Companies that provide services online and in-person must know the characteristics of their target audience well to create strategies on how to capture customers on the internet.
Your audience must be approached in the right channels, using a compatible communication language and with proposals that solve their pain. In addition, it is essential to understand how your segment negotiates what its requirements are to prepare your sales team. Invest in sales training so that your type of customer realizes the value of the opportunity that lies ahead.
To master the art of negotiation, a salesperson or seller shopee has to know how to argue confidently and show examples that he knows will touch the customer, as it is part of his market reality.
- Create An Ideal Customer Profile
The ideal customer profile also called buyer persona, is a fictitious representation that helps you understand the type of customer your company wants to attract, their behavior, interests, etc.
This definition is strategic for three reasons:
- helps to identify a potential customer during prospecting easily
- is easily understood by everyone in the company, which helps in generating spontaneous leads
- guides sales strategies so that they meet this profile
- It is important to note that a company can have more than one type of buyer persona
- Determine Roles Within The Sales Team
Internal organization is also part of creating a sales plan, as, without a well-divided team, one or another function can be forgotten. Sales representatives can be divided into groups to take care of a sales approach. This is also a way to use each one’s talent better. If a company has both inbound and outbound sales strategies, these approaches call for different professional skills. In inbound, the work focuses on online sales channels that can generate more leads and conversion rates later. In outbound sales, reps speak directly to the customer from the beginning and need to have good argumentation skills.
In this way, sales leaders need to know how to identify the potential for each role within the team and when to invest in training to align a professional to a role. The three points above will help reinforce the company’s goals and who the customers are. Having a structured sales plan is beneficial for online seller and offline seller. The company can have the same base plan and use the channels of each medium to strengthen its objectives.