased efficiency.

5.) BUILD AUTHENTIC RELATIONSHIPS

We’ve already touched on this but it bears repeating. Authenticity is key to any successful relationship – personal or sales! As a litmus test, ask yourself, Would I want to work with me? Be careful not to come off “salesy” but maintain a personal connection and sincere disposition. This allows your prospect to relax, engage and authentically share their pain points and concerns with you – information that will help you walk closely with them through the sales cycle.

6.) MAKE IT EASY FOR YOUR PROSPECT TO SCHEDULE A MEETING

Scheduling a simple meeting can often turn into a game of email tag. Instead of wasting precious time trying to nail down your meeting, turn to Calendly, Meeting or another scheduling app so you can keep focusing on your high-priority tasks.

7.) KNOW WHERE YOU LEAD YOUR COMPETITION

If you don’t have a clear sense of what your competition is up to, how can you outsell them? Your prospects are doing their homework and so should you. Figure out where your competition excels and what differentiates your brand from the rest:

  • While we don’t offer this or that service, we do offer this exceptional service…
  • Something we offer that you can’t find with our competitors is…
  • One thing our customers really like about working with us…

Find your niche and rock it.

8.) PRESENT SOCIAL PROOF

Social proof speaks for itself. Create case studies of past clients you’ve worked with that you can share with prospects considering your business solutions. Also, mention other companies who’ve worked with you to address similar challenges and refer prospects to the online reviews section of your webpage. The but-you-don’t-have-to-take-my-word-for-it approach is highly persuasive and can help eliminate skepticism about the value of your product or service.

Do you want to close sales faster? Wild Fig can help! Click here to schedule your free 15 minute consultation to see how we can help you and your business!

INBOUND AND OUTBOUND MARKETING: UNDERSTANDING THE DIFFERENCES

INBOUND AND OUTBOUND MARKETING: UNDERSTANDING THE DIFFERENCES 900 600 Kari Switala

The goal is the same: Get your brand in front of on-point customers. There are, however, a couple ways to get there, namely inbound marketing and outbound marketing.

INBOUND MARKETING

Coined in 2006 by HubSpot founders Brian Halligan and Dharmesh Shah, inbound marketing, “…pulls customers to your company and creates lasting relationships. More than just a tactic, inbound is a philosophy. It’s fundamentally rooted in the principles that people value – personalized, relevant content and connections, not interruptive messages, and that marketing can and should be lovable.”

INBOUND MARKETING CREATES VALUE

It does this through access to quality content in the form of blogs, videos, newsletters, podcasts, eBooks etc. This content is available at your prospects’ convenience, is highly shareable and offers them something of value in your brand’s unique voice.

IF YOU CREATE IT, THEY WILL COME!

When you engage in inbound marketing, your prospects come to you! You create materials that serve to build trust and grow your brand by attracting, engaging and delighting your prospects. Inbound marketing is an easy way to grow your customer base and ultimately, grow your business. Customers who discover your brand through inbound marketing are quality, on-point leads who, in most cases, go on to become loyal customers.

WHAT ARE SOME OF THE BENEFITS OF INBOUND MARKETING?

  • Through the powerful use of automation, inbound marketing allows you to nurture your customers throughout their journey with your brand.
  • As you learn more about your customers over time, you can create a personalized marketing experience that keeps them engaging with your content and your brand.
  • Because customers engage with your brand on whatever timetable and channels they prefer, inbound marketing is a more holistic marketing approach.

So how is this different than outbound marketing?

OUTBOUND MARKETING

Outbound marketing is a traditional marketing strategy that can take many forms. From direct mail and radio ads to trade shows and telemarketing, you start with a general audience as opposed to an on-point audience and try to grab their attention. You go to them. They don’t come to you. You create promotional materials and put them in the public eye, hoping people engage. Also known as “interruption marketing,” outbound marketing can get a bad wrap. (Door-to-door salespeople, anyone?) Outbound marketing can be costly and on its own, typically generates a much lower ROI than its inbound counterpart.

SO SHOULD COMPANIES AVOID OUTBOUND MARKETING ALTOGETHER?

Absolutely not. The reality is, outbound marketing has its place. Think of outbound marketing as a megaphone you can use to send out a loud message to the masses. Outbound marketing is particularly effective when your company wants to mass-market a new product or service or when you want to enhance or change your brand image.

The reality is, outbound marketing has its place.

WHERE THE MAGIC HAPPENS

If you really want to hit the ball out of the park, consider an integration of the two marketing strategies. A well-thought-out outbound marketing strategy coupled with an equally effective inbound marketing strategy is a homerun for any business.

This integrated approach helps you…

  • Create brand recognition: Your outbound strategy familiarizes people with your brand and over time, people begin to recognize your business as a trusted name in your industry. As trust increases, prospects engage with your valuable inbound content.
  • Develop your brand’s unique voice: When you use your megaphone (outbound marketing) to advertise your brand, you choose your words carefully. As people become more and more familiar with your word choice, they search those words when they’re seeking a relevant business solution. This increases your search rankings and gives you the opportunity to nurture your prospects with your awesome inbound marketing content.
If you want to learn more about how your business can benefit from inbound and outbound marketing and how you can successfully integrate the two, book an exploratory call with us by clicking below!

GIVING AWAY THE RECIPE TO GRANNY’S SECRET SAUCE

GIVING AWAY THE RECIPE TO GRANNY’S SECRET SAUCE 900 600 Kari Switala

One topic that comes up frequently in discussions with our clients is how much is too much? In other words, our clients often wonder how much insider information is appropriate to share within their blog posts or other published content. And it’s a legitimate question! How much is too much when it comes to giving away the secret sauce?

At Wild Fig, we wrestle with this question as well and oftentimes we share differing ideas of where to draw this line. Here are a couple ways of looking at it:

Why do you create blog posts and generate content for your company in the first place? To provide your clients with useful information? Certainly. Ultimately, however, your content is your company’s most powerful megaphone. It conveys your expertise. It shows your ideal clients that you are the perfect company to come alongside of them, address their pain points and meet their needs. Naturally then, displaying your expertise is necessary when it comes to attracting your clients.

Naturally then, displaying your expertise is necessary when it comes to attracting your clients.

At Wild Fig, we help our clients attract their ideal clients through the use of powerful lead-generation campaigns. When we are marketing our services to attract our ideal clients, we have the opportunity to share our “secret sauce” – a high-level look at actual lead-generation campaigns we’ve built – to show our ideal clients that we’ve got the knowledge and the tools to do the same for them.

So the big question is…do we serve up our secret sauce with a spoon or a ladle?

THE ‘SPOON’ CAMP:

We must only serve up our sauce one spoonful at a time. If we give them too much, companies will be able to recreate our recipe and we’ll lose potential clients.

THE ‘LADLE’ CAMP:

We must ladle out our expertise so companies struggling to generate leads will see that we’ve got what they need. We can give them a clear idea of how our lead-generation campaigns can be customized to the unique needs and culture of their company. They will either call us right away to generate a campaign for them or if they attempt to recreate our sauce by taste alone, they will turn to us when they realize they’re in over their heads.

The spoon or the ladle. Which camp are you in? We’d love to hear how your company navigates this challenging situation! Leave us a message in our comments section below. If you’d like a clear strategy on just how much is too much, then click below to schedule your free 15 minute consultation to see how we can help you and your business!

CRAFTING KILLER CONTENT THAT’S HIGHLY SHAREABLE

CRAFTING KILLER CONTENT THAT’S HIGHLY SHAREABLE 900 600 Kari Switala

The competition is more fierce than ever. With over 2 million blog posts generated each day, creating standout content that people are motivated to share is paramount. This post takes a deep-end dive into essential components of highly shareable content so you get the best return and greatest exposure on all your efforts.

Readers will share your content if you…

SPARK CURIOSITY:

Curious readers are engaged readers. You can create this spark in the same way you bait a hook to catch a fish. Incorporating information gaps keeps readers engaged as they seek answers further into your content. When you lead your readers on an intelligent and insightful journey, they will be excited to share their newfound knowledge.

Do you ever read an article headline and automatically skip over it because you’ve “read it a thousand times” already? How about ‘zigging’ where others are ‘zagging’ by taking a slightly different spin on a familiar topic? This will create a memorable reader experience and as in all of life, memorable = shareable.

MAINTAIN AESTHETICS:

Incorporate high-quality imagery in the form of charts or graphs. These help your readers easily spot interesting and pertinent data – data they will be apt to share. Include just a few colors for a consistent vibe across your entire blog. Using a tool like Canva, can help make creating infographics or visual charts and graphs a snap!

SURF THE CURRENT TRENDS:

Information that is relevant is highly shareable information. BuzzSumo is an excellent resource when it comes to searching the relevance of a particular topic. You can set up your search criteria to notify you when breaking news occurs related to your topic. You can also find out which content is most quickly shared on an hourly or daily basis. These insights are available per industry as well and can help inform future content.

GIVE ‘EM WHAT THEY WANT:

Take a break from your furious content creation and look up for just a second. Do you remember who you’re writing for? Are they actually engaging with your content? If so, how? It’s easy to get so engrossed in creating content that we forget we’re writing for real people. Taking a step back and listening to what your online community is saying is infinitely valuable. What kinds of comments are you receiving on your blog? Are people asking similar questions on your social posts? Knowing who your audience is, what information they’re seeking and what their pain points are is the beacon in the night. Let it guide your content creation process and give them what they’re looking for…and what they, in turn, will share with others.

BREAK UP YOUR CONTENT:

They say that breaking up is hard to do. We say that breaking up that boring wall of text couldn’t be easier…or more effective. Use numbers or bullets, graphics, line breaks – just break it up in order to break it down for your readers. Craft delicious, bite-sized pieces of content that your readers can easily devour. It’s a lot like a pan of hot, gooey brownies – you eat one square at a time but they’re so dang good that pretty soon you’ve consumed the entire row!

CREATE MEMES:

Our culture is in a love-affair with memes. If you create them, people will share them. Period. (Just make sure they’re on-point and tactful so they enrich your brand, not detract from it!)

TAP INTO POP CULTURE AND CURRENT EVENTS:

“I love spending time ingesting irrelevant information,” said no one ever. (Of course there is a select group of tabloid readers but that’s a topic for another day.) That’s why knowing your audience and writing for them, speaking to their questions, curiosities and pain points is important. If we feel like information is relevant to our lives, we take the time to ingest it and pass it along. Weaving pop culture or current events into your posts can create relevance around your topic and really drive your subject home. Once again, tact is key. If you can pull this off tactfully, you’ve got something shareworthy.

GET LISTY WIT IT:

Lists, recipes, step-by-steps, how to’s…these are the manna of life. They’re what we’re all seeking. Give me useful information that is quick and accessible, that will improve my life in some way and that is easy to implement. Bam! Share-central.

REACH OUT TO INFLUENCERS:

Maybe you’re a newer company and you’re just trying to gain some traction. Or perhaps you’re fairly well-established but really want to launch your content and get it in front of more readers. One fantastic way to do this is by interviewing influencers in your industry. Even if it’s only a one-question interview, write a post around it and ask said influencer to “share” it once it’s published. Their influence helps add validity to your content and their shares vastly increase your exposure.

Are you ready to learn more about the how’s and why’s of educating your potential and existing customers? Wild Fig Marketing is here to help! Schedule a free consultation below to get started on your path to educating your existing and potential customers!