As we advance through the technology, more and more communication channels are becoming available, but at the same time key decision-makers are getting harder than ever to reach. The situation could be funny if you are a decision maker, but it could be your worst nightmare if you are trying contact one of the key decision maker in your target company to whom you are trying to reach.

As a business, you have to regularly prospect to maintain conversion and revenues coming into your pipeline. Which is why your sales team needs to effectively and confidently engage with decision makers to close deals and meet their quotas before one of your competitors grabs the opportunity. Decision makers often act quickly, and unless you make it clear why they should choose your product/solution- it’s unlikely they’ll choose you.

Reaching key decisions makers are becoming increasingly difficult, one study found that top executives receive on average of 82 external communications every day, another study found that 47% of higher level executives rejected their last three sales calls. These figures make one thing crystal clear: it’s now harder than ever to get a decision maker’s attention.

At the end of the day, it’s all about giving your prospect choices how they want to get their information.

Targeted Emails:

The reality is that not all your customers/prospects are interested in receiving a promotional email for all your products or services, the sooner you realize it the better. So that you can create a strategy for sending out targeted email campaigns to your prospects/customer based on their interest. Once you have created a strategy for sending out targeted email campaigns and structured a roadmap to deploy that strategy, then depending on how complex your product is – it could take time and involve a process before a company decides to make a purchase. However, you can initiate contact through targeted email – that is, having attention-grabbing subject lines, brief but precise body text and compelling yet clear call to actions, which always delivers better engagements.

Targeted emails allow you to usher prospective customers through your sales cycle without being too expensive or you spending much time on one prospect. You can then send follow-up emails which lets you track engagements like opens and clicks.

Calling:

According to a recent survey done on 1000 senior executives from the IT industry, 60% reported taking an appointment or attending an event after receiving a cold call or unsolicited email.

Ideally, your phone should be ringing all day with clients offering you their business but the reality is that if you want business, you need to go after it. And as part of your outbound marketing strategy, cold calling can be a very effective sales tactic compared to other communication methods

Telemarketing is still the quickest, cheapest, easiest, and the most interactive way to contact a key decision maker and close a deal. Such is the magic of a telephone call. The conversion becomes much higher when you use direct dial numbers instead of switchboard number.

Mobile:

We are living in an era where the search results which are optimized for mobile are given priority by the search engine when a user does any search from his/her mobile. As a result of this, businesses are already publishing mobile optimized web-pages and adding AMP (accelerated mobile pages) to their website to tap into the benefit of mobile first indexing.

Mobile optimization isn’t just for web-pages, you can also use it to optimize your emails for mobile, sending text alerts and creating reminders.

Web:

To get the most out of your outbound efforts through email and calling, you can use the inbound strategy by providing a dedicated landing page. Designed with marketing aesthetics in mind, it should feature your brand and highlights the main features of your product or service. You can add tailored content curated to the needs and requirements of the intended audience. It should be unique, informative and engaging, addresses your prospect while at the same time focusing on the core messages and values of your business. It can be one-way or more interactive but most of all must be relevant for your prospects/customers.

Also, make sure your landing page is equipped with a web form which allows your prospects to send in a request/inquiry and make sure you add multiple contact methods like form, phone, email, live chat, etc, allowing for hassle-free conversion.

Social:

The idea when going social is to reach your targeted market effectively through the selective use of the most appropriate and proven social channels for your targeted market.

Knowing the differences between channels helps build the right content. For example, on Twitter, you need to address your followers directly to the point, within the 140-character limit. While making a post on Twitter, you should use links to websites or other channels, directing the flow of traffic to your advantage. Facebook, LinkedIn, and Instagram on the other hand, are much visual for posting articles, links to your newly published blog (exception: cannot post link a to Instagram), and pictures. The more interesting your content is, the more likely it will receive engagements from users like share, like or comment; therefore it will reach to a bigger audience and the best part is that this reach organic so you don’t have to spend on promoting your message/content.

Some key factors to keep in mind while developing and sharing content: Understand your audience’s needs and create content that addresses their need. And then, when sharing on social media, making sure that you do the best while sharing on each network – use relevant hashtags, formatting, etc.”


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