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Sales Dwindling? Here’s Why

StrategyDriven Marketing and Sales Article | Online Marketing
 
All businesses need to keep their sale numbers up as high as possible to ensure that they are bringing in enough money each month to ensure they can cover all costs and still have enough money left over to make a profit. However, sometimes this isn’t always possible. Even though you might think that everything has been going well with your company’s operations and marketing strategies, there could still be periods during which your sales seem to tail off.

Even though you might not think that there is an obvious reason why your sales are dwindling, there probably is a cause for these poor sales. Sometimes, you just need to look a bit closer at your business to determine what that cause is. Here are a few common reasons why a company’s sales might dip every so often. Thankfully, most of them are simple enough to recover from.

StrategyDriven Marketing and Sales Article | Online Marketing
 
Shake-Up At Management Level

Any issues at the management level of a business can create a trickle-down effect, and the consequences can often be felt throughout the organization. Even something that shouldn’t be too problematic, such as a manager resigning and a new professional taking their place, you might be surprised to find just how disruptive these changes can be. They can also affect areas of your business that they aren’t necessarily linked to, including sales. It’s just unfortunate that the trickle-down effect will disrupt most departments, so your sales won’t be immune to any changes at management level.

Poor Marketing

Ideally, your company’s marketing needs to be consistent at all times. There always needs to be a current strategy or campaign that your marketing department are implementing to ensure that your company is always visible to the public. If your business’s marketing efforts ever dip at any time, then you might notice that the quality of your marketing gets slightly worse. This will lead to fewer sales as it won’t be tempting any consumers to come and try out your brand. If you feel that your marketing campaigns need a bit of a revamp, you might want to invite an external marketing agency to come and collaborate with your in-house team.

StrategyDriven Marketing and Sales Article | Online Marketing
 
Forgetting To Follow Up

Most of your sales team will be busy every day with contacting potential clients and cold-pitching to the public. This is hard work and I’m sure that most of the team will have a seemingly never-ending list of leads to contact. However, just contacting everyone once isn’t enough and this will rarely lead to any sales. Your sales team need to always remember to follow up on any leads that they have made contact with. This will then remind the lead about your company and can encourage them to go through with a purchase.

Bad Forecasting

At the start of every year, you should be making a few different business forecasts, including a projection of your potential future sales. It’s also important that these projections are regularly updated to reflect current data and figures.However, if you use bad data or make some mistakes while creating these projections, you could end up with some incorrect forecasts. If these overestimate how many sales you are estimated to make through the year, then there is no way your real sales figures will live up to the forecasts. This could reflect very badly on your company. So, it’s a good idea to use a sales management CRM to help you manage your current sales figures and turn them into a reliable forecast. These kinds of CRM can also give you other useful insights, such as how you can go about increasing your annual revenues.

StrategyDriven Marketing and Sales Article | Online Marketing
 
No Training

Can you remember when the last time you offered training to your sales team was? If it was a few years ago, or you can’t even remember when you last trained the department, it’s a good idea to organize a course or one-off training day for them. It’s important that you stay on top of all your staff’s training so that they are continually at the top of their game. If you let training slip, then so will the standard of their work too. Ideally, you need to offer your sales staff at least one day of training each year so that they are always up to date with the current trends and best practices that are dominating the world of sales.

StrategyDriven Marketing and Sales Article | Online Marketing
 
Bad Online Visibility

It’s also a good idea to try to stay on top of your company website’s SEO. Many entrepreneurs think that they only have to work on the site’s SEO when they are in the process of creating the website. Unfortunately, though, that isn’t the case. Ideally, you need to keep on working on the SEO throughout the entire lifespan of the website. Good websites should be regularly maintained or else their SEO will become useless. So, if you haven’t’ worked on your site in a while then there is a good chance that your company aren’t as visible online. Fewer people will be stumbling across the site because it won’t be ranking high in search engine results. And that means fewer people will be buying your products or services.

StrategyDriven Marketing and Sales Article | Online Marketing
 
Aiming At The Wrong Target Market

Every single product or service on the market will have a set target audience. These are the people you need to sell to. If you aren’t 100% sure who is in your target audience, then you can carry out some market research to find out. Once you know, you then need to start aiming all of your marketing at them. If you end up targeting the wrong kind of people, then your marketing won’t be having a positive effect at all. You’ll just be pushing your product or service onto people who aren’t that interested in it at all.

As you can see, there are quite a few reasons why your sales might start to dwindle. Hopefully, you’ll be able to turn things right around before it’s too late for your business’s revenues!

Tips and Tricks to Improve Sales With Cloud Apps

Every business strives to close as many deals as it possibly can within a given period. However, not many business owners are willing to invest in upgrading their sales processes to match or even surpass their better-performing competitors.

Are you struggling with managing your customers and looking for tips and tricks to improve your sales? It’s time to embrace automation and move most of your process to the cloud technology. Doing this will help to free up time for your sales team so that it can concentrate on actually making sales.

Below are key areas where you need to focus your automation efforts when looking to optimize your sales process.

Outreach and prospecting

Let’s admit it, outreaching is arguably the most time-consuming activity for any salesperson or team. In most cases, you have to get into a lengthy back and forth exchange with prospects via email, calling, or even visiting in person before you can close a deal. This often leaves you with very little time and energy to do anything else.

However, it doesn’t always have to be this way.

All you need to enhance customer communication is to invest in a proven system that manages everything for you. A reliable customer relationship management (CRM) system like SalesLoft or ActiveCampaign enables you to manage your phone calls and emails directly in the system. In the end, you’re able to gather all the information you need in one place including records of all communications with your customers.

Lead management

Your business is booming and now you boast quite a significant amount of contacts to take care of every day of your work week. Manual management is definitely bound to get hectic at some point which calls for automation of this repetitive process.

Look for a service like Zoho CRM which helps in various lead management tasks including sorting and scoring leads. This ensures you do not miss out on any essential step when qualifying your prospects as well as prioritizing those that are closest to converting.

With such a system, you’re able to get a clear picture of your prospects based on their history with your business and all their past communication. Learn about their preferred approach and language and use these details to find the most effective way to connect with them.

Some CRM systems are also able to assign leads automatically to different sales representatives in your company based on factors like their existing workload, language, and geographical distribution. This allows your or your sales manager to focus on other more critical tasks such as coaching the reps and closing deals.

Sales reporting

For a long time, Microsoft Excel and Outlook were the most sophisticated data storage and reporting tools companies knew. Indeed, everyone that handled data in a company including accountants and managers had to prove that they had enough skills working with these tools to get promoted at their workplaces.

Microsoft Excel and related programs are still being used and considered important for certain tasks. However, we now have to accept that there are more effective tools that take much lesser time to capture, organize, and generate data reports than these two.

Are you spending too much time than you should on your data management and therefore failing to put enough effort into making sales? It’s time to re-organize your priorities.
With a tool like Agile CRM or SalesForce, you can optimize your reporting process and improve your productivity and collaboration with other members of your sales team.

Payment

You’ve probably done all the hard work of convincing your prospects that your company is the right one for the job – so, what next? Well, it’s time to sign contracts and request the agreed payments.

To make this process seamless and also prevent common payment issues arising in the future, consider using automated invoicing methods such as Zoho Invoice and Paypal. You might also want to look at other tools like Dotloop or Docusign to capture your customers’ signatures; you’ll possibly need when dealing with checks and some invoices.

Conclusion

At this point, you’re possibly wondering, ‘you’ve already recommended quite a handful of tools and systems – how do I manage them properly so they don’t end up burdening me?’
Our advice is simple – acquire a cloud-based service that integrates and automatically syncs data between all your business apps and systems. Take a look at this PieSync vs. Zapier comparison which features two of the industry’s best data syncing solutions.

Automate your sales process today and watch as your business profitability grows exponentially.

5 Business Tips to Help Orthodontists Get More Clients

StrategyDriven Marketing and Sales Article
 
Whether you are a new orthodontist opening a dental office or want to increase the number of patients you see, implementing new marketing strategies will boost your revenue and growth. With so many dental clinics popping up, it is also an excellent way for dental specialists to stand out from the competition. Here are five business tips that will help orthodontists get more clients.

1. Build a Visually Pleasing and Informative Website

StrategyDriven Marketing and Sales Article
 
Did you know that about 90 percent of consumers visit websites before going to a local business? It is the best indicator as to why businesses need to pay attention to the aesthetics and engagement of their websites. Most especially in the healthcare industry, there is not enough consideration placed on website aesthetics even when it is the most significant avenue businesses have to convert their website traffic into patient sales.

A great example of such a website built for patients is Baum Orthodontics as the website is aesthetically pleasing and provides patient tabs that make navigation accessible.

2. Use Strategic SEO to Rank on SERP

StrategyDriven Online Marketing and Website Development Article
 
When Google updated its search engine results page (SERP) algorithms, search engine optimization (SEO) was no longer an easy process as there are now more than 200 factors that web pages are scored. Optimizing pages using a variety of keywords is now a critical component to ranking which depends on authoritative backlinks, content variables, keyword clustering, user experience and page load speed. A local SEO strategy will also promote conversion rate optimization, which will boost your traffic in your local area.

3. Use Google My Business

StrategyDriven Online Marketing and Website Development Article
 
As you are a local business, you must use Google My Business as Google Maps only displays the top three businesses in one-mile radius as there is a push for mobile accessibility. You want to claim your free listing and use location-specific keywords that show location like city or neighborhood dentist, long-tail SEO services like ophthalmology or specialty service and contact information that target customers searching for services.

4. Use Word-of-Mouth Advertising

StrategyDriven Online Marketing and Website Development Article
 
Word-of-mouth marketing is one of the most influential advertising tools available whether it is from your patients or from comments on your social media page. Nine out of 10 consumers will trust a recommendation from a friend or family over another form of advertising. Their testimony will also convert a customer faster because of experience, which is something you would not be able to do in just one conversation. Set up a patient referral program to build your clientele as it will convert to sales quickly.

5. Use Pay-per-Click Internet Advertising

StrategyDriven Online Marketing and Website Development Article
 
Pay-per-click advertising, such as Google AdWords, is a valuable tool that allows your keyword specific ads to appear on the same page as organic search results which helps if your page is not ranking because of SEO. You also do not have to buy the ads but rather pay a click-through-rate when a potential customer clicks on your advertisement.

Many of these marketing tips are affordable and easy to implement in-house. Even if you must hire a website or SEO specialist, the new patient return-on-investment potential is worth the investment.

5 Powerful Ways to Generate More Business Leads


 
Never undervalue the power of promotion when it comes to selling a product. You could have the best item on the market, but it doesn’t mean a thing if your target audience doesn’t know about it.

To generate a substantial revenue year after year, you need people to take notice of your brand and product. Carve a place for your brand in an industry by checking out the five powerful ways to generate more business leads.

1. Publish & Optimize Your Content

Experienced digital marketers will be the first people to tell you about the importance of high-quality content on your website, as it can serve as a superb source of web traffic, which can consequently result in more leads.

To drive visitors to your site, you must regularly publish informative, entertaining copy that is unique to your competitors. You also must optimize your content with stunning images, insightful videos, and professional infographics, which will increase your readership, share count, and backlinks to your website.

2. Apply for Tenders

Amplify your profitability by applying for tenders to secure a bid to supply a company with your products or services. Whatever industry you are in, the experts at Executive Compass can help you to produce winning tenders to receive large or small contracts, which, in turn, can help your business grow at a rapid rate.

3. Use Email Marketing

Engage your subscribers with an effective email marketing campaign. It can help you to connect with past customers and those interested in your brand, so it is a viable way to generate leads.

Ensure a subscriber opens your newsletter by writing a compelling subject line that makes them want to find out more about what’s inside. Also, don’t forget to feature a call-to-action button to convert a subscriber into a customer, as it can help to guide them to the checkout.

4. Focus on Direct Engagement

Rather than talking to the masses, which can make your customers feel like just another number on your database, you should focus on direct engagement. While FAQs can be an effective way to answer a potential customer’s questions, it lacks the personal touch.

Give your demographic a reason to want to buy from your brand by focusing on direct engagement tactics, such as a live chat facility, forum, and help center. Make sure you regularly have friendly and welcoming customer service representatives available to answer their questions, which could lead to more leads and a positive reputation in your industry.

5. Market Your Brand Via LinkedIn

LinkedIn is more than a social platform to connect with your past and current colleagues. It provides a space to strike up relationships with new clients, as you can personally reach out to business owners, directors, and managers in a friendly, laidback manner.

Not only should you communicate directly with busy professionals, but you also should regularly publish exceptional content on the platform to engage LinkedIn members and establish your business as a thought leader, which can lead to potential customers and clients reaching out to your company.

Here’s Why Your SEO Strategy Isn’t Working

StrategyDriven Online Marketing and Website Development ArticleIn modern business, there is one thing that can either make or break your business: marketing. More specifically, digital marketing.

If you don’t get it right – and a lot of businesses simply don’t – it can mean the loss of profit, poor brand exposure and ultimately stilted business growth. As simply put, people are more and more interested in what a business is doing online in the modern age. So failing to put forward an effective digital footprint can be a real hindrance to your business efforts.

At the top of these failures tends to be a business’s approach to SEO. They understand that good SEO can push their business website forward, but don’t particularly have the right approach to make it work and actually gain the benefit that SEO presents. It’s a big issue and one you want to prevent from Day One of your digital marketing exploits – or at least very early in your campaigns.

So, if you are frustrated with the SEO aspect of your digital marketing then here are some sure-fire ways you’re going wrong. And, more importantly, how to fix them!

Outdated Tactics

The best practice when it comes to SEO changes every day. Largely because Google will cotton on to a new technique, view it as ‘spammy’, and update their algorithms accordingly. Some of these tactics may even be considered to be Black Hat SEO. Take the recent August update, for example. It saw a big problem that many people were exploiting – long, advice based, content that may or may not has been actually helpful – and made it more sustainable. Ostensibly, to better both user experience and help legitimate advice sites prosper.

For this reason, it is very important to keep on track of Google’s and other search engines guidelines. Be aware of the different tactics and what may be considered ‘spammy’. Otherwise, you may find that your site faces punishment as a result of not actually following the right rules.

On the whole, SEO tactics vary from person to person. Some people swear by link building, others value content and even more think the technical side is where the future of SEO is heading. Test out what you think might work, but then don’t be afraid to change tactics if something isn’t working for you.

Technically Incompetent Website

Yes, the quality and ‘technical’ backdrop of your website actually have a big impact on your SEO and subsequent rankings. If you have a website that isn’t particularly good, has thin or weak, or poor user engagement then it simply won’t help to convert for your business. In fact, you could even find it more of a money drain and hindrance than anything else.

If your website is poor, then you’re going to struggle both in terms of ranking and conversions when users actually do go on site. Also, bad sites simply turn off users; so, having the right level of ‘polish’ to a site is simply necessary. Otherwise, you will find your site filtered out by the masses who simply expect better from their online experience.

Misunderstanding Data

A lot of SEO is incredibly data-driven. You have to understand the traffic your site is gaining, what this means about your acquisitions channels and ultimately how to generate more. All from a few numbers and line graphs that Google Analytics presents.

It’s easy to see all of the data presented by Google Analytics or other sites, then feel disheartened or as if your efforts aren’t quite there. However, it’s not necessarily about the data. It’s much more about your interpretation thereof. Interpret right and you could end up generating thousands of more users, better conversions and overall have a better website. Whereas interpret it wrong and it will simply sit there with very little views and traffic.

If you’re confused about analytics, there are plenty of resources to help you become a Google Analytics expert.

Terrible Keyword Targeting

You understand keywords. Which means that you know how to research them, implement them on your site and the supposed results that this should bring. However, it simply doesn’t. Your rankings remain a flop, even with the ‘right’ implementation of keywords. Chances are you have really miscalculated your keyword targeting.

This miscalculation can come from a number of different issues. Targeting keywords with too much search volume, targeting those with too little and sometimes you may target the wrong keyword altogether. It really is a mixed bag of reasons on a good day.

Try changing your tactics. Pick two targets; one long-term and one short-term. From there, you can decide whether your strategy is working in the short term, then make adjustments to ensure it continues or begins to do so in the long term. Thus, hopefully, removing the issue of wasted time potentially.

Impatience

One of the worst things, in terms of your SEO campaigns, can be a level of impatience on your part. By no means is SEO a get rich fast tactic. In fact, when done right SEO is a slowly building organic process and gradually improves over a long period of time (though this differs from business to business, good SEO can take up to a year or more). It’s all about sustainability and not appearing ‘unnatural’.

This level of impatience is why many clients and marketing agencies fall out, as the client is often impatient for quick results. Some of these situations even lead to the involvement of mediation solicitors. However, this is unfair in many cases as SEO is a slow method for achieving great results.

For that reason, even when your SEO strategy doesn’t seem to be working the best thing to do is to not panic. Simply look at what you’re actually doing and look to adjust. Make beneficial, smart, changes and you can easily find a strategy that does actually work for your website and business.