We help you develop and implement a digital sales and marketing campaign. We also examine the intersection of your sales and marketing campaigns to ensure that they are coordinated to produce synergy, or the maximum benefit. Give us a call or send us a message to learn more. In the meantime, take a look at the timeless marketing principles below to make sure you’re on the right path.
All company policies and activities should be directed toward satisfying customer needs. Profitable sales volume is more important than maximum sales volume.
To best use these principles, a small business should:
-Determine the needs of their customers through market research
-Analyze their competitive advantages to develop a market strategy
-Select specific markets to serve by target marketing
-Determine how to satisfy customer needs by identifying a market mix
-Marketing programs, though widely varied, are all aimed at convincing people to try out or keep using particular products or services. Business owners should carefully plan their sales and marketing strategies and performance to keep their market presence strong.
Conducting Market Research
Successful marketing requires timely and relevant market information. An inexpensive research program, based on questionnaires given to current or prospective customers, can often uncover dissatisfaction or possible new products or services.
Creating a Marketing Strategy
A marketing strategy identifies customer groups which a particular business can better serve than its target competitors, and tailors product offerings, prices, distribution, promotional efforts and services toward those segments.
Most small businesses don’t have unlimited resources to devote to marketing; however, you can still see excellent returns while sticking to your budget if you focus on target marketing. By concentrating your efforts on one or a few key market segments, you’ll reap the most from small investments.
Managing the Market Mix
Every marketing program contains four key components:
-Products and Services
Here are the most important things to keep in mind when designing a sales strategy.
Create a sales plan
Having a document that outlines your sales goals and strategies will help you to stay on track and assess your progress. As you begin to define your sales plan, keep these things in mind:
These goals should be specific and measurable, not something like selling a million units. Base them on the nature of your product and try to break them down into manageable parts. For example, sell 50 units to end-users in 30 days and sell 100 units to local independent retailers in six months.
These are your tactics — how you plan to make the sale. You may say you’ll sell direct-to-consumer through a website or via craft shows, for instance. Or this part of the plan may include activities like developing a sell sheet to send to independent retail stores.
Your sales plan should also include the accounts you want to sell to. If it’s end-users, for example, plan how you’re going to reach them through eBay, classified ads or your website.
Put dates to all of the above elements so you can define your steps within a realistic timeline. Don’t forget that your timelines should be fluid–if you’re underachieving, your sales plan can help you figure out why and define the corrective steps you need to take.
Expand to new markets
Once you have established success in your current market, consider expanding to include other markets. This will open doors to bigger buyers.
Get the correct buyer
One of your biggest challenges is finding the right buyer within a large organization, so do your homework. If you’re experiencing roadblocks, consider hiring a distributor or manufacturer’s rep who already has established relationships in your industry
Develop a presentation and have professional-looking sell sheets ready. Your product should also have packaging that’s ready to go.
Know your target
Understand what products they already carry and how yours will fit in. Don’t waste your time pitching to a retailer who’s unlikely to carry your product.
Take advantage of special programs
Some mass retailers, such as Wal-Mart, have local purchase programs that give managers authority to try local items. And other retailers may have different initiatives, such as minority business programs.
It can take up to a year or longer before you see your product on store shelves, so don’t get frustrated. And if the final answer is no, try to turn it into a learning experience.
Don’t wait any longer, Give us a call or send us a message to get started on a winning sales and marketing program today.