B2B sales, or business to business sales have been tough in the past few years. One of the lessons I learned from my first sales manager really is as true today as it was in 1981.
In our region we just finished coming off a stellar sales year. Then our region was hit with a sharp and deep downturn. It was hard to find B2B leads, let alone B2B sales.
Our branch managers sat us all down and told us that last year when things were good and sales came easy we were perhaps doing 3 of the 10 things needed to win a new client. But with a good economy we could succeed doing 3 of 10.
“This year” he said, “We have to do all 10 of 10 things to win a new client. And we have to do it better than any of our competitors.”
That was one of three principles he built a multi-million dollar business on.
Now to the question at hand. How do you supercharge your B2B sales using email?
First thing you do is get familiar with the use of mail marketing software. Let’s say you have a group of people reading your newsletter. Your marketing department is sending information faithfully each month.
At the same time your sales team is out there beating the bushes trying to create sales from their prospects.
Connect these two activities. Every month after an email campaign goes out run a list of names of people who have opened the email or clicked on a link in an email.
Then have your rep make a courtesy call to these people.
Simple straight forward example of doing something the ‘other guy isn’t prepared to do.’ You’ll be connected to your prospects when your competitors might not be.
Advantage . . . you.
