You made a smart move teaming up with the best partners in the cloud industry. Everything is set for success, but, you’re still struggling with your sales. Does the following scenario sound familiar? You’ve built the best offers for your market, but you still can’t see the cash coming in. Your ROI on marketing is so low that you feel like giving up. Well, offering great products isn’t enough to make good sales! If your sales aren’t taking off, don’t blame your salespeople. Instead, offer them winning strategies to help them succeed!

Would you like to make your sales team more successful? Show them these tips and see what happens!

Sell solutions, not products

It took you a long time to figure out which product bundles your market was looking for. But, do your customers even know your products are out there? Instead of spending all your time dealing with leads, prospects and customers, try to focus more on presenting solutions. Use your customers’ needs as a basis for your sales pitch by focusing on the product features that will help them solve their issues. This is also a good angle for your marketing material.

Did you know that 70% of purchase decisions are made to solve problems?*

Get the jump on leads

Just got a new lead? Don’t wait 24 hours to contact the person. If someone downloaded an eBook, attended a webinar, or clicked on a banner to visit your landing page, it’s possible he or she is looking for the product you sell. Remember, you’re not the only one on the market. The earlier you contact a lead, the better the opportunity you have to convert it into a prospect and get one step closer to finalizing the deal.

It’s a proven fact: following up leads within 5 minutes gives you 9 times more chances to convert them.*

Use email the right way.

With social media, networking, tradeshows and email, you may think you’re doing enough to stay in touch with the market. It depends. Did you know that the return on investment for email marketing is twice as high as the other methods?* How efficient is your email marketing strategy? Do you even have one? Maybe it’s time to review your strategy or build one. Aspects like content, campaign and nurturing should not be overlooked.

Nurtured leads tend to make 47% more purchases than those who are not.*

Choose the right time to communicate with clients

Plan your email campaign. Email you send outside office hours is less likely to generate leads. This is especially true if you’re dealing with people around the world. Consider the different time zones. The best time to send email to prospects is between 8 a.m. and 3 p.m.*

The same holds true for cold calling. Never call someone between 11 a.m. and 2 p.m.! According to InsideSales.com and the Kellogg School of Business, the best time to make cold calls is between 4 p.m. and 5 p.m. If you can’t reach the person then, you can also try earlier in the day, from 8 a.m. to 10 a.m. You might have to call 8 times until you reach the right person, so be patient!*

The day you call can also make a difference. Thursday is considered the best day for cold calling while Wednesday comes in second.*

Make the prospect feel important

Are you organizing a live webinar, a videoconference or any kind of meeting with a prospect? Get an expert to attend the meeting so he can answer questions you can’t. If the expert can’t attend, make sure he can be reached by phone, text or email, especially during the meeting. If you still have haven’t answered all your prospects’ questions at the end of the meeting, follow up quickly! Your prospects need to feel you care about them. Your  actions will give them an insight into the kind of customer service they can expect from you.

Remember, just because you had a meeting doesn’t mean the deal is in the bag. Your customer might also be collecting information from other providers, so make sure you follow up!

Did you know that an average of 80% of sales made required 5 follow-up calls after a meeting?*

Give them a solution

As we said earlier, make sure your presentation convinces the audience that you’ve got a solution to their problems. Reciting a long list of features won’t do any good unless you can show that these features will help their business. When you make a presentation to a customer, make it interactive. Ask questions and use the answers you get to talk about the features that correspond to their needs.

Here are some good presentation tips:

  • Use visuals. The human brain processes a visual image 60,000 times faster than a written text.*
  • Don’t focus on statistics. Tell stories about your products. 63% of attendees will remember the stories you told while only 5% will retain the statistics.*
  • Finish with a bang. The 5 last minutes of your presentation should be the best!*

Take full advantage of your referrals

Have your sales been better than you expected over the last year? Awesome! But don’t rest on your laurels. Recent studies show that an average of 14% of all customers leave their providers every year for different reasons.* If you want to stay afloat and grow your business, you’ll need more customers!

A lot of businesses use different types of media for much of their lead generation. However, you can’t ignore the power of customer referrals. Satisfied customers are very likely to refer you to other people. Have you asked your clients for referrals? If not, you’re certainly missing out on great opportunities. Did you know that 91% of clients say they’re ready to refer a company to their family and friends while only 11% of companies actually ask the question? *

Now that you know how to improve your sales, it’s time to put these ideas into practice! I If you’re looking for a cloud partner to work with, you might be interested to know that SherWeb provides all its resellers with the expert help they need to have a successful career in the cloud.This includes white-label sales and marketing documents and a dedicated Account Manager who will listen to your requests and make sure you provide your customers with the right answers. Plus, our support staff is there to help you and your customers 24/7/365.

Learn how to be successful in the Cloud. Get your infokit.

Thank you!

*Sources: InsideSales.com, GetResponse, Kellogg School of Business, TeleNet, Ovation Sales Group, MarketingSherpa, The Annuitas Group, Neo Mammalian Studios, Authors Chip & Dan Heath, The Marketing Donut, Dale Carnegie, Impact Communications, BusinessBrief.com.

Written by Mathieu Leblanc Business Development and Partner Network Director @ SherWeb

Mathieu Leblanc is SherWeb's Partner Network Director. His extensive experience in the field helps him pinpoint upcoming trends that matter to MSPs and IT consultants.