DIGITAL GROWTH
your sales How to
Do you watch TV shows on catch- up so you can skip through the adverts? How often do you ignore calls from unknown numbers rather than answering them? When was the last time you responded positively to cold email outreach from a salesperson? Ad blockers, caller ID, spam
filters and a vast array of other tools have enabled us, as consumers and in both our personal and professional lives, to take more control of the things we buy and how we buy them. We are no longer beholden to a salesperson to find out information about a product because we have Google at our fingertips and a plethora of review websites catering for every niche. This is reflected in the day-to-
day existence of the typical salesperson. Research from Topo, a sales and
marketing consulting firm, found it takes 18 or more dials to connect with a prospect over the phone, while callback rates are less than one per cent. The same research also found
that only one in four sales emails are opened. This highlights just how important it is to be efficient and impactful at every step of the sales process. To help overcome these challenges, here are some tools that can be used for free.
SALES PROSPECTING –
HUNTER.IO Reaching the right person in an organisation can be difficult when
56 business network June/July 2020
you don’t have their email address. Sure, you can try guessing, but is it
john@acme.com,
john.doe@
acme.com or
jdoe@acme.com? That’s where
Hunter.io comes in. Hunter lets you find email
addresses in seconds and connect with the people that matter for your business. It has a database of more than 100 million email addresses and can provide you with a confidence score for each email address that you find. It’s free to sign up and start
using immediately. There’s even a free Chrome extension to make life even easier for you.
LEAD ENRICHMENT – CRYSTAL KNOWS One benefit of having a strong professional network is being able to get an insight into a person by speaking to a shared connection before a sales meeting. Is your prospective customer analytical, requiring a lot of detail, or are they a big picture person who likes broad strokes and bold ideas?
Imagine if you had a tool that
meant you could get such insights about anyone and all you would need is their LinkedIn profile. That tool is Crystal Knows. Crystal Knows is the app that
gives you insights into anybody’s personality and coaches you on how best to communicate with that person. I’ve been using the tool over
many years and its insights are scarily accurate.
VIDEO OUTREACH – SOAPBOX BY WISTIA In a world where only one in four sales emails are opened, it’s important to make sure those that are make a big impression. One of the easiest ways to do this is by using video. Specifically, personalised video outreach. It’s never been easier to record
and send videos via the web thanks to Soapbox by Wistia. This simple Chrome extension allows you to record yourself and your screen at the same time before uploading the video, capturing a custom
screenshot, and then embedding that right into your emails. In my personal experience, these
emails are over three times more likely to be clicked and I have received more than double the responses than I would from ordinary email outreach. It’s a powerful way to reach prospects.
These are just three tools which can be used to streamline your sales process. If you’d like to learn more about sales automation, join us at our next webinar. To see dates visit www.leics-
digital.co.uk/events
The Digital Growth Programme is managed by East Midlands Chamber (Derbyshire, Nottinghamshire, Leicestershire). It is part-funded by the European Regional Development Fund, the Chamber and Leicestershire County Council and is designed to help SMEs located in Leicester and Leicestershire embrace new digital technology to improve productivity to aid growth. For more information please visit
www.leics-digital.co.uk.
Businesses based in D2N2 can access similar digital support by visiting
www.d2n2growthhub.co.uk
streamline
Digital Growth Programme Consultant Martin Broadhurst is our CRM and Automation expert. Martin has given us some tips on how to streamline your sales using simple digital tools to reach and convert your next customer.
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