Written by Bradley Gamble
In 2016, Brad Gamble co-founded The Selling Factory, a Gainesville, FL-based company providing Outsourced Sales Support and Talent Placement, that’s staffed 100% by college students that take part in our Sales Apprenticeship experience. Having hired, coached, and led over 2,000 Sales Representatives and Sales Leaders over the last 25 years, Brad Gamble, the CEO of The Selling Factory, shares his thoughts on sales, entrepreneurship, company growth, and today’s job market.
The current economic uncertainty is weighing heavily on everyone’s minds right now, affecting sales in all industries. At least 58% of economists recently surveyed predict a recession this year.
B2B solutions companies might feel the pinch. As a result, you may see your sales performance drop.
So, how can you grow your sales when your revenue stream slows down? Here are some insider tips to help you through tough times.
An easy way to provide value is to create and offer webinars. After all, 53% of marketers say that hosting a webinar is the best method for generating high-quality leads.
Educational sessions provide value, allowing your customers and clients to learn more about your industry and services. They’ll discover the advantages of working with your company and services they may not have realized they needed.
Use webinars to highlight challenges and demonstrate how your services can help to overcome these obstacles.
When sales performance suffers, one of the best ways to fix the problem is to focus on lead generation. However, it isn’t always easy to find quality leads and convert them into paying customers.
Lead generation takes time, and what works for one company may not be the best solution for your business. That’s why using lead generation services provides such great value. They know how to generate sales leads and turn those individuals into customers.
If you want to increase daily sales, you need to pick up the phone. There are four types of sales calls, and they include cold calls, warm calls, sales appointments, and follow-ups.
By making more calls, you have more opportunities to find decision-makers, find pain points, form connections, learn about the company, and increase sales.
Cold calling often gets a bad rap, but it’s often because entrepreneurs don’t put enough effort into their pitch, making it an ineffective tactic that wastes everyone’s time.
You need to hone your cold call pitch, so you deliver the information that matters in a succinct and meaningful way. It’s one of the best sales skills you can master.
Remember that your prospect’s time is valuable, so be sure to show respect. Deliver your points as quickly as possible, making sure to touch on all the important information. You only have a few seconds to grab their attention, so make it count!
Be present with your prospects and offer them value. Address their pain points and make sure you have a unique value proposition.
Are you looking for an effective way to find new leads through sales calls? Our sales support team helps with outbound calls, inbound calls, and other work to help you find more leads and boost sales.
If you’re facing a sales slump, you can spend this time focusing on your mailing list.
Over time, your contact’s email addresses may change, they might abandon an address, or they might opt out. That’s why it’s crucial to refresh your contact database.
You should always spend time refreshing your email list and adding new contacts. Once you have an audience of subscribers, you can focus on content.
Informative and valuable emails are the most likely to have higher click-through rates. It might be time to revamp your content strategy, start using templates, and focus on your CTAs.
Testimonials hold a lot of weight, and they can do your business good. After all, 49% of customers trust online reviews as much as a personal recommendation.
Reviews and testimonials speak for themselves. They help to build customer trust. However, many businesses struggle to get good reviews.
One of the easiest ways to get more testimonials is simply to ask for them. A review from a well-known business is one of the most efficient ways to build trust and form relationships with new clients.
Tell a story with each product. Send a follow-up email or a quick call to mention how much their business means to you. Demonstrate your passion for your products and services.
A good way to increase sales is to boost engagement first. One of the best ways to do so is to leverage social media.
Take a look at your current social accounts and evaluate them. Are there any areas for improvement? If so, what steps do you need to take to grow your followers, boost engagement, and increase leads?
Show off the human side of your business with a “behind the scenes” look at members of your team and your products. Being authentic and interacting with your followers helps to build customer trust. When customers trust you, they’re more likely to support your company in the future.
A loyalty program can be either simple or complex. The goal is to keep customers coming back and increase your repeat business. When they support you, then you reward them.
A loyalty program may or may not be easy to implement, depending on your services. However, it’s one way to encourage repeat business, boost a customer’s lifetime value, and influence purchasing behaviors. Plus, if a loyalty program works, you can learn more about what your clients want from your company.
Are you experiencing low sales? If so, be sure to use the above tips to help grow your company and get back on track.
One of the best ways to improve sales performance is by investing in sales development representatives. We provide SDR jobs for college students to help companies improve their bottom line. Rather than finding and retaining entry-level professionals, you can invest in fractional SDR teams to improve your marketing and sales efforts.
Schedule a free consultation to learn more and get started.