One of the most important aspects of any scalable sales system is that your processes need to be easily repeatable. You have to create processes that you can ramp up or down as needed using systems and software that allow that. Let’s go over the various ways to make your sales scalable.
Get the Right Sales Team
Whether you use affiliates or an actual team of sales professionals doesn’t matter. You simply need to have a process of how you choose them so that they are working hard to promote your products. Oftentimes, using affiliates can cut down on expenses and increase sales. You only pay if they sell, and they usually only sell if they like the product or service.
Get to Know Your Numbers
There are metrics you need to know such as profit margin, conversion rate, and so forth. Get to know the numbers you need to know so that you can make good decisions about what you’re going to do about any given situation.
Understand the Customer of One
Today when you market to your customers, you focus on just one by creating a customer persona and developing all your marketing materials to that one person. That doesn’t mean you can’t create more than one persona for different areas of your audience, but you do need to learn to focus down to sell more.
Align Offers with the Customers’ Needs
When you consider your product offerings and the needs of your customers, you can probably create even more products that fill more needs. In fact, you can create valuable add-ons at every stage. For example, you might want to add on a checklist or workbook to a course to help when they’re not at their computer.
Make Choices Based on Numbers
It’s very important to learn to look at data, know what it indicates and then be able to make a decision based on that. For example, if you have an underperforming sales page, how do you know it’s the sales page? If you know how to look at the numbers, you’ll know.
Make Your Process Repeatable
Anytime you can develop a process for any work you do, from onboarding customers to following up after purchase, you’ll increase sales, increase customer satisfaction, and push your business to the next level.
Use Cloud-Based Systems
When you work in the cloud, you can use more or less of that service each day, week, or month and only pay for what you use. Whether it’s a shopping cart, an email autoresponder service or something else, use scalable cloud-based systems to make it easy.
Improve Your Lead Generation and Management Structure
One of the most important ways you can scale sales is to manage your leads carefully. You want a plan from capture to after the sale so you can follow up carefully.
Having a flexible system in place will keep your business lean. It enables you to cut down on expenses until you need to ramp it up to make more sales. You can accomplish this today using cloud software solutions that allow you to scale up and down as needed.
You’ve likely heard the myth that if you work hard, you’ll get great results. You’ve been told all your life that if you’re not measuring up, you’re just not working hard enough. It can be quite demoralizing when you think about it – especially if you are working super-hard and still not getting the results you want.
Find Your Passion
The truth is, if you’re working hard at something you’re not passionate about and don’t care about, it will feel like you’re working even harder than you are. If you find something you love, something that wakes you up each day full of excitement, then you’ll find that work doesn’t feel so hard.
There are always going to be people who think that you’re nuts for getting off their treadmill. They’re not going to understand why you’re doing what you’re doing. They’re still buying the myth that hard work alone pays off. Just put your nose to the grindstone and put your head down and follow your own path.
Accept Today for What It Is
You can’t change things suddenly if you don’t have a lot of money, so you might have to keep working the job that you hate while you work passionately for the things you love until you’re earning a living from the new thing. It’s okay; just practice acceptance for what is.
Work Smarter Not Harder
There are things that you do each day that make a big impact, and things that don’t. Even if you’re still in a job, you don’t have to keep doing things that no one notices and don’t matter in the scheme of things. Do what matters. Let the rest fall where it may.
Keep Your Ethics
As you grow, it’s important to stay within your own moral compass. You can still get ahead even if you aren’t willing to compromise. Sometimes the fame or money just isn’t worth it, no matter how hard you’ve worked on what you’ve wanted.
Make Important Connections
One of the most important ways you can succeed in life is by making solid connections with others. Whether they’re family relationships or business connections, making good ones and keeping them will help you immensely.
Remember the 80/20 Rule
This is also called the Pareto principle, and it states that 20 percent of your actions cause 80 percent of the results. When you identify the actions that are getting you more results, you need to double down on those.
The truth is, working smarter not harder is the best way to approach anything. Remember the 80/20 rule too. When you can identify the actions that get more bang for your buck, you’ll be more successful than you ever thought possible.
Every decision you make has an impact on your bottom line. But, sometimes when you look at the numbers it doesn’t tell the whole story. For example, if someone clicks through a Facebook ad and then signs up for your email list, then due to an email message purchases one of your offers, is that really how it went? Or did they see multiple ads on Facebook in the past? Did they attend a webinar or two and get to know you before they finally made their decision?
By looking at all aspects of your analytics you can determine a lot about how everything you do works together. For example, the content you create is a good example of multi-channel marketing. You create content for email marketing, social media marketing, your blog, and even for freebies. Knowing which content is performing best, when and where, is part of performing multi-channel analytics.
Look at Social Media Marketing
If you were to look at the analytics of social marketing, you might at first determine that social media underperforms in terms of conversions. You may even think that you’re wasting your time on social media. But, without looking deeper you really don’t know what the role of social media is. It may be softening up your audience before they visit your website via a landing page and sign up for your email list.
Set Up Multi-Channel Reporting
Within Google Analytics you can set up multi-channel reporting, which will help you to look deeper into how your buyers actually chose to convert. For example, you will be able to see whether or not they clicked through due to organic search, an advertisement on social media, or an article you shared on social media.
Upgrade to the Paid Version of Google Analytics
If you really want to unleash multi-channel analytics, then you need to upgrade your Google Analytics so that you can study your buying cycles for longer than a month. You don’t want to make the mistake of applying the 80/20 rule and eliminating a vital part of your marketing funnel without all the information.
Determine Multi-Channel Customer Experience
The great thing about analytics is that it’s science. When you use science to help you make better decisions, you’ll do a lot better with all your goals. If you know how your customers use mobile, web, social media, email lists and more, you can design your marketing materials better for the consumer.
Getting data from a lot of different sources about how everything works together will help you make better business decisions. Knowing how your business is interacting with prospects and leads across all channels is an important aspect of taking your business to the next level.
One of the most important skills you can learn when trying to improve your copywriting is the art of persuasion. Using persuasion with words is a skill that you can learn if you understand how to do it. Let’s go over some common persuasive writing techniques used by the pros.
Ask Rhetorical Questions
This is a question that you know no one is really going to answer and doesn’t need an answer to get results. Instead, the question is designed to make the reader think about something important. “Do You Want To Triple Your Conversions?” No answer needed; of course you do, and here’s how.
You don’t have to go all infomercial on your audience, but repetition does help get a thought or idea into their minds. That’s why TV infomercials use the technique; it works. It might be irritating to some of you but it gets results. Using repetition in copywriting doesn’t have to be as caustic. For example, you can use repetition in placement of the buy button, offering several calls to action on one sales page.
Add Emotion to Your Words
Use words that elicit feeling from your audience. You may want them to feel happy, sad, excited and even guilty. Using the words that bring out the emotion you want them to feel can help lead your audience down the path you want them to go. You can draw emotions by telling a story, providing case studies, and examples.
Provide a Little Hyperbole
In advertising it’s legal to “blow smoke” a little bit. Don’t lie, but do exaggerate a bit in order to get your point across. Overstating that your solution is “the best” and “most in-depth” is not a lie, but of course you don’t really know if it’s true or not because you’ve not seen every possible solution.
Give Some Stats and Facts
Backing up your points with facts is an important way to get the audience on your side. People like statistics and facts used to back up your points because it helps build trust in your words. Find a way to tone down the stats by making them seem human, using examples that involve a story.
Describe It in Triplicate
This is not about repetition; this is about using three descriptive words (adjectives) to accentuate your points. For example: “These simple, juicy, and flavorful chicken recipes will become family favorites.”
Perhaps your English teacher said not to use personal pronouns in writing, but in copywriting you should definitely use personal pronouns. It’s about your audience, not you, so use “you” a lot in your copywriting. But, if you want to relate to the reader, you can also use “we” and “our” to draw them onto your side.
Acquire Alliteration Abilities
Technically, this isn’t alliteration since normally you are supposed to use consonants and not vowels repetitively to make them sound out. A great example is the store “Bed Bath & Beyond.”
Don’t use every single technique in each page of copy or headline, but do pick out one or two to use in order to create content such as sales pages, advertising copy, and more that converts.
Responsive Website Design
Small business owners want to have a website that gets results for them, attracts prospects, brings in leads and converts visitors. But, like most things with technology, there are always changes taking place. It’s important to keep abreast of these issues even if you’re not a web designer. One such issue is the need for a responsive website design. Here’s why that’s so important.
- Usability – A responsively designed website will be easier to use for the visitors than one that isn’t. A responsive design is clean, has useable menu options, and uses all the technology available for one-click calls, one-click emails, and more. A website optimized for mobile will work better than others.
- Mobile Web Growth – Mobile internet has grown by over 400 percent in the last two years and is going to continue to grow. However, it’s not going to replace other types of devices. In fact, people are becoming multi-device users. They use their phone, their tablets, and their PC interchangeably.
- SEO – Having a responsive website is one of the best things you can do for your search engine optimization. The reason is that most search engines give a higher return of responsive sites as results in searches. Plus, responsive websites are easier to use and simply work better.
- Avoid Flash – It’s important to be careful about using Flash on your desktop version of your website, but you should never use it if you want your website to be responsible. When you embed videos in your website, this can be an issue. Be sure to use a plugin that enables you to deliver the video to both mobile users and desktop users.
- Stop Using Pop-Ups – It’s true that they do work great to convert on your desktop. But, you need to ensure that you set them up not to try to deliver to a mobile device, because they simply don’t work on mobile devices.
- Consider the Fingers – Remember that people using mobile devices are typically using their finger to click their choices. Design buttons and drop downs with that in mind, giving plenty of finger room and differentiation between choices.
- Create Optimized Page Titles – Even on mobile, each page needs a good page title. You want to avoid titles that are drawn out and confusing. Use keywords in the titles, and keep them short when possible.
- Optimize Meta Descriptions – Meta descriptions for mobile need to be short; in fact keep it to 120 characters or less. This will ensure that Google and other search engines are getting the most information in the best way.
If you want more visitors and repeat visitors, it’s important to keep these things in your radar. Even if you’re not a web designer, you’ll need to stay informed. You can hire a good web designer or simply use the right self-hosted WordPress themes.
You understand that a strong online marketing strategy is vital to success in an increasingly diversified and competitive marketplace. You want to capture more leads and convert them into clients; you want to increase your sales and earn bigger profits. Just as importantly, you want to expand your brands and grow your businesses. (more…)