Now that 2018 is coming to a close, you’re probably assessing your company’s performance, and thinking of new strategies that you can incorporate in 2019.
The way I see it, regardless of how well you’ve done in 2018, there’s always room for improvement.
So celebrate your small and big wins, give your employees credit where credit is due, and then start setting your goals for the upcoming year!
For those of you want to focus on growth for 2019, you’re in the right place.
I’ve curated a list of 7 sales tips that will help you boost your sales strategy in 2019…
Ready to streamline your sales process, and take your company to next level?
Alright, let’s jump right in!
1. Incorporate human error into your automated email campaigns
The awesome thing about automated email campaigns is that, well, they’re automated.
You can set them up once, and then leave them to run in the background. They’ll continue generating leads and sales for you, and you won’t have to lift a single finger.
But here’s what you need to know:
The most effective automated campaigns DON’T feel automated at all.
Think about it…
If you know that:
- You’re just one out of tens of thousands of people in company XYZ’s mailing list, and
- You’re receiving the exact same email as the other subscribers on that list
Would you read and reply to this company’s emails?
You might, but the chances are pretty low.
On the other hand, if it looks like there’s actually someone from company XYZ who’s sitting down and crafting personalized emails for you, would you read and reply to those emails?
The answer is probably yes!
To get the best of both worlds, here’s what you do:
Set up an automated email campaign, but craft it in a way that makes it feel highly personal and intimate.
You could do various things, including:
- Using first and second person pronouns (“I” and “you”)
- Using a conversational, informal tone
- Signing off as an individual instead of a company (“Jamie from lemlist”, not “Team lemlist”), and
- Incorporating human error into your campaigns.
The first few tips are fairly straightforward, so let’s just get to that last tip (incorporating human error into your campaigns).
Basically, what you’d do here is to incorporate an INTENTIONAL mistake into one of your emails within your campaigns.
Then craft a follow-up email that says something along the lines of “Oops, excuse my error”, and rectify the mistake.
Here’s how MailChimp does it:
Your lead will automatically assume that you’ve actually sent down to send them this email and that it isn’t part of an automated campaign…
And this will make them more receptive to your offer/pitch.
Pretty smart, huh?
2. Incorporate videos into your email campaigns
On top of incorporating human error into your email campaigns, another great sales tip is to use more videos in your email campaigns.
If this sounds like a lot of work, don’t worry -- there are plenty of tools out there which help to simplify the process.
Like lemlist... Here's how it works.
3. Send more emails to your leads
One final tip when it comes to nurturing and closing leads via email…
Send more emails to your leads, and don’t back off too soon!
Yes, I know that you don’t want to be seen as yet another “pushy” or “aggressive” sales rep, and you don’t want to build a bad rep for your company.
That said if you send one or two emails to your lead, and then just give up, you’re doing yourself a disservice.
Why do I say so?
Well, statistics show that when you send 3 to 7 emails to a single lead, your reply rate increases by 3x on average.
What does this mean?
Assuming that you’re targeted the right people (and you’re not just spamming emails to a random list that you’ve purchased somewhere), you don’t have to worry about being a nuisance.
Chances are, the recipients of your emails WANT to hear from you -- it’s just that they might be too busy to respond right off the bat.
4. Start optimizing your content for voice search
Plenty of sales and marketing teams use blogging and the inbound methodology as a strategy to help them drive more leads.
If you’re already blogging on a regular basis, that’s great. But if you want to future-proof this strategy, start optimizing your blog content for voice search, ASAP.
How do you gain more visibility for your company (in the era of voice search)?
The key lies in having your content be displayed on Google’s Featured Snippet, which is the boxed up search results that Google showcases above all its organic search results.
Once this happens, you’ll get your answer read out by voice assistants whenever someone conducts a relevant voice search.
For example, say Lead A asks their voice assistant: “Okay, Google, how do I optimize my content for search?”
Their voice assistant will reply: “According to HubSpot, you should…”
Now, how do you get your content onto Google’s Featured Snippets?
As a general rule of thumb, optimize your content around questions and long-tail keywords, and adopt a conversational tone.
To learn more about how these Featured Snippets work in conjunction with voice searches, read Google’s recently published blog article on Featured Snippets.
5. Build a Facebook Messenger chatbot
Facebook Messenger chatbots are highly versatile.
You can use them to answer customer inquiries, serve your customers with targeted product recommendations, and even generate leads and sales!
Check out this case study involving C4 Inc, for example.
The Japanese company used a combination of click-to-Messenger ads and a Facebook messenger bot to reach out to their leads.
Their results were pretty impressive…
They lowered their Cost Per Acquisition by 68%, increased their inquiry form completion rate by 2.2x, and increased their number of completed forms by 2x.
Don’t worry, you don’t need to have any coding skills in order to build a chatbot.
There are plenty of plug and play tools that will get the job done, including:
You’ll have your first Facebook chatbot up and running in no time!
6. Create a podcast
Here’s the thing: pretty much every company is offering free eBooks and whitepapers to their leads these days.
If you want to stand out from the crowd, up your game by creating a podcast and use this to nurture your leads instead!
Now, if you’re balking at the thought of how much effort this will take, let me reassure you…
Creating a podcast is worth your time.
This means you’re free to plug your product/service in your podcast, without worrying about whether your audience will take kindly to it.
What if your podcast doesn’t take off, and you’re struggling to grow your listener base?
Well, here’s another tactic that you can use…
Invite your highest-quality leads to be a guest on your podcast, and nurture/upsell them once you’ve built a relationship with them.
If you want to explore this strategy, here’s a guide on how to start a podcast for a B2B brand.
7. Automate anything that can be automated
The average sales rep spends only 36% of their time selling.
That’s a travesty if you ask me.
If you want your reps to generate more sales, help them out by automating whatever tasks can be automated.
For instance, make sure that your team is using all the integrations that your CRM system offers, instead of manually switching between applications or copying and pasting data.
On top of that, get your team to cut back on all the unnecessary back-and-forth that they go through when scheduling appointments -- you can use a tool such as Calendly, or an AI scheduling assistant such as Evie.
A final word on boosting your sales
Here’s a quick recap of the sales tips I’ve covered in this article:
- Incorporate human error and videos in your email campaigns
- Send more emails
- Optimize your content for voice search
- Build a Facebook Messenger chatbot
- Create a podcast, and
- Automate anything that can be automated.
As always, be sure to A/B test any new strategies you’re trying out obsessively. As they say, if you don’t measure it, you can’t improve it!
Will Cannon is the founder at UpLead, a prospecting tool designed to drive growth that helps companies connect with new customers. Before he built UpLead, Will founded BWG, a lead generation company, where for over more than 10 years he supported companies like ADP. Dropbox, Morgan Stanley and other Fortune 500 companies to acquire new customers.