Do you feel in control of your sales or do you take action only when you receive an enquiry? The level of control you have over your sales process will determine whether it is a reactive or proactive sales strategy. Both approaches have their benefits for your sales process, however, only being reactive can leave money on the table. In this post, we’ll talk about proactive and reactive sales and how automation can help move you towards a proactive sales strategy.
What is a proactive sales strategy?
By being proactive you take control of the sales process rather than wait for the customer to make their move and get in touch with you. If you’re waiting for customers to contact you then you’re taking a reactive approach to your sales. There is no single approach that outperforms another. However, the approach you choose will depend on the product/ services you offer, who your customers are and your available resources.
What is a reactive approach to sales?
First, let’s have a think about what being reactive means. When reactive, you respond to a situation without taking steps that control the process or move the customer forward toward your desired outcome. This is how solo or small business owners tend to operate. Although being reactive can be beneficial, it will leave money on the table.
Using automation for a proactive sales process
Setting up, monitoring and managing your sales process inside an all-in-one marketing and sales tool, like Keap, can turn your sales strategy from reactive to proactive. It does take time to build and develop a proven sales process, but once you have one that works for your business then automation can handle the tasks that you may push back, forget or would rather avoid. With the structure set-up in the tool then you can be confident that your sales process can be more proactive with it.
By initiating conversations with potential customers
Identify contacts that are a good fit for your product or service. With the data your system is collecting, workflows can be triggered at just the right time. Perhaps a recent email has resonated with your a number of your prospects, how would you know? The link they clicked on to “find out more” could be the give away. Creating a task for you to get in touch with them can give you the nudge to give them a call.
Build trust by adding value upfront
Sharing content as soon as the relationship is established to inform and educate your prospects will help them build a picture of you early on. Putting you in a better position for the sale. Automated workflows can send timely and relevant emails, using sequences, to your prospects for you. Helping you to build the relationship, add value and establish trust right away.
Make data driven decisions
Collecting and reviewing sales data is important to help you make informed decisions on the sales tactics to use in your business. With automation tools, you can get to know where sales are happening and the journey that took place before your customer got to that point. Enabling you to optimise your sales process and use relevant tactics at the right time.
By implementing a proactive sales strategy in your business with the help of automation tools you can take back control. Choose to take the lead and convert more opportunities, sooner and with ease.
What are your thoughts, do you have a proactive sales strategy in your business? What could help you implement it?
Let us know. Leave your feedback or comments below.