23 Things to Consider to Boost Sales
To stay ahead of your competitors you must continually innovate, not only with your products and services, but with your marketing too.
It may be difficult to find the time to execute an effective email marketing campaign, but these 23 pointers, should give you some food for thought and help you improve your marketing techniques and ultimately boost sales.
1. What differentiates you from the competition?
Most companies think they offer the best product and the best service, but be honest with yourself. This is exactly what your competitors will be stating and your company needs a USP to offer to potential customers, otherwise, why should they choose you?
2. What are the benefits of using your product/service?
Be clear to highlight the difference between a feature and a benefit. Benefits will draw in your customers and you need to communicate these effectively. Are the benefits listed in your marketing material, your website or a brochure?
3. Can you distinguish between your customers?
Your marketing message may need to be altered for different business and key decision makers. Make sure you have the contact details of these groups of people, and communicate your message in a way they’ll understand.
4. Is your information up to date?
If you are using email marketing as part of your strategy, using old out-of-date data can impact your sending reputation and may even get you blacklisted. Make sure your lists are clean and up to date. Most importantly keep on top of your unsubscribes – or you’ll be breaking the law.
5. Do you target opt-in contacts by email?
It’s important to contact a list of opt-in recipients at their direct email address. You should do this whether you have bought the data, or if you collected the leads from your website. If your email list is focused and recipients have opted-in, it’ll generate a far greater response.
6. Are you sweetening up your existing clients?
Word of mouth referrals are one of the best ways to build your brand. Encourage existing customers to spread the word of your work, and those that hear the message are more likely to buy from you.
7. Does your website capture data?
Gather information from your site’s visitors. Encourage them to sign up to your newsletters or free reports in exchange for an email address, and you will quickly build up a contact list. Nurture these over time, build a relationship and begin to sell to them.
8. Is your website up to date?
Regularly update your news articles, blogs, prices, services and contact details. Provide relevant and new content and introduce special offers.
9. Do you email existing customers regularly?
Customer loyalty does not come easy. You need to maintain a relationship with them which constantly builds trust. Send regular newsletters or offers to your best customers, along with personalised emails to keep you at the forefront of their minds.
10. Have you tried using a P.S on your emails?
Include and make sure your P.S. is compelling an interesting. Research has shown that recipients of emails will read the subject line and header, scan the body but then stop and read the P.S. Use this to your advantage – include a special offer or something that will encourage the reader to get in touch with you.
11. Is your marketing exciting?
Make your marketing campaign exciting and imaginative. People won’t respond to your call to actions if they’re just like everybody else’s emails. Give someone a reason to contact you.
12. Have you tried PPC advertising?
If you haven’t trialled Pay Per Click, then it’s definitely worth a go. A great PPC campaign can reap incredible rewards.
13. Do you capture your customer’s attention?
Don’t be afraid to be bold and creative to capture the attention of existing and prospective customers. Pose questions, inspire them and create a passion in your brand.
14. Are your emails personalised?
Personalising the subject line and the content of an email is very effective. You are creating the impression that your company gives a personal approach and they are not part of a mass marketing campaign. Personalisation can increase an email’s open rate by 11%.
15. Do you ask questions?
Selling over the phone is never easy as consumers are wary of cold calls and are often very defensive. Asking questions shows that you are interested in satisfying their needs, which builds a trusting relationship.
16. Do you understand the power of ‘free’?
Consider implementing a ‘free’ strategy into your marketing. Offer a free trial or free version of your product, like Spotify for example, to entice people to use your product, fall in love with it, and then buy it.
17. Do you post letters or leaflets to existing customers?
Make sure your customers know you are thinking about them and their needs. Sending a letter with a personalised brochure can have a profound effect on a customer; they are more likely to keep it for future reference.
18. Do you advertise in magazines because your competitors do?
Advertising in magazines and publications does work for some companies, but not all of them. It is difficult to measure the response and success of an advert, unlike an email which can be tracked and measured accurately.
19. Do you follow up your qualified leads?
After using email marketing software, you should be able to track your results. Look at those recipients who opened the email, and how long they looked for. Take those leads and follow up in house, with telesales or email triggers.
20. Is your marketing strategy planned?
Consider sending timely communications based on different times of the year and different sectors. Plan your marketing in advance so that you don’t miss a trick.
21. Do you buy data?
If you choose to buy data, clean it up before sending. Get rid of duplicates and old email addresses, or you could be blacklisted if you receive a lot of bounces. It will save you money in the long run if you choose to pay a bit more for quality data instead of the cheapest on the market.
22. Are you using case studies effectively?
Case studies are interesting to new and existing companies, because it shows how you have helped others. It could inspire prospects to become customers. It also proves that you have nothing to hide.
23. How many different ways do you use marketing?
On average a company should use 6 different types of marketing. The more channels you use, the more likely you are to see a return on your investment.
If you haven’t thought of some of these points before, you’re probably thinking about how you’re going to have time to squeeze them all in. The key to a successful marketing campaign is knowing your business inside and out. Ensure you have the right people with the right skills in place and follow these guidelines to boost sales.