You Want To Increase Sales & Grow Your Market Share – And You’re Looking For Help.
Here’s the outline and priority development process we use.
Before reaching out to an agency, it’s best to clarify in your own mind what your definition of “looking for help” is. This will help you provide clarity and focus for the first conversation and find the right partner.
There are four typical definitions of “looking for help” that we typically hear:
- You have some questions and would like to get the perspective of a marketing professional
- You’re looking for coaching and training for an existing sales or marketing team
- You’re looking for a marketing partner to work with an existing team on strategy and execution
- You’re looking to outsource a project or ongoing work to a marketing partner
Your website’s five-second test
What does my website have to do with increasing sales and market share?
Your website is how you sell in scale. It’s how you communicate your value, your experience, your products, services, and people to buyers you haven’t met or talked with. Defining messaging, clarity, and purpose on your website helps to serve as the foundation for all communications, prospecting, and sales efforts.
- The Literal: Can a prospective buyer quickly tell what you do and who you do it for?
- Your Value: Is your value proposition and reason to consider your company clear and obvious?
- The Hero: Is the focus of your homepage language your company or your customer?
- The Menu: Is your main well organized and easy to navigate for the buyer’s needs?
Your primary products or service pages
- Are you identifying the problem you’re solving for the buyer?
- How is the customer’s problem solved by your products or services?
- What are the realities of not solving the problem for your ideal customer?
- What are the benefits of solving the problem?
- How does this solve the problem better than others?
Guiding & educating your ideal buyer
- Are you showing pricing and explaining the elements of pricing?
- Can a buyer learn about problems with your product or service?
- Can a buyer see reviews or testimonials – information from sources other than you?
- Can a buyer see objective comparisons of your products or services against options?
- Are the calls-to-actions on your site beyond “call us” or “make an appointment”?
- Can a buyer see the faces of the people in your company?
- Can a buyer learn anything about people in your company?
- Can a buyer contact specific people in your company?
Your relationship between sales and marketing
- What does the relationship look like between sales folks and marketing folks at your company?
- How often do sales and marketing meet and discuss customer questions?
- How often is marketing developing materials and content to help the sales folks specifically?
- Who is writing content in the organization?
- How frequently is content and supporting materials being drafted, reviewed, edited, and published?
- Is the sales team using video in their sales process?
- Is there any assignment selling happening between sales and prospects?
- What type of system is being used to track the activity on the website?
- What type of system is being used to nurture and manage leads?
Your business referral partners or distributors
- What materials are built specifically to help them help you?
- Is there a section on your website that specifically speaks to partners, referral sources, or distributors?
- (If applicable) Should someone want to become a wholesale partner or distributor, can they see how to do that on your website?
Implementing The “They Ask You Answer” Philosophy.
We follow Marcus Sheridan’s “They Ask. You Answer.” philosophy when it comes to reviewing, curating, and creating customer-focused content. We believe that helping, informing, teaching, and educating are powerful sales tools.
Our work with clients is helping them to shape and clarify messaging for the benefit of the customers’ questions, anxieties, fears, goals, and concerns. Doing so helps your company to gain trust from prospective buyers. And we believe trust is the greatest currency in business today.