Work your marketing content into sales calls.

Strengthen your sales process with amazing marketing content to help your prospects.

Perhaps it’s not the right timing, or the contact might not currently have a strong need or budget for what you’re selling.

Either way, be prepared with an arsenal of valuable marketing content. For example, you can say:

I understand that you’re not ready to buy. Do you mind if we send you some complimentary eBooks and premium webinars that we’ve run for our current customers? Based on our calls and from what you’ve told me about XYZ, I think they’d be really helpful. 

Integrate Your Online and Offline Marketing Activities.

Do you attend trade shows, conferences or other events?

Good, then you’re like most business owners or marketing teams. It’s smart to take advantage of where your target audience likes to hang out.

When you meet people in the real world, take their email address and pass on some interesting articles or other premium content. 

Get these offline people onto your landing pages. Get them into your email marketing campaigns. Get better at relationship marketing and offering value to everyone you shake hands with. 

Ask your customers for referrals.

When was the last time you asked your customers how you were doing? Send current customers a short survey, asking about the value/service you provide, your performance as a company, if they’re happy, etc. 

At the bottom of the survey, include a small checkbox that asks, “Would you refer our company to a friend?”

Personally respond to each customer who fills the survey out, but for the ones who offered to refer a friend, you can say something like:

Oh, and thank you so much for offering to refer a friend to our company. Next time you hear about someone who might be a good fit for [insert what problem your company solves here], would you send them our way? I’d be honored!