A Sales Team’s Challenge

The Hard Way to Increase Sales

Cold-calling can be the sales representative's most tedious chore. While consulting with a sales person's concerns, several problems were revealed. Trying to keep a pipeline of new business prospects in the sales process is especially difficult when a product or service is unknown to those customers who could benefit by it. Unfortunately, most small- and medium- size business owners do not know how to advertise intelligently.

Web Design for Profits

Having a great website is effective only when it is being used, and if there is nothing to drive customers to the website, it is invisible. Submitting a few carefully written articles to several trade magazines, and then having them published, with or without an advertisement in the publications, establishes instant credibility and acknowledgement in the customer's mind, that the company has expertise in solving some of the customer's problems. The company’s website was improved with added links and search engine optimization techniques. Customers then connected directly to the company's sales team who used their time and selling skills more efficiently. Subsequent brochures and other sales materials always directed the reader to the company website for updated information.

Improving Sales Results

The cost of writing press releases and articles to publications ismodest compared with cold-calling and continuous searching by each salesperson. With targeted marketing towards similar demographical prospects, more awareness and interest of the company's service is continuously achieved. With tracking software and incremental adjustments to the market’s demands, sustaining a greater return on the investment is easier, and marketing and advertising campaigns are more efficiently planned and executed. The various benefits are synergistically improved.

Higher Return on Advertising Budget

Sales personnel are more profitably employed by the company because the speed of building relationships has been simplified with the information at the website. Customers are then attended to by knowledgeable salespeople that assist customers with their demands and also discuss other services and products that the customers may want in the future. Instead of searching for new business, most of the salesperson's time is more efficiently spent selling.