If you’re failing to hit your sales targets, your business won’t grow in the way you hope and expect. It may be tempting to push your sales team harder, but the issue may not lie with them.
Stalled sales and sluggish KPIs can be a sign you need to develop a better marketing strategy. Let’s look at this in more detail.
Why Aren’t You Getting The Sales You Need?
You can see how important marketing is to generating business by examining the sales funnel model. This illustrates the steps that people take on their journeys to becoming customers. These steps can vary depending on the model you’re using.
However, the initial step (at the top of the funnel) involves capturing a potential customer’s interest, while the final step (at the bottom of the funnel) represents the moment they buy something from you.
To reach your sales goals, you’ll require a constant stream of new leads, and you’ll need to coax these prospects through the funnel.
How Marketing Your Business Correctly Can Help You To Turn Things Around
Having a cohesive marketing strategy in place will enable you to:
1) Reach More People
One of the primary reasons for not hitting sales targets is not having enough leads. It doesn’t matter how good your products and services are if potential buyers don’t know that your firm exists. If you’re still relying on word-of-mouth referrals, for example, changing tack could transform your results.
People tend to search for things online now rather than asking friends for advice, so using digital marketing techniques, such as paid ads or content marketing, is a cost-effective way of promoting your business.
2) Attract Prospects In Your Target Market
When you utilise the latest inbound marketing techniques, you can target your efforts so that your marketing material will be seen by people who want what you sell.
For example, you can employ search engine optimisation techniques to increase the chances that people looking for the products and services you offer will be able to find your website. You can also use targeting tools to ensure your Google or social media adverts are only shown to people in particular geographical areas or demographic groups.
Doing this will mean that you’ll get leads that are more likely to convert.
3) Nurture your leads
If you want your prospects to travel through the sales funnel and become customers, you’ll have to nurture and encourage them. Incorporating automated marketing methods into your strategy will make that process easier.
You can automate your follow-up emails, for example, so that people receive persuasive sales messages directing them to relevant content on your website at crucial stages in their decision-making process. This could make all the difference to your sales.
4) Refine your sales targets and processes
Finally, you can use the information you collect while designing and implementing your marketing plan to set more achievable targets. Creating SMART (Specific, Measurable, Attainable, Realistic, and Time-Based) objectives based on your customer data will enable you to grow your business more successfully. You can also use that data to streamline your sales procedures, reducing your overheads and increasing your net profit per sale.
How JDR Can Help
At JDR, we work with you to create and deliver an inbound marketing plan focussed on generating new sales so that you can meet your targets year after year. Get in touch to learn more.
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