Use Content to Start, Stoke, and Speed Up the Sales Cycle
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Content marketing will help you generate more leads, convert more prospects, and close more deals. When used effectively, it can systematically improve your capacity for revenue creation.
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Use Content to Start, Stoke, and Speed Up the Sales Cycle
- 1. 7 Ways to Use Content7 Ways to Use Content to Start, Stoke, andto Start, Stoke, and Speed Up The SalesSpeed Up The Sales CycleCycle
- 2. Everyone is selling something. All the time.
- 3. To Sell is Human
- 5. How we find what we’re looking for is changing.
- 7. 78% of B2B buyers are looking for information around their business challenge.
- 8. Buyers get 57% of the way through a purchase decision before they’re willing to engage a sales rep.
- 10. 78% believe that organizations providing custom content are interested in building good relationships with them.
- 11. Because 61% of consumers say they feel better about a company that delivers custom content, they are also more likely to buy from that company.
- 12. 88% of buyers use white papers to research.
- 13. Often sales people neglect to take advantage of how content marketing can help them: Engage static leads. Prompt conversation with key decision makers. Provide a reason to connect “in between” purchasing decisions.
- 14. 7 Ways Content Can Start,7 Ways Content Can Start, Stoke, and Speed UpStoke, and Speed Up The Sales CycleThe Sales Cycle
- 15. Send downloadable content to a decision maker who has stalled in the buying process. ONEONE
- 16. Blast downloadable content to your existing clients to remind them you still exist. TWOTWO
- 17. Print downloadable content out in color and include that with seminar or workshop materials. THREETHREE
- 18. Create a 90 minute workshop around custom content. FOURFOUR
- 19. Offer downloadable content as a reason to sign up for a webinar or schedule a follow up conversation. FIVEFIVE
- 20. Include content as part of your follow up to a conference call or onsite meeting. SIXSIX
- 21. Use downloadable content to add credibility to your product or service. SEVENSEVEN
- 22. Strategically Using Content Will: Elevate you above your competition. Add value to your client or prospect. Affirm that you are relevant and effective.
- 23. “I understand your world.” and “I’m not here to waste your time asking you to teach me about your business.” –from The Challenger Sale by Matthew Dixon and Brent Adamson
- 24. Twitter: @ben_stroup | Facebook: Ben Stroup LinkedIn: Ben Stroup | Google+: +Ben Stroup Web: benstroup.com | Blog: thecontentmatrix.com E-mail: ben@benstroup.com BEN STROUPBEN STROUP