by Chip Sarver, chief growth officer

In the past three years, outside sales have witnessed remarkable transformations. These changes have been propelled by various factors such as technology, evolving customer expectations, economic shifts, communication challenges posed by the global pandemic, and the present uncertainty of AI. Sales tactics are continuously evolving, shaping our endeavors to stay ahead of the game in today’s fast-paced environment. So, let’s embrace the changes, adapt our strategies, and confidently navigate this dynamic landscape together.

During the COVID-19 pandemic, we had a brief respite from the onslaught of automated bots bombarding our phones and email inboxes. However, it seems like they’re determined to make up for lost time now. We’re constantly inundated with individuals, bots, and companies vying for our attention, promising lead generation, new software products, and revenue growth. The sheer volume of these communications can be overwhelming. Perhaps you’ve also noticed the surge in spam emails, telemarketers, and text messages over the past couple of years. And let’s not forget those ads that mysteriously appear in our social media feed after a casual conversation about a certain topic. Coincidence?

The Best of Today’s Best Sales Practices

In 2023, achieving success in selling a service necessitates a strategic and customer-centric approach. To effectively promote and sell your service, it is crucial to adhere to a set of best practices. Let’s explore a few essential strategies that will enhance your chances of success in this ever-evolving landscape.

Understand Your Target Audience

Mad Genius has had salespeople stroll into our office and ask, “So, what do you actually do here?” No joke. Research and identify your ideal customer, then get a real grip on their needs and pain points. Show them you care and be ready to speak their language.

Personalize Your Sales Offerings

Everyone desires to be treated in a way that acknowledges the uniqueness of their challenges. By providing solutions that directly address these individual struggles, you can make a profound impact and foster a deeper sense of connection and understanding.

Build Credibility and Trust

Establishing trust is absolutely crucial when seeking a business partner. One effective way to achieve this is by providing concrete evidence of your results and clearly showcasing the value of your services through successful client case studies. By sharing specific examples of how you have delivered exceptional value to other clients, you can build credibility and instill confidence in potential partners about the benefits they can expect from collaborating with you.

Leverage Digital Marketing

Business is out there, and you must embrace every available marketing channel to reach audiences—social platforms, SEO, even emails—and build awareness. Make these efforts relevant and compelling to your target audience.

Focus on Relationship-Building

Develop relationships with both current and prospective customers. I recently came across a quote that beautifully captures this sentiment: “While a friend may not make for the greatest client, a great client can certainly become a friend.” Listen attentively to their needs and provide personalized guidance. Nurturing long-term connections fosters customer loyalty, encourages repeat business, and garners valuable referrals.

Embrace Storytelling

Craft a compelling message that captivates your audience and resonates deeply, conveying the unique value your service brings. Capture their attention through engaging storytelling, highlighting how your service addresses their specific pain points and offers transformative solutions. By tailoring your message to resonate with their needs and aspirations, you’ll forge a lasting connection that inspires trust and drives meaningful engagement.

Stay Innovative and Adaptable

In the rapidly evolving business landscape, the expectations of your customers are constantly evolving as well. To thrive in this dynamic environment, it is crucial to consistently deliver exceptional value that surpasses their expectations. Stay ahead of the curve by anticipating their needs and exceeding them with unparalleled service and innovation. Let customer satisfaction be the driving force that propels your business to new heights.

Measure and Adjust Your Sales Practices

To enhance your progress, track your achievements and derive lessons from your setbacks. Even a minor tweak can make all the difference between an opened email or getting instantly deleted. Stay proactive and make every interaction count.

Is this a revolutionary list of best practices? Nope. Is it relevant? Clearly. 

Daily, my email inbox is inundated with up to two hundred messages. And that’s just the beginning – there are also texts, phone calls, and scheduled meetings vying for my attention. If our targeted leads are facing the same distractions, it is our responsibility to truly comprehend their business and offer a genuine solution. Otherwise, our efforts would be no better than aimlessly walking into a business and asking, “So, what do you actually do here?”

To speak with one of our sales professionals about the ways you can reach your ideal client, hit us up. We’re happy to answer any questions you may have, or point you in the right direction.