So we are in a recession, inevitably the chase is now on for Revenue Protection & Revenue Generation…
According to Heidrick & Struggles, the No. 1 focus for C-level executives in 2009 is the customer—acquiring new ones, increasing retention and improving their lifetime value, in that order.
Eighty-eight percent of the executives surveyed said acquiring new customers was important, and 87% said the same about customer retention. Least important on their list of priorities were improving marketing’s impact on shareholder value, retaining talent and expanding to new geographies.
This makes sense in current economic conditions—if a business is struggling, further development gets pushed to the back burner. Talent is easy to come by when unemployment is high, and if sales increase, shareholder value will naturally follow.
The question is how to increase sales.
Most significant to senior executives was optimizing the efficiency of the marketing mix across the business (including digital marketing), followed by responding more rapidly to growth opportunities and improving the consistency of marketing and sales communications.
The time for the Social Sales Cycle is most definitely here, and it’s likely that in your organisation there isn’t a Social Sales Cycle… or at least not a recognisable one!
If you asked any Sales Person or Account Manager though, they will absolutely agree that sales, relationships and opportunities are best achieved looking at the whites of the clients eyes and breathing the same air…
But this is social, personal, emotional, communicative… this is Social, isn’t it?
Traditional Sales methods around client engagements are certainly the start of the Social Sales Cycle, it’s like the root, but to make it really work, to maximise its effectiveness and to make it really resonate in todays culture and your industry or sector then you need facilitators and that is where social media needs to be embraced to amplify and control the effects of “voice” and “emotion” in business settings.
I don’t need to say any more, but you do….
- Create Reputation
- Create Conversations
- Create Stories
- Create Connections
- Create Brand
- Create Opportunities
- Create Revenue
Create the companies Social Sales Cycle…or die