Selling at the pace of the Internet

A “pentalogue”: five suggestions to help you effectively adjust your sales strategy.

In this article we see how in five simple steps we can adjust our marketing strategy. The 5 rules of selling at the pace of the Internet. Applying these first simple rules can help to increase customer loyalty as well as prepare them positively for up-selling or cross-selling (meaning they will be more willing to “up” their purchases or buy other products or services).

1 How you sell is as important as what you sell. The priority is to build faith with customers and differentiate your own company by creating value and attraction for your customers for how you sell your product or service and hence no longer just for the quality or characteristics of the product or service.

2. If you are talking about a customer, it’s urgent. Not understanding that the Internet allows your customer to obtain 70-80% of the information he or she needs to make an informed purchase decision about your product or service prior to contacting you, in zero time, is a serious mistake. The customer who contacts you want answers and he or she wants them now.

3. Everything happens now (unless it has already happened). The schedule for any sales action is “now”. Do you want to get an edge on your competitors? Make a follow-up action now (call back NOW, answer the phone STRAIGHT AWAY, reply to emails IMMEDIATELY).

4. Measure. Adjust. Measure. Selling at the pace of the Internet means that you have to base everything on reactivity. Each step of the process of communication and sales must be measured and continuously improved in order to reduce to ZERO the amount of time required for each step (from response to email, sending quotes and order confirmations, in short, anything that impacts on the customer and their experience with you before, during and after purchase).

5. Every single customer is the center of your universe. As I often say the less expensive customer, at least in terms of time, and with whom you are able to sell to with less effort, is the existing one, the one who is already “buying you”. This is why it is important to be responsive and this above all with your current customers.

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