Acquiring new customers, saving time, measuring performance. … Focus on the strengths of these marketing automation New Caledonia Email List tools (or marketing automation). What is marketing automation? Marketing automation refers to all the tools, devices or techniques intended to automatically carry out your marketing actions. Why are we talking about it ? In addition to increasing productivity, marketing automation allows consumers to maintain a privileged and personalized relationship with brands . And with the integration of artificial intelligence, the tools can now analyze the impact and automatically optimize your marketing performance . What does marketing automation allow? Manage your leads Qualification of consumers and prospects – Constitution of enriched databases and segmentation of leads to better qualify them. – Analysis of the online behavior of leads on different platforms. –
Implementation of lead scoring strategies to assess the engagement lead of each prospect by assigning points. Transformation of leads into customers – Optimization of your lead nurturing strategies : support your prospects until the act of purchase (push of personalized content) Retain your customers Targeting & personalization – Segmentation and selection within databases to personalize e-mailings sent to customers Analysis of emailing campaigns – Provision of detailed statistics on campaign performance and consumer interactions to adapt content. Control your presence on social networks Measuring campaign effectiveness – Setting up optimized conversion channels from campaign performance data – Measuring and optimizing the ROI of actions carried out on social networks. Enrichment of the strategic watch – Optimization of the brand’s e-reputation watch: monitoring of mentions and analysis of the conversations of Internet users – Identification of potential prospects
Why Are We Talking About It ?
How to react in commercial negotiation when a client always says “no” to each proposition? Quite simply: to come back to the needs. Bargaining, in fact, is after the sale. What is selling? It is questioning his client about his context, his strategy, his needs, and then making a proposal that constitutes for him the solution to his challenges, his context, his needs. If it turns in a loop on “no, no, no”, it is because at a given moment the proposal was not adapted to its needs. And so the best way is already to ask him “Why not?” And then go back to the need and simply ask the question: “What exactly are you waiting for?” What are your needs ? How are you satisfied with the offer we are making to you? How does it not satisfy you? »Start again with questioning and then recalibrate a proposition which, I hope, will be appropriate. How not to degrade the value and give a discount when a customer says “no” constantly?
First, you should know that buyers often use doubt to get their interlocutor to concede on certain concession requests. When in general we doubt in business negotiations, we will be tempted to give and let go. The buyer’s “no” can also ultimately be a way of making you doubt and then letting go. That is the first thing. The second thing is what we saw earlier, that is to say that if he says “no”, it is because he is not satisfied. And so there, it is necessary to go back up if necessary, to question the customer, to ask again exactly what he expects and especially to check in what the commercial proposal does not correspond. Do you have a concrete example where an objection has become an advantage in the negotiation? I have an example. A client once said to us:
What Is Marketing Automation?
“I see too many contacts with you, I would like to have a dedicated contact. And what bothers me about your offer is that I don’t have a dedicated contact person. ” Indeed, there was no dedicated interlocutor, because the company was made up of silos, Business Units, and each BU had its own sales force. The advantage of such an organization is that each salesperson has very good expertise in the services they market and in their products. So, we started by re-explaining to him the organization of our company, also re-explaining the advantage he could derive from having a supplier organized in a BU with, of course, four different interlocutors, but all experts in their product and their service. We knew that for this client, expertise was an important point. And we asked him:
“Finally, for you, sir, what is the most important between the expertise of your interlocutors and having only one dedicated interlocutor? ” We were lucky, Finally, dealing with this objection was a real opportunity for us to show him that we were fully meeting one of his expectations, that is to say the expertise of our salespeople. In conclusion, don’t be afraid of objections. It is a real gift from your customers. Still happy, moreover, that they express themselves and that they admit objections. I believe that there is nothing worse than a client who does not sign without saying why. That is the first thing. The second thing, to stay calm, prepare your objections, your client’s objections. In the preparatory phase of your meeting, ask yourself the question: “what will be his objections” and write the parades.