The success of your company ultimately depends on your ability to sell. Without this essential skill, you can say goodbye to your job, and hello to insolvency. Selling as a whole isn’t easy, but B2B selling? Well, that’s a totally different ballgame.
With budgets tightening, and competition rising, it may feel like reaching sales targets is an impossible task but this isn’t necessarily true. Sales is straightforward (if you don’t overcomplicate the process), and here at Ebsta, we’ve come up with 5 surprisingly simple sales techniques that will help you close even more deals.
1.Twitter DMs instead of emails
As a sales person, your main goal is to target the big, bad decision makers- the notorious C-Suite. These clients receive hundreds of emails per day, so the chances of your message getting lost in a sea of “Here’s why you should try our life changing, life altering product!” emails are quite high. Twitter direct messages aren’t generally used by sales people, and that’s where they’re selling themselves short. People tend to be more sociable on Twitter, and many Tweeters use this network as a personal diary where they discuss their interests, passions and hobbies. The prospects that you’re targeting, receive on average 5-10 DMs per week, so if you do the maths there’s a higher likelihood of getting a response (especially if you use one of their tweets as a conversation opener).
2. Personalised Messages
It’s no secret that the business world is overflowing with spam emails, and chances are that your promo sales messages are also classified as spam. Gmail and Outlook are smarter than they were before, they know when your email has been sent to multiple users, and they now know to send these messages straight to the spam folder. Were you wondering why your sales emails haven’t gained any traction? Well, there’s your answer. Personalised emails are the quickest and easiest way to win a prospect over as it shows that you’ve taken time to get to know your client. Take the two examples below:
I don’t know if you remember me but I was a first year student when you were the president of UoM’s debating society. I know it’s about 5 years late but well done on the win!
I’m now a sales rep at Ebsta and I can see that your company would be a strong fit for our Gmail integration service. 60% of Salesforce users struggle to integrate their data with Gmail and with the GDPR compliance deadline coming up, it’s essential that you get prepared before it’s too late.
Do you have time for a 10 minute call next week? I’d love to see if Ebsta is a good fit for your company!
“Dear Mrs Leena,
Thank you for getting in touch. I am a sales representative at Ebsta. Ebsta is a Salesforce application that integrates Gmail, Outlook and LinkedIn. Our Team edition is $19 per month and our Enterpise edition is $29 per month. I hope you find our product interesting.
Which email would you answer? The first one? Me too.
3. Have multiple interactions with potential buyers
This may sound like a crazy idea but it’s time for you to treat your prospects like they’re your friends. Why’s that? Well, because friends help each other out when the need arises. By connecting with your prospects, liking their posts, retweeting their tweets and congratulating them on recent achievements, you’re nurturing a personal relationship with your prospect without being confrontational. Social sites such as, LinkedIn, Twitter and Facebook can increase your reach and allow you to directly target likely buyers. By discovering the interests and hobbies of your prospects, you can spark interesting conversations leading to more sales.
4. Inbound Sales
Inbound selling is incredibly important yet the majority of salespeople underestimate the purchase power of inbound leads. Prospects aren’t only people that have filled in online forms but they can also include ex-clients and people who have uninstalled your product. Their love for your product was once there so who says you can’t reignite this spark? By listening to your past clients, and asking them why they chose to uninstall your product, you can quite easily convert an ex-client into a new opportunity.
Imagine devoting 20 minutes of your busy, meeting filled, hectic day to a sales rep only to discover that they don’t know:
- Your name
- Your company
- Your business needs
This may seem like an unlikely situation; however, many sales reps use sales scripts to save time on research (this is a massive NO). Big prospects love to feel important, they enjoy knowing that you’ve taken time out to create a targeted pitch and what they love even more is knowing that their time hasn’t been wasted. By being proactive, you’re showing enthusiasm, strengthening your brands reputation and increasing interest in the product. Knowing your prospect’s pain points can help you to convince them that your product will be the best thing to ever happen to their business.