While marketing is crucial, it’s sales that ultimately drive business success. Here’s how I can help companies enhance both their marketing and sales:
1. Identify the Problem Often, the perceived issue may not be the actual problem. For example, a supply chain issue could be the root cause. Understanding the entire system is essential to pinpoint the real problems and gaps.
2. Evaluate Personnel: Assess whether the current team is capable and if they require training. It’s important to determine if resistance to change is coming from the top, as this can be a major stumbling block. Financial constraints aren’t the only barriers to growth.
3. Understand Customers: Analyze both existing and potential customers, as well as the sales growth cycle.
4. Market Analysis: Conduct market research by accompanying key salespeople or owners, visiting current customers, and examining competitors. This helps in understanding market positioning and identifying why competitors might be outperforming us.
5. Competitive Analysis: Determine if competitors are winning due to factors like price, quality, quantity, speed, customer service, warranties, promotions, or accounting practices. Identify their marketing strategies.
6. Set Sales Targets: Establish 90-day sales targets with biweekly and monthly follow-ups. Listen to feedback in every meeting and implement necessary changes.
7. Internal Systems and Customer Journey: Evaluate the entire customer journey from initial contact to after-sales service. Ensure the sales team is targeting the right markets.
8. Digital Presence and Tools: Review the company’s website, Google presence, digital space, and software tools. Often, only a fraction of software capabilities are utilized, so maximizing existing tools can yield significant results.
9. Lead Management: Automate lead handling and follow-ups with CRM software. Utilize WhatsApp for bill and payment reminders, and consider automated chat solutions.
10. Customer Relationships: Reinitiate relationships with old customers and engage in activities that keep the company top-of-mind for products and services.
11. Marketing Channel: Recommend the most effective marketing channels to achieve the best results at the lowest cost, ensuring a positive ROAS.
12. Management Metrics Implement basic management methodologies such as SWOT and SMART.
If you’re interested in developing your sales and marketing, feel free to contact me.
Hisham Kabir
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