The DriveSales™ | Best examples of sales collateral you need to drive revenue!
The business market has become pretty competitive today and to bag and hold a meaningful position for your business in this advanced era has become really difficult. Your sales should be the reflection of your business strategy and should personify your market image.
For this, you need to close deals. As simple as it seems to be, it is definitely not. There are a lot of factors that directly impact the sales business and if you want to emerge victoriously, you need to up your game a notch. For this, among other suggestions, sales collateral is your one-stop solution.
Sales collateral aids a salesman in closing deals. Having a bag full of resources that you can use at the time of need provides you and your business with an opportunity to nurture relationships with your clients and push the deals forward without any major hiccups.
Now let us see what is sales collateral and how it will help you in driving your sales revenue.
Sales collateral is basically ammunition that provides your potential clients the information they require to make an informed decision. This information acts as a booster to your business’s reputation and builds the credibility and trust of your client in your services.
The main goal that you will be trying to achieve is to maximize your winning streak by reducing the time required for that win.
You need to understand that the market today is overrun with a lot of companies trying to leave their mark. You might have the best product or service your client needs, but if you don’t put it out there, it is of no use.
Similarly, you might have an an=verage product but if you know all the tips and tricks, you might just out win the ones who have exclusive services.
There are a number of ways to do that with the help of sales collateral such as:
· White papers can signify the current industrial trends and thus, strengthen your argument in explaining to the client why to chose you.
· Case studies directly depict the kind of impact your products or services have.
· Email templates are time-efficient and also ensure that your chances of winning are high by giving you a degree of professionalism.
How can sales collateral be beneficial for your business?
There are a number of ways in which sales collateral can prove to be an exemplary choice for your business such as:
1) Generating Leads — Sales is never a one-way street, It is a balance between the outbound and inbound work. Either you are reaching out to your customers, or they are seeking you out.
Creating and sharing your sales collateral help in boosting your inbound sales inquiries.
Now the question that arises is how to do that? And the answer is relatively simple. You need to develop certain assets that help your customers to figure out a way to move ahead. This could be a great start for a conversation.
These assets could comprise whitepapers, guides, videos, manuals, etc.
2) Valid reason to get in touch — It is imperative to acknowledge the fact that salespeople need to keep in touch regularly with the clients during the entire sales process. Delays can prove to be a major roadblock in closing your deals and hence, the action in this regard should be quick contact with the customer.
3) Platform to showcase your expertise — The only way the client will be inclined to establish a working relationship with you will be when you have something that others don’t. Thus, sales collateral provides you with that essential platform where you can effectively flaunt your unique selling point(USP).
Now let us look at a few best examples of sales collateral that you need to drive revenue to your business.
Best examples of sales revenue to drive revenue to your business
1) Case studies — It is absolutely imperative for every company to have a good bunch of case studies to help the customer in making a well-informed decision on how your product or service can prove to be beneficial for their business targets.
Case studies are a great way of portraying the key elements of your product and its features. However, the format in which you present your case study will also have a significant impact.
Your job is to make the work of your client easier rather than confusing him in the pool of various technical and official terms and conditions of your product. Thus, have an intuitive format for your case studies such as:
· Challenge posed
· Solution proposed
· Impact of the solution
· Final results
· Customer feedback
2) Whitepapers and ebooks — A whitepaper or an ebook is generally a guide that helps in providing a comprehensive explanation of your product or service to your client. These usually help in effectively promoting a significant product or viewpoint that further support’s your client’s needs and demands.
If you have a detailed whitepaper, you get an immediate opportunity to demonstrate your valued expertise to your client. Usually, the arguments that are made in the whitepaper are a reflection of the arguments for why a customer should choose your service amongst others.
A great way to make an amazing as well as attracting whitepaper is to target a particular niche rather than taking a wholesome approach. This will help you to know your client base and proceed further accordingly.
3) Self-published books — Another great platform to showcase your deep knowledge about a particular subject is to have self-published books. These provide you a platform to share your valuable and meaningful insights with your clients and are a great way to showcase your skills and promote your business.
Self-published books are a definite asset for consulting or training companies and it is an amazing way to flaunt your knowledge and your USP. The copies can be printed by publishing companies or you can also leverage the electronic media for digital distribution.
4) Research — Research is one of the most underrated yet extremely effective sales assets. Research directly impacts your sales quotient. It is a way to support a salesperson’s arguments and makes them credible and legitimate.
Through research, you can not only create an original and unique pitch for your potential clients, but you can also add weight to your arguments and leverage your client’s past experiences to bag the deal.
5) FAQ — FAOs stands for frequently asked questions and are again an amazing way to help your customer navigate to resolve all their queries without them having to ask you repeatedly. These are a great way for ensuring your prospects that the product is great for their business and will adhere to all their needs and expectations.
These are a great way to deal with any potential objections that might arise in your customer’s minds. It is a human tendency to lose interest if you are not able to figure out a way to use something easily and quickly, especially when the business is at stake. Thus, FAQs become a useful resource to provide a pool of information to your clients without them asking you explicitly.
6) Emails — A great way to endorse your professional capacity as a business is to appear as legitimate and serious as you can. Your client will trust you only if you are considerate about their business and genuinely want to help them achieve their professional goals.
Thus having structured email templates saves time and is an effective and amazing way to periodically check up on your clients.
Emails can be used in a number of ways such as:
· Outreach emails
· Follow-up emails
· Emails to schedule meetings
· Emails to propose exciting offers
It will be a great practice if you have all the templates ready beforehand so that you don’t have to put in a lot of effort in initiating email conversations with your clients.
Now, as an effective SALESPERSON! We can do three things from here.
1. Not ignoring the opportunity and blaming the situation for revenue loss.
2. Taking important notes and going back to revisit your sales strategy with the growth mindset.
3. Reaching out to The DriveSales™ if you need any specialized help for sales.
To conclude, what you choose to think also provides some idea of your development as a consultative salesperson. It is something like Jeffrey Gitomer quotes “Great salespersons are relationship builders who provide value and help their customers win.”