Keeping your deals active in your pipeline
Having a stalled deal in the pipeline does not automatically the prospect has no value. There are a variety of sales pipeline analytics brands can use to re-engage and revive the sale, leading to a wiser use of resources and staff productivity.
This blog will aim to cover the best methods for re-activating stalled deals in your pipeline, alongside the tactics you can use to create amazing multi-channel engagement to ensure stalled deals are less common.
By not attending to your stalled deals, you may miss out on a plethora of deals that could massively affect your sales performance. By the end of this blog, brands will have a strong grasp of how to prevent deals becoming stalled, improving engagement and rapport simultaneously.
How to Re-Activate Stalled Deals in Your Sales Pipeline
Personalise your emails with up-to-date context
Personalisation boosts sales performance, but adding your prospects’ names to an email template will not be enough to make them feel special.
If a potential customer has given you the impression that they are no longer interested in your product, they probably feel you do not relate to their needs. To resolve this, spend a little time trying to understand exactly what their pain point is and how you can help. The key thing is individualisation. You need to show each prospect how your product can satisfy their needs.
How to keep customers hooked
Even if you find the perfect client, sending them an amazing email and follow-up does not guarantee a reply. That is why it is important to be creative and find some unusual ways to draw attention. We suggest:
- Creating a personalised video message: Although it doesn’t guarantee your email will be opened, a personalised video is a lot more likely to get a response than a standard email.
- Dynamic landing pages that are personalised: Personalise your website for the individual prospect with their name and company logo on the landing page. This makes the experience feel personal and increases the level of engagement that the sales team has with the prospect.
- Using the location of target prospects to tailor ad creative in campaigns: This is a great way to connect directly to your prospect in a way that they will instantly find relatable, improving the number of leads that your ad campaign generates.
Why you should include social selling in your sales strategy
If personalised video messages and websites are outside your budget, there are other ways to grab the attention of new prospects. Adding social selling as a new form of re-engagement could be exactly what you’re looking for.
Social selling is about looking at the big picture and playing the long game. Improving your sales programme with social selling via Twitter and LinkedIn can give a wider range of options to engage prospects on.
When using social media, you should not expect immediate success. To improve upon this, consistency is key. Spend some time befriending prospects and decision-makers and you will find the time invested well worth it.
5 tips for improved social selling
- Don’t scare prospects by being too direct! Warm them up, float your name a little, and then send a direct message.
- Join the discussion related to their work and industry.
- If you have a relevant post, mention them in it.
- Track prospect progress, look at their topics of interest and company news.
- Start conversations naturally and don’t send out random messages.
Implementing these social selling tips can help you improve your sales pipeline analytics, making the path forward clearer for your sales strategy.
Great Multi-Channel Engagement Strategies You Can Use
Running a multi-channel marketing campaign is a good way to engage your customers. For example, if a customer visits a shop and agrees to receive messages, afterwards they could receive a discount code. Similarly, after accepting a welcome email, the customer could be encouraged to download an app. In this way, the business can continue to nurture their prospective customer across multiple channels.
One perk of a multi-channel campaign is that it gives you valuable insight into your customer’s preferences and the way they communicate. You can use this information to provide relevant offers and things the customer will like consistently. Likewise, targeted promotions are a great way to draw them back in for new sales.
The more a customer engages, the more insight you have into their buying habits and interests. You can then deliver personalised messages and provide the customer with content that applies to them. This avoids you relying on general information that they might not be interested in.
Despite its many advantages, multi-channel marketing can have some drawbacks. It can be quite expensive and take a long time to implement successfully. Another problem is that it can be quite hard to measure exactly how effective it has been. However, if you take time over your strategy, it can provide good sales pipeline analytics for you to learn from for future sales strategies.
7 Simple Suggestions you can use to improve your sales campaigns
- Be consistent: Make sure that all of your different channels feel like they are connecting. If a customer has unique experiences across these channels, they could start questioning the legitimacy of the business.
- Keep growing: You should be constantly improving your methods to stay on top of marketing trends across key digital channels. Update your systems and messages to keep up with your customers’ wants and needs.
- Simplify everything: All of your messages and content should be clear and memorable to keep your customers engaged.
- Research more: Make sure that you clearly understand your ideal customer and use that knowledge to adapt to their behaviours. This can make it easier to develop strategies for improvement and optimising marketing efforts. It can also help develop new ways to engage effectively with them.
- Use re-targeted advertising: Re-targeted advertising shows ads to prospects who have bounced to your site on another platform such as Facebook. It lets you see how many times previous website visitors have clicked on your ad. You can give compelling offers to those that visited your site but did not sign up.
- Stay focused: Marketers should strive to develop campaigns that can be delivered across many platforms, but remember to keep the experience as consistent as possible!
- Understand your limits: Focus on addressing the areas of multi-channel marketing that you need to be successful. Spreading yourself too thin by trying to be present on all channels at once doesn’t equal results. Engage with one channel at a time and build your campaign from there.