external opportunities Archives - Syneka Marketing

Creating a Successful Sales Team – seven things every sales person needs to know

By Advice for Businesses No Comments

Generating sales is essential for any business and it is important to have the right approach with prospective customers and clients.  We’ve compiled seven tips that we believe are essential for anyone involved in generating sales for your business.

  1. Successful sales people put their customers/prospects at ease by conversing in a relaxed style, asking quality questions and genuinely listening to what the other person says.
  2. Successful sales people appreciate that customers would rather talk about their needs (and not the need of the salesperson). They do not interrupt nor do they overwhelm customers/prospects with a load of verbose waffle.
  3. Successful sales people actually have a PURPOSE for being there! Customers/prospects appreciate that the call is well planned and well structured, thus saving them time and effort.
  4. Successful sales people are skilled at identifying NEEDS, creating SOLUTIONS to satisfy those needs and wrapping VALUE around the solution.
  5. Successful sales people possess flexibility as opposed to rigidity. They work within a structure and do the right thing for their customer and their company.
  6. Successful sales people work with their customer’s favorite buying strategy, rather than their favorite selling strategy. They adapt their sales style to the person’s buying style.
  7. Successful sales people seek OPPORTUNITIES every single time they visit a customer – internal and external opportunities to grow their customer’s business and the business of their company.

Sales is an interactive, two-way process. Sales is about understanding the needs of your customers and identifying the right solutions that solve these requirements through delivering tangible value.


Support Marketing implementation with the right processes

By Advice, Advice for Businesses No Comments

Every business needs to be supported by policies that guide decisions and processes that ensure effective and efficient operations.

New businesses can often find themselves without adequate infrastructure to support ongoing business. It is important that a business invests in its own processes to streamline procedures, particularly if new staff or products are introduced.

Strategic marketing explores not just the external opportunities for a business, but also ensures that its internal structures are suitable to accommodate the goals in the marketing plan. Potential options will often include training, staff recruitment, or new systems to ensure that a business can take advantage of these new opportunities.

For example, contact management is one issue that many newer businesses experience. It is critical, from a marketing perspective, to manage relationships and to store sufficient information about each customer, such as past transactions and any support queries. The storing of this information ensures that a business is able to suitably communicate with its customers, advising them of new offerings or to launch campaigns that encourage repeat business. Furthermore, this approach enables campaign tracking to measure the success in reaching new customers.

Similarly, there is a need to manage website and social media content as a business grows, ensuring that staff are aware of acceptable usage and the authorisation that may be required. Similarity in tone and communication styles, is required to ensure consistency and to build a reliable and engaged following on social media.

The focus on both internal and external factors is what makes strategic marketing extremely valuable for businesses. There is little benefit in embarking on a major campaign, if the infrastructure and processes of a business are unable to manage demand.

Poor outcomes diminish the results of marketing and unnecessarily tarnish the reputation of a business. It is imperative that marketing activities are supported through processes and infrastructure that will assist in delivering the required outcomes.