Building a solid understanding of the difference between sales and marketing, including how they interact with one another, is critical if you’re looking to increase your business revenue.
1. Sales is about persuasion
People will only buy products or services that are of value to them. A skilled salesperson knows how to persuade people that their product or service is exactly what they need. In order to effectively persuade your target customer-base and meet their needs, you need to develop a strong understanding about who they are.
2. Marketing - it's all in the way you say it
The objective of good marketing should be to put forward an offer that meets the customer’s needs or offers a solution to a problem. All aspects of your marketing need to be on point for your target audience – think about the tone of the offer, the language used and the channels through which the message is delivered in order for it to be successfully received. Research shows these are the 30 best words to be using in your online and print marketing.
3. Integrate your approach
Studies show it takes multiple (up to 9) exposures to your product or service before a prospective client buys. This makes it critical for small businesses to develop processes that integrate sales and marketing techniques, enabling you to convert more prospective clients.
At its best, an integrated approach to sales and marketing will create relationships of mutual benefit between you and your customers. With mutual benefit as a foundational principle in your sales and marketing strategy, you will achieve brand integrity and be well-placed to reach, or exceed, your targets.
Consider adopting a CRM that can guide you through the process of creating a marketing approach that funnels customers and increases your sales conversion rates. There are many CRMs out there – Infusionsoft is one that offers great tools at a relatively low cost for small business.