Critical Steps to Sales Success"
organizations have separate marketing, sales and customer service
departments, but to truly maximize a company's efforts these departments
must be closely intertwined. Potentially, each group has a tremendous,
long-lasting impact on prospects and customers. First impressions are
powerful. To ensure that your business' impact and image remain positive,
it's imperative that the marketing, sales and service departments function
cooperatively. Essential to this undertaking is streamlined communications
(internal and external) and a centralized pool of resources that customers
can rely on. The good news is that user adoption of the Web and e-commerce
is helping to accelerate the convergence of these functions.
often base their purchasing decisions on company image. Developing
a good image is especially important when your product's benefits
are intangible or difficult to measure. When customers don't have
the expertise to critically analyze a variety of products and features
to make an informed decision, the company with the best - or most
well known - image usually wins. How can a company overcome this?
It can be a huge challenge for smaller or emerging businesses or those
trying to catch up with competitors.
DemoRoom levels the playing field. Each product in The
DemoRoom is presented along side others that are in the same
classification; giving your product great "shelf space" and
equal exposure to prospects who may not be aware of all their
options. The best features of the product and company are highlighted,
building credibility and confidence. Periodically, The DemoRoom
features a product or manufacturer-increasing its exposure to
high-quality, qualified buyers.
#2 - Creating the Message
to sales success is creating the right messages. Marketing is
faced with the challenge of aligning the company's needs and culture,
attributes of the products and their position in the marketplace,
and desires and demands of consumers; creating coherent and persuasive
sales messages. Developing an effective marketing campaign is an art
and consumer input is essential.
DemoRoom provides valuable buyer insight. The DemoRoom
continuously collects and organizes the interests and comments
of prospective buyers for use by your marketing group. Insightful
information will help your marketing managers create more compelling
messages and effective marketing campaigns.
#3 - Generating Leads and Prospects
generation is an ongoing and demanding process, typically accomplished
through advertising, public relations, conventions, trade shows, and
word-of- mouth. Filtering and qualifying leads can be an arduous task.
Effectiveness is usually measured in dollars per inquiry, per demo,
or per sale.
DemoRoom serves as an active prospector. Add a prospector
to your team that works 24 hours a day, 7 days a week, and doesn't
take vacations. Prospects who use The DemoRoom tend to be pre-qualified.
And, compared to other advertising and promotional vehicles, The
DemoRoom is a bargain! The DemoRoom gives your product great exposure.
A highly cost-effective prospecting tool, The DemoRoom creates
a professional and compelling presentation, hosts it online, and
actively drives traffic to our partner sites.
a prospect's needs early in the sales cycle is important to
avoid wasting time - for both buyer and seller. Qualifying prospects
also entails determining whether or not they have the authority and
the budget to make a purchase. A prospect not qualified today may
be in the future, which makes the process of identifying, tracking
and moving prospects closer to a sale very critical.
DemoRoom attracts qualified buyers. Visitors that come
to The DemoRoom are pre-qualified buyers who are actively shopping.
Market research indicates that the majority of these shoppers
have credit cards and the authority to buy.
#5 - Making Presentations
lead generator has delivered the prospect... now the salesperson
takes over. Manufacturers have a lot at stake. They must strive to
ensure that every buyer is satisfied with their products and that
its full value is extracted. A challenge under these current conditions:
1) When an industry is fast moving; 2) When price points are well
above the impulse purchase level; 3) When a purchase also requires
a commitment of time, attention and energy; and 4) When a purchase
of a "wrong" product can cause significant disruption for both buyer
and seller. In other words, engaging buyers and aligning their needs
with product capabilities is growing more complex. New products, along
with new versions, upgrades, etc., are hitting the streets at alarming
rates; adding to the confusion.
DemoRoom helps buyers make informed purchasing decisions.
The DemoRoom has been carefully designed to help customers make
thoughtful, informed purchases, based on realistic expectations.
A decision that leads to long-term satisfaction. The DemoRoom
provides a flexible and captivating stage for your product presentation.
Interested buyers view key features, operating requirements,
and special effects that give the prospect the "look and feel"
of the product. Depending upon the intricacies or the complexity
of the product, a presentation could range from three or four
Web pages to as much as 25 pages. On their own accord, shoppers
receive the full sales presentation, including features/functions/benefits,
system requirements, and manufacturer background.
#6 - Answering Objections
objections professionally and pragmatically is critical in
consultative selling. The savvy salesperson will actually surface
objections and tackle them head on.
DemoRoom enables buyers to address issues up front. An
approach that is simple and effective: Boost the prospect's
confidence level by providing factual information and thoughtful
answers to questions. Like a capable salesperson, the purpose
of The DemoRoom is to highlight a product's selling points and
provide facts. On top of that, The DemoRoom effectively addresses
objections by giving prospects the means to easily answer their
own questions. In the end, this leads to an informed buying
decision and higher user satisfaction.
#7 - Closing the Sale
defining moment in the entire process. Also known as writing up
the order, making a positive buying decision, plunkin' down the old
DemoRoom makes buying easy. Just as a polished salesperson
would, The DemoRoom dispenses information in small doses for
two primary reasons. First, people can better assimilate information
in small increments. Second, with The DemoRoom, there is always
a soft trial close on the screen. The prospect is never more
than two clicks away from the shopping cart. Once the decision
to buy is made, the transaction is quick and easy.
#8 - Customer Service
is the key to customer loyalty. Every customer - satisfied or dissatisfied
- directly influences an enormous pool of prospects. Remember, your
customer service department can be your best source of sales.
DemoRoom supports customer service efforts. By supplying
answers to 80% of your customers' and prospects' questions, The
DemoRoom alleviates the burden that your customer service department
shoulders. People demand convenience and ease-of-use when shopping
and seeking answers. The DemoRoom is a powerful resource for customers
who can now go to one place for complete product information and
answers to their questions. They avoid the hassle of long waits
in telephone queues and jumping from one site to another to locate
products and find answers. Addressing inquiries quickly and thoroughly
#9 - Customer Relations/Resale
many industries, profit structures depend on resale revenue. Upgrades,
new versions or replacements, add-on modules and other "enhancements"
have given manufacturers an opportunity to recoup initial development
costs by selling high-margin products. The cost of obtaining a new
customer - versus retaining one - is expensive and chews into profit
margins. With this in mind, it's imperative that you stay in front
of your customers through an effective means of communication.
DemoRoom encourages follow-up sales activity. The DemoRoom
strengthens customer loyalty and encourages follow-up sales
in two ways: (1) customers who
make well-informed buying decisions are more satisfied with
the product; and (2)
leveraging The DemoRoom's customer communications vehicles,
anyone who wants know what's new (i.e. products, events,
news, etc.) from a particular manufacturer is personally
notified through e-mail. While the intent is not to replace
the manufacturer's communication activities, The DemoRoom's
"point-of-view" appears unbiased. This approach augments and
reinforces the manufacturer's efforts.
DemoRoom leverages this effective and far-reaching platform - the Web
- to serve your business throughout the entire sales cycle. To The
DemoRoom the "sales cycle" encompasses marketing, sales, and customer
service (pre - and post-sales). The Nine Critical Steps to Sales
Success is relevant to any type of business, but the importance
of individual steps varies depending upon the market, product and company's
position in the marketplace. See how The DemoRoom will support your
business each step of the way.
Better Buying Decisions
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