In 2021, salespeople must develop strategies to ensure that they are interacting with everyone who had stake in the purchase. Executives must start by instilling in their sales team the mindset to include everyone that’s part of a deal in group text message to make it easy to ask questions.
At this point, you’re probably thinking that if you start many conversations by text messaging, the decision makers may want answers quickly. You obviously can’t be all places at the same time. This is where a platform like Textodog that allows salespeople to start group text messages comes in handy. All responses can be answers by any member of the sales team. This approach is critical to ensure that the deal progresses even if one contact leaves the client organization or changes roles.
The more connections you make, and the more you interact with them with text messaging, the more fully you’ll understand how the various decision-makers and influencers work together. Getting the right information to the right person at the right time is critical to moving the sale along the pipeline.
Often, information can be lost in translation or not communicated to all stake holders. We want our customers to be successful so we spend time setting expectations. We want to be as transparent as possible and lay out potential problems that can often upset some of the decision makers if they’re not aware. By keeping an open communication channel with everyone involved in a deal, you increase your chances of your customers to be successful. Customers who end up regretting a purchase are 53% more likely to advocate against your company in the future.
As you cross-sell and upsell that customer, you exponentially increase the customer lifetime value. It’s a cost-effective, resource-lite approach to boosting sales. What about when your contact leaves a company and moves to a new role at a new company? If you’ve successfully cultivated a web of relationships at the client company, you don’t have to worry about losing contact with the organization. Instead, you gain a potential new client as you and your colleagues reach out to find additional connections at your contact’s new organization and build on the original relationship.
Go beyond the value your product or service offers; add value during the research stage by providing information tailored to the needs of your matrixed connections. A recent Demand Gen Report survey found that nearly two-thirds (65%) of buyers say the winning vendor’s choices about how and when to contact them influence the buying decision. By keeping you abreast of multiple contacts’ interests, concerns or questions, social media can alert you when the time is right to reach out to prospects with useful content, jump on a call to answer questions or suggest a faceto-face meeting.
Speed the sale along by helping buyers cut through the noise. Help buying teams build consensus Even when B2B buyers want to buy from you, it’s not always easy for them to do so. With a growing number of stakeholders involved in purchasing, internal disconnects between individuals, departments and functions often delay the purchasing process or derail it entirely. Don’t count on one contact to make it work. When you help buying teams reach consensus, you make it easier for customers to buy from you.