Sales / Demand Generation

Sales / Demand Generation

First and foremost, demand generation encompasses — you guessed it! — generating demand for your product or service. Secondly, demand generation refers to the comprehensive program of marketing and sales enablement initiatives throughout the entire funnel. Moreover, that only occur once there is some demand for your product or service. Lastly, demand generation goes beyond your marketing and sales funnel to address non-visible touchpoints before a lead even enters your funnel, all the way through customer retention.

The below section will discuss strategies and exercises to enhance customer acquisition and customer retention.


Customer Acquisition

As a business leader, you’re no doubt keenly aware that the client base is the lifeblood of any organization. Moreover, a steady stream of new customers allows you to grow your business and fulfill your vision for the company.

The following approaches work great simplifications for selecting your website’s approach to customer acquisition:

Identify the Target User

The development of an ideal target customer profile is one of the most essential elements of marketing strategy. Effectively understand who makes an ideal client allows you to create your entire business, product, services, message,  sales and support around attracting and serving this narrowly defined customer group.

Determine the Preferred Channels of your Target Demographic

Defining your target market is one of the marketer’s most essential tasks. First of all, it is the basis of all components of your marketing strategy. Moreover, it aids you to develop and name your products or services right through to the marketing channels you use to promote them.

Set Goals for the Number of New Clients in a given Time

Most importantly, marketing objectives are a brand’s defined goals. They outline the intentions of the marketing team, present a clear direction for team members to follow. Furthermore, it offers information for executives to review and support. Marketing objectives are a pivotal part of a marketing strategy. Without defined goals, a brand will struggle with achieving its plans because it won’t be clear on what it wants to do. A straightforward plan is required to know what you hope to do and how you plan on doing it.

Decide on your Budget for bringing in New Clients

To be in business, you require clients.  And also to expand your business, you need to obtain new clients.  Nevertheless, you have to go about this strategically if you want to be successful. The primary thing you need to recognize is how much you can afford to spend on getting a new customer. This sounds easy but most business leaders have no idea what that magic number is. Many business leaders have no idea how much they are currently spending on advertising and marketing (TV, radio, internet marketing, yellow pages) to get a new client.

Create Compelling Content

Nowadays, content marketing is considered a critical aspect of any company’s advertising efforts. Yet, for a new startup with a limited budget, trying to find a way to craft compelling blogs, social media posts or infographics can seem overwhelming.

Share the Company’s Message

Traditional marketing concepts and strategies that frequently get forgotten and seem impractical today are very relevant when it comes to tech companies and software products. It’s a completely different world now, but the fundamental principles of positioning and marketing apply to software corporations today. Moreover, it similar to did 50 years ago to companies selling things such as bars of soap. As the number of products in every SaaS category continues to increase ever more immediately, positioning and strategic messaging are becoming more important than ever before.

Global Sales Channel Development

Sales channel development particularly with a new region, product or market entry should be carefully considered to optimize business results. Business leaders should consider the various alternatives for growing sales prior to selecting and developing your distribution channels.

Different Phases of Sales Channel Development

  • Emerging Growth – This phase refers to times when a company is building a new sales channel. Furthermore, which includes various activities such as to recruit and involve these partners successfully. In the emerging phase, companies are usually engaged in making proper plans and procedures to make sure that everything is in place. Moreover, it also includes establishing a profile for the ideal partner.
  • Scaling – When the fundamental channel management method is established and sales are maintainable. At this point, the company requires to upsurge its revenue. This phase of the channel management process is called scaling.
  • Continuous Improvement -The scaling method is a never-ending process except a company doesn’t want to progress. To keep on the scaling process needs major investments or expansions after when a company has reached a plateau point. At this time, the focus of the company becomes to keep the sales sustainable and using optimizations to enhance revenue to improve sales beyond the total capacity.
  • Sub-Optimized – Nevertheless, there is one more phase that every successful company would want to avoid. The fourth phase is called “Sub-optimization” and any company can slip into it if things don’t go well. To avoid this phase, a company should spend a great amount of time to evaluate business plans. Moreover, the company shouldn’t rush to enhance business further without making sure the stabilization of the current business.

Customer Retention

Once you create a killer product and have identified your target market, company growth can begin taking off and it’s important to dedicate just as many resources to retaining existing customers as to selling to new customers.

that’s what your client success team is for — to help customers see the value and achieve goals using your product or service. But there’s more to it than just answering their phone calls and helping them on-board with your software — it’s about creating a process from the very beginning that fosters communication, trust, and mutual growth.

Customer retention is essential to any developing company because it measures not only how successful they are at acquiring new customers, but how successful they are at satisfying existing customers. Moreover, it is easier and more cost-effective to retain customers than to acquire new ones, returning customers to spend more and buy more often, and refer friends and family. Only a 5% improvement in customer retention can increase company revenue by 25-95%.

Strategies to Boost Customer Retention

It is crucial to increase your customer retention. therefore, the below section will discuss customer retention strategies.

1. Highlight Case Studies during the Sales Process

An important portion of the sales method focuses on determining if your company and the prospect are the right fit — from both a relationship standpoint and how you will work together.

2. Set Expectations early and often

If business owners don’t set expectations and express these clearly, clients can easily become upset. They might consider you can deliver specific results. Moreover, in reality, those results are only seen in month six or with extra initiatives and work input.

3. Communicate Results Regularly

That means you require a great system for tracking and reporting on the metrics that matter to the client. Moreover, it is related to the goals you established together. Be transparent about the activities you executed on last month, the results you saw, where you see opportunities for developments, and what you will work on next month.

4. Create a road map for the Future of the Relationship

This desire to know that you are working toward a “next step” can also be applied to business relationships. It could be easy for the customer-company relationship to fall victim to routine — everything is going great, you know what type of work the customer wants (and will approve), and you understand what works to reach their goals. That gets boring quickly though. Moreover, it’s easy for the customer to wake up one day and realize how uninspired and unmotivated the company team is.

5. Make Memories Around your Shared Successes

According to research, people remember negative events more vividly than positive ones. Even if there are more positive events overall, the bad occurrences may be the longest-lasting memories. Furthermore, which makes customers more likely to share those negative events on social media, too.

6. Ask for Feedback and act on this Information

You can’t develop customer retention without first recognition of why clients leave your company. firstly you have to know the reasons and the correlating signs. Then you can work to prevent client churn by proactively dealing with issues.

7. Map out a Consistent Customer Experience

Consistency develops trust with customers. They know what to anticipate and can rely on your team to get the work done and deliver the results they need.

8. Create a Customer Relationship Marketing Strategy

Relationship marketing is the art of developing a personal relationship with your customers. Anybody can begin a business but not everybody can produce a strong customer relationship.

9. Keep a Record of Communication and any Past Problems

Your organization’s business practices, culture, and leadership all contribute to retention, but a different way to prevent disruption in changes in personnel is by adopting a CRM where you can store notes from phone calls and meetings, ongoing issues, personal preferences of the customers, etc.

10. Make sure that the Customer has a Relationship with the Entire team

Typically, customers mainly communicate with their primary customer success manager. These individuals form a bond during hundreds of phone calls, meetings, and emails. They know each other’s favorite restaurants, what sports their kids’ play, and other seemingly inconsequential details.

11. Use Reciprocity to Increase Loyalty

Reciprocity is a social construct that has been found to improve loyalty. Acts of kindness generate a feeling of obligation in the person who instinctively wants to repay the kindness. There are two types of reciprocity: surprise and trumpeted. Both of these could be used in customer service to increase loyalty.

12. Build a Customer Loyalty Program

One of the wisest methods to foster customer loyalty and retention is by providing even more value to them. Furthermore, this can take the form of a customer loyalty or rewards program.

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