Sales and Marketing Best Practices for SMBs

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Small and mid-sized businesses need tried-and-tested marketing strategies that guarantee success. It is always a good time for SMBs to think about the most effective marketing ideas to implement. Are your messages not converting as they used to? Is your business stagnating? If this is the case, then you need to know that there is always room for improvement. Read on to find out tips and ideas that can give you a competitive edge and get your business back on track.

1. Understanding your sales cycle

Understanding your sales cycle is fundamental for marketing success. You need to know what it takes to convert a lead into a customer. Optimizing your website for better user experience is one way of ensuring leads are converted to customers. Learning how your business attains and retains customers is essential before you can be able to speed up the sale cycle.

Every marketing activity should be geared towards pushing prospective customers down the sales channel. Nurturing customers at every point in the sales funnel ensures that they refer other customers to your business once they become buying customers.

How long does my sales cycle take?

The answer to this question greatly depends on the industry you're based in and the complexity of a sale. The efficiency of your process and your marketing strategies also determine how long your sale cycle will take. To maximize profitability and growth, you need to ensure you close deals as quickly as possible.

2. Create a winning elevator pitch

A succinct and persuasive sales pitch ensures that you get the attention of qualified customers. This needs to be an interesting summary of your business aimed at sparking interest in target clients.

Leveraging your unique selling proposition allows you to highlight what makes your business stand out from your competitors'. Even though composing a winning elevator pitch can be challenging, being clear about the message you want to put across is a good place to start.

Clearly outline the benefits clients stand to enjoy if they choose to transact with you. What value do you add to the table? Create a convincing message that you know the challenges the prospects are facing and that your product is their only solution.

The description of your products and services should be natural because you don't want to force products and services down people's throats. To gain attention and prompt a conversion, clients should feel included in your pitch. Taking into account different client types by studying your audience's demographic is the key to achieving an inclusive elevator pitch.

3. Keeping your content on target

As aforementioned, you need to study your audience's demographic for you to target qualified customers. Keeping your content on point ensures you don't waste marketing resources trying to convert an audience that does not resonate with the products and services your business offers.

Once you understand your audience, you'll have an easy time creating targeted and valuable content. You should make it your goal to reach your audience on a personal level. Showing your customers you care ensures you gain their trust and increase your customer retention rate. Your content should provide insights and information on how to solve problems your customers are facing.

4. Automated marketing

Automated marketing ensures that you stay at the top of your customers' minds. There are countless ways of setting automated marketing in motion. Consider leveraging branded gifts. Embedding the logo of your business to the gifts you give customers ensures that they see you as a valued partner and have you in mind when they need the kind of products and services you offer.

You can also team up with neighboring businesses to double your reach through cross-promotion. Also, venture into co-branded deals that reward customers when they make purchases both ends. Team up with a business that complements yours and shares your vision.

Marketing is an essential element for SMBs because they’re always looking to gain more customers and grow. To find out more about how you can grow your business, sign up for your free trial of Act!