use content to start, stoke, and speed up the sales cycle
DESCRIPTION
Content marketing will help you generate more leads, convert more prospects, and close more deals. When used effectively, it can systematically improve your capacity for revenue creation.TRANSCRIPT
7 Ways to Use 7 Ways to Use Content to Start, Content to Start,
Stoke, and Speed Up Stoke, and Speed Up The Sales CycleThe Sales Cycle
Everyone is selling something.
All the time.
To Sell is Human
Buying habits have changed.
How we find what we’re looking for is changing.
The Challenger Sale
78% of B2B buyers are looking for information around their business challenge.
Buyers get 57% of the way through a purchase decision before they’re willing to engage a sales rep.
90% of consumers find custom content useful.
78% believe that organizations providing custom content are interested in building good relationships with them.
Because 61% of consumers say they feel better about a company that delivers custom content, they are also more likely to buy from that company.
88% of buyers use white papers to research.
Often sales people neglect to take advantage of
how content marketing can help them:
Engage static leads. Prompt conversation with key decision makers. Provide a reason to connect “in between” purchasing decisions.
7 Ways Content Can Start, 7 Ways Content Can Start, Stoke, and Speed Up Stoke, and Speed Up
The Sales CycleThe Sales Cycle
Send downloadable content to a decision maker who has stalled in
the buying process.
ONEONE
Blast downloadable content to your existing clients to remind them
you still exist.
TWOTWO
Print downloadable content out in color and include that with seminar
or workshop materials.
THREETHREE
Create a 90 minute workshop around custom content.
FOURFOUR
Offer downloadable content as a reason to sign up for a webinar or schedule a follow up conversation.
FIVEFIVE
Include content as part of your follow up to a conference call or
onsite meeting.
SIXSIX
Use downloadable content to add credibility to your
product or service.
SEVENSEVEN
Strategically Using Content Will:
Elevate you above your competition. Add value to your client or prospect. Affirm that you are relevant and effective.
“I understand your world.” and
“I’m not here to waste your time asking you
to teach me about your business.”
–from The Challenger Sale by Matthew Dixon and Brent Adamson
Twitter: @ben_stroup | Facebook: Ben StroupLinkedIn: Ben Stroup | Google+: +Ben Stroup
Web: benstroup.com | Blog: thecontentmatrix.comE-mail: [email protected]
BEN STROUPBEN STROUP