It doesn’t matter how loud you shout! If you’re talking to the wrong people or they’re not listening, then you are wasting your time…and probably your money!
We have put together a simple communications checklist to help you ensure your voice is being heard;
KNOW YOUR AUDIENCE
Hopefully by the time you get the communication bit – you will have already gone through the process of prospect profiling during the strategy phase.
Make sure you have a clear answer to the question “who is your ideal customer?”
Make a list of those companies you would like to see on your customer list, research similar companies who suit the criteria, find out who the decision makers and influencers are within those companies, add and organise them onto aCRM platform so you can track your communication with them and visualise your sales pipeline.
LISTEN AND UNDERSTAND THEIR PROBLEMS
Understand what they buy, in what volume and how often. Understand their buying triggers and what is important to them. Is it price, or quality, or reliability? Why would they choose you over the competition?
SPEAK THEIR LANGUAGE
Knowing what you are talking about is essential, but talking jargon doesn’t impress anyone, unless it is strictly necessary. Keep it simple. Build a rapport with them. Make their decision an easy one.
CREATE A NEED
Make sure you are selling the benefits and the solution to their problem, and not just telling them what you do…over and over again. They’ve probably heard it all before.
USE A VARIETY OF MEDIUMS TO COMMUNICATE
In this digital age, your options are endless. Not all of your prospects will be responsive to the same mediums so it is always good to use a variety.
Sometimes a simple phone call is all you need. People like to know they are talking to a real person. In other cases creating a solid online presence is key. Especially as more and more people turn to the internet first when they need to buy something.
How can you expect people to know who you are and then remember you, if you not consistently drip feeding them relevant information. It is unlikely that they will be ready to buy the first time you contact them. So you need to ensure you are in the right place at the right time when they are ready!
TRACK & REVIEW
It’s no good spending your valuable time and money, implementing a well-crafted, varied communications plan if you’re not keeping an eye on its progress and the results. Things change and if a certain channel isn’t working for you, you need to know about it so you can amend it. Or, if something is being particularly successful, maybe you should look to invest further?
LOTS OF PEOPLE ARE TALKING! BUT WHO IS LISTENING? GET IN TOUCH TO FIND OUT HOW WE CAN SUPPORT YOU TO COMPLETE YOUR COMMUNICATIONS CHECKLIST, IN ORDER TO GROW YOUR SALES.