Key Account Sales Strategy
Getting in the door is harder today than it was a few years ago. Meeting with key clients is fundamental to our success. First time clients on major accounts get hundreds of voicemails, emails and offers. Understanding the clients buying cycle and keeping in touch without being a pest or a stranger is a recipe for a relationship.
B2B clients often do research well before they agree to meet with you. They have reviewed your website, checked you out on Linkedin as well as your competition. Large account contracts require nurturing over time.
Performing progressively clients get to know and trust you. Hitting your audience to hard and too often just gets you kicked out of the game.
Consider some soft touch marketing to improve your 2010 Sales Strategy.
1. Do your research on what's happening inside their organization. What can you read about them before you make the first call? Who do you know who can give you some key ideas on hot topics and projects currently on your client mind? Can you think of someone who can introduce you?
2. When you do connect and transfer knowledge on a complex long term opportunity think of creative ways to stay in-touch over time.
3. Make sure you understand your clients pain points and areas of interest. Not only about the project but about them. How can you provide useful information and delight your client every time you have contact?
Consider doing more than you did last year. Imaginar Gifts can help. Ask us about our nurture campaigns where we send out your kit messaging. Whether you are looking to get in the door or renew an important contract we can help. Your company message is incorporated in a soft touch marketing kits we design just for you. Using drip marketing that delights your clients with useful information and gifts of appreciation helps you maintain a favorable contact frequency.
Contact us today for conversation about how we can help you achieve better results in 2010!
Contact Us
