Sales Engine's CEO, Craig Wortmann, is a Clinical Professor of Entrepreneurship at the University of Chicago's Booth School of Business.Based in Chicago, Sales Engine help firms build and tune their sales engine. Sales is the engine of any business. The people, processes, and tools must be optimized consistently.
There are many sales tactics and techniques that you can use to bolster sales and increase profit. Storytelling remains one of the more effective techniques. Simply put, people love stories. And every product or service has one to tell. Why do they work? They engage people emotionally.
The best way to introduce your product or service to potential customers is to tell them a story. It’s a classic marketing technique that definitely generates sales. How does telling stories through advertising work? Let’s take a step-by-step walk through the basics of marketing storytelling.
1. Discover Your Story
Discovering your brand’s story is like finding your voice. It has to be original, personal and easy to comprehend. These promotional stories can vary in content. You could tell how your company was founded, or what your production looks like.
Personal experiences from customers make powerful stories that generate sales. How they use it, why, what your product means to them – there’s emotion in that. And emotions lead to sales. Where to share these stories? Across multiple platforms, from your landing page to social media.
2. Know Your Target Audience
As the saying goes – think before you speak. Plan what stories you will share. Know your target audience. Consider their age, shopping habits, needs or wants from your products and more.
The more you know about your customer, the easier it may be for you to customize your stories for them. You don’t want to bore your audience, or offend them. You want them on your side, immersed into your storytelling.
3. Make It Personal
The best way to tell a story to your target audience is to take a personal approach. Sounds simple? It’s not. It has to feel real, not forced or artificial.
This is why you have to analyze your business as if it were a person. What kind of personality would it have? Once you find that, go with it. Let your brand tell its own stories.
Always ask for feedback, especially on social media. That’s how you create engagement and brand loyalty. That’s how you interact and create followers. Your audience are your customers, and they love being involved in your stories.
4. Create a Content Production Calendar
It’s a well-known fact that content is the foundation of effective marketing. Each post you publish online is another chapter of your story. You should have those chapters ready in advance, which is why you need a content production calendar.
While you can create a content calendar from scratch, all by yourself, you could also use apps or software tools for this. The most important thing is to post in regular intervals. For example, if you make four Facebook posts in one day and then post nothing for a couple of days, your audience might forget about you.
5. To Sell More, Keep Them Wanting More
When you create a compelling story, your audience will hang on to your posts and even look forward to them. This can bolster brand recognition and even produce increased sales.
Always leave your audience wanting for more. Each posts – blog, social media, Tweet – should have a cliffhanger that leads into the next aspect of the story. This will keep your audience tuned in to your brand.
These five steps are simple, but you need to work hard on each one of them. Don’t regret the time you spend planning your marketing stories. Planning eliminates risk.
Use your landing page, your blog, your social media channels. Reach out to your audience and give them stories about your brand that will turn them into customers. That’s how you turn stories into sales.
About the author:
Eric Gordon is an independent business development and marketing specialist for SMEs. He loves sharing his insights and experience to assist business owners in growing their revenues. You can find Eric on Twitter @ericdavidgordon
The sales department is an essential element of every business. It generates revenue and plays a crucial role in overall business success. This is exactly why recruiters are always on the lookout for individuals who have the skills to attract new clients and bring more profit.
In order to be a successful sales rep, you need to learn how to dominate the world of sales. In other words, you need to have the following five qualities that the most successful sales reps possess.
Nothing is worse than a sales rep who doesn’t have knowledge in the industry. No matter what you are selling, you need to know your product and industry backwards and forwards. Many sales agents try to wing it, but you’re mistaken if you think your potential clients don’t see through you. Even a few minutes of preparation and research can make the world of difference in making a good impression on a client.
In addition, you need to make sure you are thinking about how you add value to your customers in every transaction. Instead of sounding likes a salesperson, be more like a partner in their business.
Customers are everything. Your efforts should revolve around the potential customer in front of you. This is especially true if you sell to small companies. Many small business owners only want to work with suppliers who are willing to partner with them on a project, so now is the time to show them that your product or service is what they need. Bringing industry data and other information is a great way to show you are prepared and care about their future in business.
If you are going to succeed in sales, you need to learn how to leverage technology to help you stay organized and productive. With the right tech, you can spend more time improving your sales techniques and attracting prospects – and less on reporting and data management.
Try using Slack to stay in touch with your colleagues and clients, TripIt for your itinerary and OneDrive for cloud storage. If that’s one app too many, see if your company has purchased the MS Office 365 license. This is a household name that recognized the needs of dispersed mobile teams.
Your clients will appreciate working with you a lot more if you show you’re able to stay organized, punctual and make sure their needs are met.
Without a doubt, passion is a vital character trait needed in sales or in any business for that matter. You cannot expect success and progress unless you are excited about the product or the service that you are selling and the variety of individuals you come across.
With all of the options that your customers have today, you need to show that you are honest and passionate about what you are selling. Passion is infectious and it shows on your face whether you have it or not.
You need to show you understand the product or service you’re offering and are excited to share it with others, help individuals and businesses grow their sales and profits. As mentioned earlier, showing partner mentality is key.
Finally, have confidence in yourself and what you’re selling. There will be days when you struggle to make one single sale. Keep in mind that the great ones have failed as well. But, they became successful leaders by having the confidence to get back up.
Approaching sales with the “anyone-can-do-it” mentality could backfire before you know it. People have tried it and quit after a while, because they couldn’t get a pitch accepted. Use rejection as a learning tool for future opportunities, identify areas for self-improvement and you will build a rich portfolio in no time.
Generally speaking, the success of your company largely depends on their marketing and sales department. There’s a market for quality salespeople and if you are ready to take your career to new heights, delve deep into your character, be honest and recognize what to improve. Above all, always keep the passion burning.
About the Author
Lisa Michaels is a freelance writer, editor and a striving content marketing consultant from Portland. Being self-employed, she does her best to stay on top of the current trends in the business world. Feel free to connect with her on Twitter @LisaBMichaels.