KLA Group Sales Article

Marketing Strategies to Make Your Sales Soar

By Kendra Lee, President, KLA Group
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Getting the attention of prospects is an age-old challenge. With contacts busier than ever before, you can’t rely just on cold calling or email. Rather, it's essential to take a multifaceted approach to get through to them.

If you’ve combined cold calling and email, likely you’ve seen your prospecting results improve. But they may not be getting you all the prospects you need. While this is a great first step, you need more.

Sales superstars are always looking for the next big thing that will differentiate them from their competition and keep them on top. First it was using email in their prospecting. Then it was doing research on social networks.

Now, it’s using marketing campaign techniques to expand your prospecting approach and grab the attention of your prospects.

Savvy marketers combine multiple attraction strategies into well thought-out campaigns focused on specific target markets. Their goal is not just to grab attention, but to be noticed by prospects. To accomplish this, they need to be everywhere their target audience is, visible and demonstrating expertise.

They use the Attraction Trifecta: personal, digital, and collaborative attraction strategies including email, phone pursuit, social media, events, letters, blog posts, alliance partners, and more--all combined in campaigns that will get them noticed.

Sound difficult? Maybe, but these techniques will generate the leads that will make you a sales superstar. Here are two tips to get you started.

1. Choose Your Strategies

Combining prospect attraction strategies can surely be effective, but you don’t have all the resources of a marketing team. Instead, focus on three or four strategies and take it from there.

You might find that personal attraction strategies are most in-line with your personality and approach to sales. In that case, you could choose to take a more personal approach, expanding beyond calling and email by adding personal letters and some collaborative events or social media.

If you’re a business owner looking to acquire new clients, choose attraction strategies that align with your resources and staff capabilities.

The bottom line is to understand which attraction strategies feel the most natural and to go with them.

2. Plan a Campaign

Once you’ve identified your strategies, pull them together in a campaign. It’s your continual presence with your target market that makes the difference. Create a consistent plan that will keep you in front of your prospects, demonstrating your knowledge of their issues and your ability to address them.

Spread it out over a period of time that’s long enough for your prospects to become aware of you and learn from you. Use your different attraction strategies to keep it interesting for prospects. Use the free Campaign Planner I put together in The Sales Magnet Tool Kit to step you through planning your campaign.

Use these two marketing strategies to build a pipeline full of hot prospects interested in working with you. You’ll distinguish yourself with your prospects and see your sales soar.

If you’re looking for more ways to use collaborative attraction strategies, expand your lead generation and fill your pipeline with hot leads, get my new book The Sales Magnet: How to Get More Customers Without Cold Calling available at Amazon.com now. Read the first chapter for free here: Free Sample Chapter.

Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book “Selling Against the Goal” and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636.


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