Digital Marketing Strategy To Enhance Sales Pitch

Digital Marketing Strategy To Enhance Sales Pitch

Digital marketing has become a must-have for businesses that want to stay relevant and competitive in the digital marketplace. For those who are new to the world of digital, it may be hard to navigate all the different types of digital marketing tactics and channels that you can use to grow your business.
I work with national brands and help them establish their digital strategy each and every year. The results I have obtained have always been in relation to three basic elements that I think everyone should know. If you apply them right and optimize how you use these methods, you'll likely find yourself on a better path to success. Often, creativity may lead us in different directions and we may lose the core of what a digital marketing strategy (or all of your marketing strategy) should aim to accomplish: creating qualified leads for your sales team.
It's important to clarify that your marketing and sales team should be working together, hand in hand. Sales teams must understand and analyze the sales numbers to help identify how to define a qualified lead. And they must make sure they help the marketing team by clearly establishing the best types of leads. The worst thing that can happen is to have a marketing team that says the sales team can't close and a sales team that says the marketing team can't generate good leads. Those are excuses, not solutions.
Here are the three basic elements to accelerating your digital marketing efforts to provide your sales team with good leads.
1. Define who you are talking to.
Basic, right? It's surprising, though, how this first step is often put aside. Defining who you are talking to is more than just knowing that you are looking for customers. You want to establish a profile for the types of clients you wish to have. In this profile, you must ensure you determine the following: • Name (fake name, for ulterior referral) that represents the customer profile • Description of the person's day • Description of the person's job • Description of the person's personal and professional objectives • Which types of media this person interfaces with (social media, television, radio, etc.) One of the most important parts of this process is defining what this person is doing on all of the media channels they're interfacing with. For example, when on Facebook, are they looking for entertainment, work or connections? You must establish a profile for every type of client you wish to connect with and turn into a lead. You will most certainly have more than one profile to establish based on demographics or client behaviors. Knowing who your clientele is will allow you to talk to the right people with the right message. You will be qualifying the leads through your content and then passing the right leads to your sales team.

2. Determine what pains your customer base has.

Once you know who your clients are, you must establish what causes irritation in their lives. I'm talking about elements that make your clients' lives difficult in any aspect. There are different ways you can determine how your client base acts and which elements cause pain points. It can be through data collection with your accounting system, customer relationship management (CRM) or enterprise resource planning (ERP) systems. Personally, I prefer the data-based decisions. Surveys and focus groups tend to be a little biased, but they are better than basing your conclusions on nothing. Once defined, list all of your clients' pain points.

3. Determine what gains your customer base is looking for.
Your products or services may also be gain creators. This is an important element that you need to think about so you can communicate it to the right type of client, at the right time, with the right message.
As with pain points, you must establish how this solution can be positioned on different media channels. Determine what intent your users have. Are they looking for inspiration? Are they looking to buy? Are they looking for information? Answer those question on the right platforms. I work in Nigeria, where realtors are an option when selling a house. Before looking for a realtor, some people question if they should use one. Answering the, "Do I need a realtor?" question is a good opportunity for realtors. Answers that touch gains (access to many media outlets, access to a market of buyers) make sure the potential client knows why they should do business with you and answers their need for information.
Do you a social media campaign for my business?
Can you drive digital traffic to my site immediately?
What’s your call to action, and how do you create it?
How well are you involved in online public relations?
How much time will need to be invested each month to help my digital marketing efforts or improve my Google rankings?
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