There’s no denying that IT marketing and sales require a lot of dedication and persistence. Successful sales strategies demand developing sales skills along with analyzing your company’s strengths and weaknesses. If you spend the time required to develop a sales strategy that integrates the exciting challenges and creative opportunities necessary for sales success, then you’ll reap the benefits of increased sales conversions.
Analyze Your Business
When analyzing your business, gather crucial information for insight into developing your marketing plan. The following situational analysis is based on the SWOT analysis tool that analyzes four types of data for sales and marketing growth:
- Strengths of your business – Analyze your company’s internal strengths. Think about how knowledgeable you are, the types of services you offer, what you’re offering above the competition and what your resources are. Think about all the positive aspects of your business, both tangible and intangible. What is your value?
- Weaknesses in your business – Although it’s difficult to analyze your weaknesses, it is an important step in accomplishing your IT marketing objectives. Consider what is holding your business back and how you can improve your competitive edge. What is detracting from your business’s value? If you identify your weaknesses, then you can learn from them and work at changing them.
- Opportunities in your target audience – Gather information on the types of sales opportunities out there. Analyze your target audience, so you know what they need, and how you can help them meet their goals. Concentrate your marketing strategies on the prospects that need your MSP services.
- Threats to your business – Several factors could threaten your business. Analyzing these threats can help you alleviate the ones you can control, and position your business to address the threats out of your control. These threats include your competition, the economy, government regulations, consumer behavior or obsolete technology to name a few. Every business is different and has its own set of threats.
What Sets Your Business apart from the Competition?
When creating your marketing plan, make sure you’re aware of your unique selling proposition (USP). Once you know what sets your business apart from your competitors, you can work your marketing strategy around it. Your unique selling points help your business stand out and give you a competitive edge. Highlighting your USP when marketing to your target audience could be the nudge they need to buy from you. Regularly update your USP as your services and customer’s needs change.
Track the Success of Your Marketing Approach
Once you have your marketing strategies underway, it’s time to start tracking your progress. Tracking your sales success helps you analyze what’s working and what’s not to improve your sales strategy. Tracking your progress also helps pinpoint the impact of your marketing strategies so you can develop new ways to improve it. When analyzing your sales metrics, consider the following questions:
- Do you have repeat customers?
- Are your lead nurturing strategies effective?
- Which media platforms resonate with the target audience?
- How long does it take for lead conversions?
- What are your customer satisfaction and loyalty ratings?
- Which sales strategies have the best outcomes?
- Are you keeping up with trending sales metrics?
Customer needs are always changing, and developing a framework for a competitive IT marketing plan that builds on your strengths is critical to profitable growth. As you evaluate your sales strategies, you’ll gain new insight into the leading sales methods for successful conversion rates. When you define your sales goals after analyzing your business, emphasizing your compelling USP, and tracking your sales progress, then you will accelerate your sales over time.