Compelling arguments and materials

Blue Marloc — Tue, 27 Sep 2022 07:49:32 +0000

Compelling arguments and materials Blue Marloc Tue, 09/27/2022 - 09:49

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?

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Increase sales success

Blue Marloc — Tue, 27 Sep 2022 02:07:03 +0000

Increase sales success Blue Marloc Tue, 09/27/2022 - 04:07

Sales success in trying times,

With markets in turmoil and margin under pressure of energy prices we can say these are trying times. For our commercial departments it means to step up to the plate; now is the time to make a difference. But making a difference is not a simple task but fortunately companies like BlueMarloc offer support.

Fix long standing issues.

Now is a good time to fix long standing issues. In a bullish market, there are customers enought and selling is not to hard. In a bearish market potential customers are much more hesitant and weigh their options.

As a first step to improve, we support our clients to fix any obstacle which we can identify. It is a good starting point to check every prospect touch point with your organisation. We check and improve the webpresence, social media, the scripts, the email wording, the materials sent and contacts between prospects and our organisation. Where a reasonable pricelist was OK in the past, now an excellent one is needed.

This can be hard on the clients organisation and resources as many experts are required to fix all these issues. An expert team such as BlueMarloc brings to the field. IT, AI, Marketing, Sales and Business.

Work with better material

The second major thing to make your sales more succesful is a better targeting. Going after the real-potentials is essential. Any prospect which is not converting is a loss. We see many clients who target either to wide a group or target to small a group. Services such as from BlueMarloc can define the potential prospects much more accurate. This results in a much better understanding of the persona's involved. Which results in a much better offer and approach.

With this analyses lead generation is fed. We use an elaborate definition of the prospects where each data-point has a meaning in the process.

Better leads better results

Better leads have large impact on the result. BlueMarloc is especially focussed on stopping 'weak' leads from going into the pipeline. Weak leads create cost of contact and in the end have a low chance of conversion. In a campaign BlueMarloc helps their clients track the lead progress and cut-off the long tail of lesser leads. When leads are sorted correctly the first part of the campaign is very succesful while later parts become less and less succeful.

It is the art of knowing when to move to a next segment and not waste resources on lesser opportunities.

Feel free to contact us to discuss how we can help you become more succesful.

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