Compelling arguments and materials

So you reached the best prospect, now what?

We have spent much time on analysing what it takes to reduce lead times and increase closing rates. It starts with reaching out to prospects with higher potential of success. When we analyse the 'reasons' of win and loss patterns emerge in the data. Using our tools the significance of data items (like number of rooms for a hotel or the distance to city centers) starts to give meaningful input for lead scoring.

Back to "Now what?"

So when a prospect is contacted it is all about making the sale. We have found that providing prospects with professional and personalised sales material improves close rates with 5% to 17%. Which gives a significant reduction in sales-cost (customer acquisition cost). 

Don't just do it once, do it all the time!

The effort of creating compelling sales material is not (only) in a good looking design; everyone has that. It is about two or three things: the prospect must be convinced you made an effort to understand the prospects situation, the prospect must experience interesting facts applicable to her situation, the prospect must experience your solution was tailored for her.

Doing it once is a marketing effort; where large sums are spent on nice sales brochures and such. But it doesn't work (enough). It is at best a better me-too approach.

At BlueMarloc we have taken a different approach; we collect sales compelling data directly with the lead contact data. We (or better our systems) connect with information like financials, history, management changes, the competition the prospect is in and lots of local data. We also produce sales brochures, spreadsheets and powerpoints which we feed directly from this personalised information.

With these tools sales can contact prospects with personalised materials, as if every prospect is special.

And isn't every prospect special for you to take this effort and benefit from better close rates?