How do you create an effective sales page that will move your potential customers further along in the sales funnel process? To gain solid leads who are willing to close the deal, try focusing, for example, on personalization through web technology that can enable prospects to engage in relevant content that speaks specifically to their current and anticipated needs.
Below, 11 Forbes Business Development Council members weigh in on some additional best strategies that have strengthened their own client relationships and led to an increase in sales opportunities.
Members pictured from left to right.
Photos courtesy of individual members1. Take A Holistic Approach To Find The Best Solutions
We have been on a journey from being quite transactional to more relational in our approach to focusing on holistic solutions. By holistic solutions, I mean that we are really trying to get our teams to focus on defining the client outcome and their goal by framing everything we provide in that context rather than focusing on the service or product. - Mark Dorsett, Prosci
2. Prepare To Map Out Key Relationships And Get Connected
Our research shows that top sellers actually spend 10% less time selling. Instead, they do more prep and research than average performers, and this results in faster, bigger deals and higher win rates. Top sellers are mapping the key relationships they need, understanding how to get connected and what prospects care about. They look at the relationship as an input to the sale, not an output. - Alyssa Merwin, LinkedIn
3. Demonstrate That You Understand Customer Behaviors
I would say the ease of recommendations could lead to an upsell and create more stickiness. Customers are delighted when they believe you have put in the effort to understand their buying patterns and areas of interest. - Onyinye Ikenna-Emeka, MTN NIGERIA COMM PLC
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4. Utilize AI Technology To Identify The Right Contacts
We used to hunt for the right contacts in a very painstaking way. Now Seamless.ai gives us the right decision-maker contact, helping our sales reps save 80% of their time each week. Identifying the right target persona has also always been a challenge. We aligned our sales process to the lead stages and this gave us lots of clarity into our bloated pipeline and sales activities against immediate focus areas. - Zeenath Kuraisha, Asia Pacific Sales & Marketing Academy Pte Ltd
5. Tailor And Deliver A Personalized Buying Experience
Personalization can help improve a sales webpage and sales process. Adding personalization technology to your website can help make sure prospects are seeing the most relevant content at the right time, every time. And in the sales process, no two sales cycles should look the same. To succeed, sellers must tailor their approach to each individual prospect and deliver a personalized buying experience. - Hayden Stafford, Seismic
6. Target Clients Based On Their Needs
Targeting the right message at the right time to the right persona is key to effective selling. Another important step is to have an effective discovery through research and by asking the right questions. You must understand your customer's business fully before earning the right to have an opinion or sell anything. - Jennifer Haas
7. Build Strong Partnerships
Building a strong partner ecosystem has been a key part of our sales process. Investing time, people and money into targeting specific partners can help businesses increase awareness, facilitate introductions in crucial markets and drive alignment within sales organizations, which can significantly contribute to bottom-line growth. - Javier Molina, Starburst
8. Monitor The Organic Outcome Of Deal Content
Deal content tracking is essential. From the first ebook a prospect downloads through the last case study they read, deal content tracking shows how and when our sales material influences the deal and impacts the pipeline throughout the sales cycle. Sales content metrics, such as contribution, lift and velocity, help us understand content usage, improve the content and messaging and tie usage directly to outcomes. - George Donovan, Allego
9. Offer Product And Service Add-Ons
The simple answer is "Would you like fries with that?" question. This can be as simple as a pop-up on your sales page, a little add-on question in your presentation or an option in your presentation. Once a client has chosen to spend any amount of money with you, they are more likely to pick up the little bonus option as well. - Jethro Hopkins, Fulcrum HR Consulting LLC
10. Revisit Which Sales Strategies Worked In The Past
Research the historical data. Utilizing historical data for the company, executives and emerging trends will help shape your product and marketing and allow you to get to what will help the customer be successful. - Donald O'Sullivan, Pegasystems
11. Map Your Prospect's Buying Journey
The most important feature of any sales process is that it must map to your ideal prospect’s buying process. The sales process should help your reps identify where the prospect is on their buying journey and enable them to facilitate advancing through qualification, negotiation and ultimately closure. - Julie Thomas, ValueSelling Associates
