You know the saying, ‘it takes a village to raise a child’? I also know it takes a village to sell digital marketing products and services. Unless you can cold call, build strategic solutions, do killer presentations, and close a deal all in one fell swoop, you can’t do this alone.
Dividing and conquering is not only an ideal solution to balancing workload. It also supports a critical mindset shift in enhancing your sales performance: the day does not begin and end with your individual sales goal or service quota. Having a team of sales experts is not only about closing more deals; it’s about fostering stronger, more collaborative relationships with both coworkers and clients.
The next thing you know, boom – it all adds up to more sales.
There are three key elements to aligning your digital marketing sales team with a winning mindset, and it starts with working together.
When you look at your team, are they using their unique skill sets in the most productive way possible? Consider each team member their own kind of specialist. One may be great at generating leads, while another may be stellar at administrative duties. When you use a “one-size-fits-all” approach to every one of your sales team, you may be stifling true potential.
When my team selling strategy was firmly embraced, instead of closing one or two deals a month, we were up to five to six, with a total of $20,000–$45,000 in new recurring monthly revenue, plus lucrative one-time projects. It became apparent that we were creating a well-oiled machine for generating inbound leads and closing deals.
I encourage you to visualize dividing your team into these three initial areas:
1. Lead generation
2. Core sales process
3. Administrative tasks that support the process
Start with these three key roles, and go from there.
The second secret weapon to connecting your digital marketing team with more sales is all about meaning. When I think of capturing real momentum with authentic selling, I am reminded of the quote from Sales Thought Leader, Roy Bartell,
"Most people think selling is the same thing as talking. But the most effective sales people know that listening is the most important part of their job."
In other words, when someone contacts you saying they want one thing, it’s up to you as a strategic salesperson to really understand what they need below the surface. When you listen closely, you should be able to hear the actual outcome they seek, and not merely the service they’re inquiring about.
When a prospect tells you what services they want, take notes, not orders. It’s up to the sales specialist to make strategic decisions based on the client’s business and sales goals, and to guide them to what mix of solutions will be the best fit. Every communication you have with a prospect should be rooted in authenticity, strategic recommendations, and transparency. Tell them what they really need, not just what they want to hear.
If you know that your prospect needs multiple marketing tactics to achieve their sales goals, mention all the services they need, even if you don’t offer all the services listed. This is like a doctor informing a patient that they need knee surgery and physical therapy, even though the surgeon does not offer the physical therapy. Your prescription should be complete and comprehensive, not siloed to only what you offer. This type of strategic selling builds much-needed trust with your clients, and will inspire them to hire your team.
Pinpoint and clarify the prospect’s problems as they see them.
What is the value you’re bringing to clients? As a digital marketer, that’s the critical third element of your winning mindset.
Sure, value can be measured by blog posts produced or first page Google Rankings, but what clients really want is more leads, sales, and revenue. Your clients are looking for long term, tangible results. Especially with rising inflation, can you show them the money?
It’s easy to get lost in the weeds when it comes to the scope of work or hours you put in for each client. But your clients will always be drawn most to the bottom line business results.
This is just the beginning. If you’re looking for more ways to help your team connect more meaningfully with your prospects to yield massive sales results, here are some resources to help you get started:
Download the beginning of my book Clone the Ace. Read through a couple of chapters, for free, and see if Clone the Ace fits with your team’s vision.
Skip the download and buy the whole book to get our entire marketing and sales system, including how to get your team to reach their potential.
Hire our team to help you create a winning team and increase leads and sales.
Is your team fit to win? Let us show you how it’s done.
We will send you a weekly email with one specific and actionable tactic you can use to improve sales.
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