Many businesses could benefit from the power of marketing automation but don’t because they don’t recognize the possibilities. Here are some tell-tale signs you can benefit from even the simplest of automated marketing systems.
You spend more time quoting and bidding projects than fulfilling them
Business owners are well known for their ability to talk about how ‘busy’ they are. One area they spend a lot of that busy work is bidding.
Yes, you need to give someone a price before you start their project. After-all, no one is going to hand you a blank check and say “Go for it!”. But most businesses quote jobs they’re NEVER going to get.
Low closing rate are a great indicator that you’re spending far too much time bidding. Low closing rates also lead to even more busy work when you need to follow up with multiple prospects who said they would “think about it and let you know.” Let the phone tag begin!
You’re giving your pitch to prospects who aren’t ready to buy
Depending on your product, your prospects may need to weigh hundreds of factors before they can make a decision. Asking them to make all these decisions in a one hour sales call is asking for trouble.
If you’ve read my story, you know the power of an automated sales-warming process. The warmer you can get your prospect before asking for their business the easier your close will be. Heck, they may even beg you to take them on as a client. How great would that be?
Your leads are mostly “tire-kickers” and aren’t ready to buy
Have you ever left a sales meeting and thought “That was a waste of time!”?
We all have.
The prospect wasn’t a buyer for your product or they weren’t a good fit for your company. Either way that was an hour of your life you’ll never get back.
You’re meeting with the wrong prospects
Not everyone is your client. A well-designed marketing system will sort out the non-buyers and leave you with only real potential clients to talk with.
By putting prospects through a process you can let them decide if your product or company are right for them long before they call. You’ll get fewer calls, but you’ll only be meeting with people who already know you have the solution they need.
Your sales graph looks like your heartbeat
The beautiful thing about automated marketing systems, is they are always working…even when you’re not.
If you’re like many business owners, your sales come in waves. They cycle sounds something like this…
- “I have nothing going on – quick sell something”
- Spend days/weeks looking for new business
- “OMG I’m too busy!”
- Stop selling and start producing all the work you just sold
- Endlessly repeat steps 1-4
There is nothing as frustrating as the typical feast or famine cycle of business.
By automating your marketing and sales processes, you will always have work in each stage of the pipeline. New prospects will be continuing to appear and show interest. Warmer prospects will be asking for a meeting. Sales will close and production will continue.
*Dog photo by pmarkam